Solar Sales Training // I Need To Think About It // Andy Elliott

Summary

Andy Elliott's Elite Mindset Motivation and Sales Training: Episode Summary

Podcast Information:

• Title: Andy Elliott's Elite Mindset Motivation and Sales Training
• Host/Author: Andy Elliott
• Description: Andy Elliott, CEO of The Elliott Group, is passionate about training salespeople worldwide to maximize their potential. With a proven track record, Andy transforms sales professionals’ skills overnight, whether they are novices or seasoned veterans. Currently residing in Arizona with his wife and three children, Andy brings both personal and professional insights to his training sessions.
• Episode: Solar Sales Training // I Need To Think About It // Andy Elliott
• Release Date: November 21, 2024

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Introduction

In the "Solar Sales Training // I Need To Think About It" episode, Andy Elliott delves deep into effective sales strategies, focusing primarily on overcoming common objections during the closing phase. Drawing from his extensive experience in both car and solar sales, Andy provides actionable techniques to enhance closing rates and drive consistent success.

Understanding Common Sales Objections

Andy opens the discussion by addressing typical objections that sales closers encounter. He emphasizes the importance of recognizing phrases like “I need to think about it” or “I want to shop around” as indicators of underlying hesitations from potential clients.

“What are objections that closers get? Would somebody say, ‘I want to shop around, look at a couple more companies,’ something like that.” [00:20]

Role-Playing Sales Scenarios

To illustrate his points, Andy engages in role-playing exercises, simulating real-life sales interactions. He demonstrates how to handle a client who expresses the need to think about the decision after reviewing all the information presented.

“So we're sitting here. We're at the kitchen table. Does everybody feel me? Where are we at? Kitchen table... It's time to make a decision.” [00:35]

Andy showcases a sample dialogue where the client is hesitant, and the salesperson must navigate the conversation to keep the deal moving forward.

Techniques for Addressing “I Need to Think About It”

Andy shares his proven response strategy when faced with hesitation from clients. He emphasizes the necessity of maintaining control of the conversation and guiding the client towards making an informed decision.

“I want to give you a quick five-minute proposal of all the numbers so that way when you are sitting home and truly thinking about it, you'll have something to think about. Would that be fair?” [02:09]

He highlights the importance of providing substantial information to the client, thereby reducing their need to ponder further.

Translating Car Sales Success to Solar Sales

Drawing parallels between his car sales experience and solar sales, Andy explains how foundational sales principles remain consistent across industries. He recounts his success in car sales, where addressing objections led to a remarkable closing rate.

“When I sold cars, I'm just going to give you a scenario... I closed 100% of the people I talked to... I made 800 grand a year selling cars.” [01:52]

Andy underscores that the core techniques of handling objections and guiding clients through decision-making are universally applicable.

Deep Dive into Objection Handling

Andy breaks down the underlying reasons why clients express the need to think about their purchase. He identifies two primary motivations: a loss of interest in the product or concerns regarding the deal’s specifics, such as price or payment terms.

“When somebody says they need to think about it, I've learned it's either one or two things... It leads me to believe it has to be the second thing, that something's concerning you guys within the numbers of the deal.” [04:15]

By pinpointing these concerns, sales professionals can tailor their responses to address specific client hesitations effectively.

Creating a Sense of Urgency and Value

Andy emphasizes the importance of creating urgency without being overly aggressive. He advises salespeople to help clients see the immediate value and long-term benefits of their offer, making the decision feel both timely and advantageous.

“So if I could save you some time and money, would that offend you in any way? Would you be upset at me at all?” [03:25]

This approach not only highlights the benefits but also reassures the client that the decision is in their best interest.

Maintaining Control of the Conversation

A critical aspect Andy discusses is maintaining control during the sales conversation. He advises against letting clients dictate the flow and instead steering them towards making the desired decision through strategic questioning and information presentation.

“You don't want to pull the rabbit out of the hat too fast... Be careful with negative words. Does that make sense?” [04:50]

By carefully managing the dialogue, salespeople can guide clients towards commitment without appearing pushy.

Reiterating the Proposal and Closing

In the closing phase, Andy suggests reiterating the proposal’s value and reaffirming the client’s autonomy in making the final decision. This technique fosters a sense of partnership and respect, encouraging the client to move forward confidently.

“And my deal is always, in the end, it's completely your decision. Does that sound fair?” [05:30]

He notes that phrasing such as "Does that sound fair?" is more effective than alternative questions that might leave room for uncertainty.

Final Insights and Motivation

Andy wraps up the episode by sharing his personal commitment to the art of selling. He motivates his audience to cultivate an obsession with selling excellence, highlighting that dedication and passion are key to achieving and sustaining high performance.

