The Art of Mastering a Stranger - LIVE ROLEPLAY // Andy Elliott

Summary

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

Episode Title: The Art of Mastering a Stranger - LIVE ROLEPLAY
Release Date: December 5, 2024
Host: Andy Elliott, CEO of The Elliott Group

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Introduction

In this energizing episode of "Andy Elliott's Elite Mindset Motivation and Sales Training," Andy Elliott dives deep into the intricacies of mastering sales interactions with strangers, specifically within the automotive industry. Through live roleplays and motivational discourse, Andy equips sales professionals—whether novices or seasoned veterans—with the tools and mindset necessary to elevate their performance from average to elite.

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1. Challenging Sales Norms and Setting High Goals

Andy begins by confronting the conventional sales benchmarks, questioning the adequacy of selling 8 to 10 cars per month.

Andy Elliott [00:34]: "I want to help you guys become the best you can possibly be today for yourself, your customers, your family, and your future."

He emphasizes the necessity of striving for higher sales figures, urging the audience to break free from complacency and aim for excellence. Andy challenges the mindset that settles for mediocrity, highlighting that true success lies in the willingness to change and grow.

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2. Overcoming Shyness and Building Confidence

A significant portion of the discussion centers around addressing personal barriers such as shyness, which can impede sales effectiveness.

Andy Elliott [04:11]: "Everything you want in life is on the other side of being uncomfortable."

Andy asserts that stepping out of one's comfort zone is essential for achieving greater success. He encourages salespeople to embrace discomfort as a pathway to personal and professional growth, reinforcing that confidence is a learned behavior that can be developed through persistent effort and training.

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3. Mastering the Art of Greeting and Handshakes

Andy transitions into practical techniques, starting with the foundational skill of greeting potential customers and establishing a strong first impression.

During a live roleplay session, Andy demonstrates an effective meet-and-greet scenario:

Andy Elliott [07:15]: "If you don't get it off of you, you can't walk outside and own a relationship."

He underscores the importance of a firm handshake and genuine interaction, teaching salespeople how to project confidence and ownership from the moment a customer walks onto the lot. This foundational step is crucial in building rapport and setting a positive tone for the ensuing sales conversation.

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4. Conducting Effective Walk-Around Presentations

The episode delves into the nuances of vehicle presentations, emphasizing the role of emotional engagement in the sales process.

Andy Elliott [15:24]: "These are the first time clients envision owning that car for the very first time."

Andy explains that the walk-around presentation is designed to create an emotional connection between the customer and the vehicle. By highlighting features that resonate with the customer's desires and needs, salespeople can build value and foster a sense of trust, making the customer feel confident in their purchasing decision.

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5. Handling Objections and the Importance of Test Drives

Addressing common objections is a critical skill in sales, and Andy provides strategies for managing resistance effectively.

Andy Elliott [16:08]: "Test drives don’t have to be long, but they are necessary."

Andy advises that when a customer hesitates to take a test drive, salespeople should persistently but respectfully encourage them to experience the vehicle firsthand. He emphasizes that test drives are instrumental in alleviating doubts and reinforcing the customer's desire to own the vehicle, thereby moving closer to closing the sale.

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6. Building Relationships and Rapport

Beyond technical skills, Andy stresses the importance of building genuine relationships with customers.

Andy Elliott [10:10]: "Am I the top salesman in the company? Okay, how do I know that? Because I look like I am."

Andy advocates for an ownership mentality, where salespeople treat the dealership as their own and take pride in their role. By fostering strong relationships and demonstrating sincere care for customers' needs, sales professionals can differentiate themselves from the competition and cultivate long-term loyalty.

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7. Embracing Continuous Training and Personal Development

Throughout the episode, Andy reinforces the value of ongoing training and self-improvement.

Andy Elliott [05:36]: "If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy. Let's kill it."

He invites listeners to engage in further training opportunities, emphasizing that continuous learning and accountability are key to maintaining and enhancing sales performance. Andy's commitment to mentoring and coaching underlines the importance of having a support system to achieve one's full potential.

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Conclusions and Call to Action

Andy wraps up the session with a motivational call to action, encouraging listeners to take proactive steps towards their development.

Andy Elliott [13:21]: "Bullshit. Yes, you are. You gotta train. Train or complain. It's your choice."

He urges sales professionals to seize the opportunity for one-on-one coaching, inviting them to connect through the provided links to accelerate their growth and achieve elite status in their sales careers.

Andy Elliott [16:08]: "Test drives don’t have to be long, but they are necessary... Let's kill it."

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Final Thoughts

"The Art of Mastering a Stranger - LIVE ROLEPLAY" is a comprehensive guide that blends motivational insights with practical sales techniques. Andy Elliott's dynamic approach serves as a catalyst for sales professionals to transform their mindset, enhance their interpersonal skills, and ultimately achieve superior sales results. This episode is an invaluable resource for anyone looking to elevate their sales game and build meaningful relationships with customers.

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Notable Quotes:

• Andy Elliott [00:34]: "I want to help you guys become the best you can possibly be today for yourself, your customers, your family, and your future."
• Andy Elliott [04:11]: "Everything you want in life is on the other side of being uncomfortable."
• Andy Elliott [07:15]: "If you don't get it off of you, you can't walk outside and own a relationship."
• Andy Elliott [15:24]: "These are the first time clients envision owning that car for the very first time."
• Andy Elliott [16:08]: "Test drives don’t have to be long, but they are necessary."
• Andy Elliott [10:10]: "Am I the top salesman in the company? Okay, how do I know that? Because I look like I am."
• Andy Elliott [13:21]: "Bullshit. Yes, you are. You gotta train. Train or complain. It's your choice."