“Everybody's a fucking pussy out here. Nobody. The art of selling is gone. Everybody agree? Do you guys agree? The art of selling is fucking gone.” [06:10]

“Can you guys tell how obsessed I am with selling? I love it, dude. You guys want to be the best? Yes. You fucking be obsessed, too.” [06:25]

Andy’s fervent enthusiasm serves as a rallying call for sales professionals to elevate their craft and embrace the challenges of the sales environment with determination and zeal.

Conclusion

In this episode, Andy Elliott provides a comprehensive guide to handling objections in sales, particularly the common "I need to think about it" stance. Through practical examples, role-playing, and insightful analysis, he equips salespeople with the tools necessary to navigate client hesitations effectively. Andy’s unwavering passion for sales excellence shines through, inspiring listeners to adopt a proactive and persistent mindset in their sales endeavors.

Key Takeaways:

• Anticipate Objections: Prepare responses for common hesitations like needing time to think or wanting to shop around.
• Provide Comprehensive Information: Ensure clients have all necessary details to make informed decisions, reducing their need to defer.
• Maintain Control: Guide the conversation proactively to keep the sales process moving forward.
• Create Value and Urgency: Highlight the immediate and long-term benefits of your offer to foster a sense of urgency.
• Stay Passionate: Cultivate a deep-seated enthusiasm for selling to drive consistent performance and success.

Andy Elliott’s strategies emphasize not just the mechanics of sales, but the mindset required to excel. By internalizing these techniques, sales professionals can enhance their closing rates and achieve sustained success in their respective fields.

Transcript

[A]

Yeah, well, okay, you close, Right? Okay, cool. So let's say I said, come here. Come up here for a minute, guys. Give him a round of applause. Come on, let's get him up here. I said I was going to get his ass anyway, so. But. But my point is, I want to hit him with something simple. Okay, you ready? So an objection as a closer. What are objections that closers get? Would somebody be, I want to shop around, look at a couple more companies, something like that. Okay, cool. So we're sitting here. We're at the kitchen table. Does everybody feel me? Where are we at? Kitchen table. All numbers are presented. He's gone over everything with me. It's time to make a decision. Does that make sense? Okay. And I say, hey, man, I really appreciate you. I want to look at two more companies. I'm going to get back with you.

[B]

I'd say absolutely. I completely agree. You should look at two other companies. I'm completely confident with everything that I showed you. I showed up on time. I showed you guys the reviews. I showed you guys the price. There's. I totally get it. There's, you know, probably better price out there, but you're not going to really.

[A]

Want to say that.

[B]

What? I mean, I want to.

[A]

Do you want to really say there's probably a better price out there? Well, hold on. Do you. Yes or no?

[B]

I have before. Yes.

[A]

Okay. All right, keep going.

[B]

I was taught maybe somewhere else.

[A]

Okay. But go ahead. It's okay. So any. There's probably a better price out there. So.

[B]

Yeah, we're not going to be the most expensive. We're not going to be the least expensive, but I assure you, like, from what, everything that I've showed you here, that it's going to be the best price for the best value.

[A]

You think that's going to close me?

[B]

Probably not.

[A]

Okay, listen, here's what I want you to do. When I sold cars, I'm just going to give you a scenario, okay? There were certain times in the deal where people would say, I need to think about it. Does that make sense? Like if I was outside on the lot, let's say I'm at the front door. Does that make sense? Okay, you guys are setters in here. Have you ever heard somebody say, I need to think about it ever?

[B]

Absolutely.

[A]

All the time. Cool. What'd you say? Yeah, yeah. But what'd you say as a setter when somebody's like, oh, man, thanks for giving the information. We need to think about it. Of course you need to think about it.

[B]

You haven't got the information yet.

[A]

I haven't given you any information yet. Okay. Of course you need to think about it. I haven't given you enough information not to think about it. What I'd like to do is give you a quick five minute proposal of all the numbers so that way when you are sitting home and truly thinking about it, you'll have something to think about. Would that be fair? Could we get that for you? That way you have something to think about. Guys, I know, I know you need to think about it because I haven't given anything to think about. Does that make sense? Like, what would you think about? Like us having a conversation. No, you need something to truly think about to see if solar is even right for you or your family. Wouldn't you agree? Yeah. So let me get you the information and then in the end, it's completely your decision. Is that fair? Guys, when I sold cars, I fucking closed 100% of the people I talked to. Swear to God, I'm explaining this. I'd be outside on the lot and I swear to give you these word tracks. I learned. God said I need to think about it. Say, guys, of course you need to think about it. And I said I haven't given you enough information not to think about it. What I'd like to do is give you a quick five minute proposal of all the numbers so when you go home, you truly got something to think about. Would that be fair? That'd be okay. Can I get that for you? And I'd put my hand out like that and they'd grab it. Dude, they weren't going anywhere. Once I pulled them inside, I closed their ass inside every time. But I had to advance the cell forward. Does that make sense? When I was on the pencil, right? When I was on the proposal, the numbers, the presentation, right? Guy says I need to think about it. I'd say, guys, of course you need to think about it. Look, I've been doing this for a long time. And when somebody says they need to think about it, I've learned it's either one or two things. Number one, you're no longer interested in the vehicle. Like you don't like the car anymore. But I don't think that's it because we wouldn't have made it this far if you didn't like the car. So it leads me to believe it has to be the second thing, that something's concerning you guys within the numbers of the deal. What is it that's concerning you guys the most? Is it the price the payment or the trade in which one? You know what they do? They fucking pick one. Now I go from I need to think about it to the price is too high, and I close them on the paper. I brought them back to the deal. When somebody says they need to think about it, do you need to take them back to the deal? Yes. They need a little more information. They don't understand something. You got to take them back. Okay, what if somebody. I'm sitting there outside and somebody says, hey, I got a couple more cars to go look at. What do you say? I totally understand. Hypothetically. Everybody say hypothetically. Hypothetically. Let's say you've already gone and seen all the other vehicles. I don't know if there's two of them or 10. Doesn't matter. Let's just say you spent all day long and you went and drove them. All right? Let's say after driving them all, mine was the last one you went and looked at. After seeing every vehicle, in the end, what would be the deciding factor on which one you'd probably end up buying? Would it be the car itself, regardless of the deal, or would it be the great deal that the dealership's willing to give you? Which one, which one would it be? Cool. So it's not a matter of if you're going to buy, it's when. And the wins, when the deal's right. Right? Yeah. So if I could save you some time and money, would that offend you in any way? Would you be upset at me at all? Thank goodness. Follow me inside. I would pull everybody in. Watch. I learned these things every single time. Every time, no matter what they said, I didn't even have to think. I already knew it. So I walked around ready to kill everybody all day. So no matter who pulled up or who showed up, but I made seven. I made 800 grand a year selling cars, dude. This is 15 years ago. I have made a million a year every year minimum, for the last 10, 15 years. This is your time. Everybody's a fucking pussy out here. Nobody. The art of selling is gone. Everybody agree? Do you guys agree? The art of selling is fucking gone. Can you guys tell how obsessed I am with selling? I love it, dude. You guys want to be the best? Yes. You fucking be obsessed, too. You want to be the greatest? Yes, sir. Can you just. Before you get too far off, could you just repeat your actual word track? I got all the way down to. I haven't given you enough. So when somebody would say to me, I need to think about it, so if I was at the door, I'm gonna use it to solar. If I was at the door and they say, I really need to think about it, I'd say, oh, I totally understand, but I haven't given you enough information. Or I would say, I completely understand. I'd say. I would say, as a matter of fact, see, I have to rephrase it. For solar, my deal would be I need to think about it. And I'd say, I totally understand I haven't given you enough information. Not underline the. Not to think about it. Like, dude, I get it. Because I haven't given you enough information not to think about it. Like, of course you need to think about it because I haven't even given you anything to think about. And have we given them anything to think about at the door? No. So it makes sense, right, guys? Of course you need to think about it. I haven't given you enough information not to think about it. And then I want you to come up with this magical idea. I want you to say, what I would like to do is give you a quick five minute proposal. Call it a proposal. Don't say numbers, figures, and don't just say, I'd like to give you a quick five minute proposal. Is it going to take five minutes? No. Once the setter gets in there, he's going to them up. Once a closer gets in there, he's going to do his job. You may say 15 minutes, I don't know, but I just say five. You know why? Because I want them to be there. Because once I get in, the closer is going to create interest. So all I like to do is give you a quick five minute proposal of how much money you'll save as a family. And then in the end, it's completely your decision. What am I doing here? I'm making them feel like they don't have to make a decision. Which we are going to make them make a decision. But you don't want to tell them that. Listen to me, guys. You don't want to pull the rabbit out of the hat too fucking fast, okay? Like, guys, listen to me. If you were hunting, right, would you guys go, bam, you're fucking stupid, right? The animal would run away. Be careful for like negative words. Does that make sense? Okay, so anyways. But that's what I would say. Of course you didn't think about it. I haven't given you enough information not to think about it. What I like to do is give you a quick five minute proposal of how much money your family will be saving and how you'll be inflation proof. Right. And then, and then I say and then. And my deal is always, in the end, it's completely your decision. Does that sound fair? I always end it. Does that sound fair? Because what are you going to say? No, that doesn't sound fair. Right. Like, don't say, would you do that? Or don't say, could we look at that together? Don't say that. Would that be fair? It's very, it's very. It's very easy to get them to agree with, yes.