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This episode serves as a powerful testament to Andy Elliott's expertise in sales training, offering actionable strategies and inspirational guidance to help sales professionals excel in their careers.

Transcript

[A]

Everybody say lifestyle. What kind of lifestyle do you want? Yeah, yeah. But you don't want the best. But you don't want the best because. No, no, no, I know. But you don't want the best because we're doing eight to 10 cars, so we're lying. I get out of the car, walk up to me and do your meet and greet.

[B]

Hey, welcome to paradise. Rafael here. How you doing today?

[A]

Good. Stop. Okay, do it again. Okay. I don't need to test drive it. I'm good.

[C]

I fully understand. Just take a seat right here. Let me swing around. Let me show you. Let me just touch a few buttons with you.

[A]

I want to ask a question, right? What is an average job selling cars? Average.

[C]

3,500Amonth.

[A]

No, no, no, no. How many cars sold should be average? Well, here's the deal. Does anybody think 8 to 10 cars a month is a good job?

[B]

No.

[A]

Okay, most of you said 8, 10, 12 cars. Am I right? Okay, as I'm talking to you today, now listen. Now here's my goal is this, okay? I'm Yalls brother, right? Okay. We got two girls in the room. Rest are guys. Okay, I'm Yalls brother. What does that mean? That means I want to help you guys become the best you can possibly be today for yourself, your customers, your family and your future. Does that make sense? I don't care how old you are. When you're focusing today on what I'm telling you. There's a difference between hearing me and listening and then consciously paying attention to change. Okay? If you sold real estate, if you sold real estate and I sold a thousand houses a month and you sold 100. Just give me an example. If I was telling you what to do, wouldn't you listen? I mean, how stupid would it be for you? That guy doesn't know what he's talking about. I'm going to keep selling eight cars. If I. I don't want you to be me. I want you to be you. But I want you to go get everything in your life you've ever wanted. Do you want more? Do you want more? Do you want more? Okay, how are you going to get more? No, no, no, but how though? You're going to have to change. Do you understand that? Him. Him being who he is now won't work. I'm not disrespectful. Do you understand what I'm saying? You're going to have to change. You're going to have to change like you're at some point in your life, you're Going to have to make a change somewhere. Am I right? Okay, everybody say lifestyle. What kind of lifestyle do you want? Yeah, yeah. But you don't want the best. But you don't want the best because. No, no, no, I know. But you don't want the best because we're doing eight to 10 cars, so we're lying. Does that make sense? Okay, I'm going to be direct with you guys. Should. Should we go around the room and everybody's like, 20, 25. Is that what everybody should be saying? Yes or no? Yes. Okay, what would have to change? Come here, let me grab you. Hold on. Now listen to me. Hey. And don't say, oh, like, be like, hell, yeah, my legs hurt. No, but who cares? And by the way, don't give weakness a voice. He said my legs hurt. Well, you should be working out all the time. There should be nothing for you. But does that make sense? You guys feel me, guys? Never give weakness a voice. And learn to master your mouth. Okay? Hey, listen, I love California. California is a beautiful state. There's a lot of complainers in California. Am I right? Don't throw me out of here because you're like, oh, screw, this guy went down there and he talked on California. No, I just went there this last week and everybody I was around seemed like they were complaining about something. Does that make sense? Okay, you're going to have to realize if you want a different life than everybody, you got to be different. Okay? So first thing we got to do is master our mouth. So if you want me to train you. Okay. And you want to change number one. Okay. Are you shy? Yes or no?

[B]

A little bit.

[A]

Okay, cool. If you're shy, we need to kill that now. Now, by the way, what is the number one thing you're going to do in cells?

[B]

Cell talk.

[A]

You're going to be speaking. That's right. He's going to be mastering strangers. Do shy people like to go up to strangers? No. No. So first of all, here's what we have. Everything you want in life is on the other side of being uncomfortable. That means not comfortable. That means, dude, if you're like, well, I want to be comfortable, then stay broke. Stay an eight car hand. Keep doing what you're doing. But if you'll listen to me now, say, dude, I want to get as uncomfortable as possible. I want to do more of these workouts. I want to be up here on this stage as much as possible. I want you to break me of my weaknesses. Do you guys hear what I just said? Break yourself of your weaknesses. Does it take a man to look in the mirror and go, I got problems? Yep. And you don't put your head down. You put your head up and you start fixing them one by one. So, number one super important guys, if.

[D]

You'Re watching this video right now and you're like, andy, I'm not built like that.

[A]

Bullshit. Yes, you are.

[D]

You gotta train.

[A]

That's the way it works.

[D]

Train or complain. It's your choice.

[A]

Okay?

[D]

Every day I train the greatest in the world. You know what I mean? Are you ready to kick some ass and build your legacy and make history? If you are in the description box below on this YouTube video, there's gonna be a link. You click on it, enter your phone number, email, full name, and I will personally reach out to you in the next 24 hours. If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy. Let's kill it.

[A]

We're going to learn how to shake a hand. Is that cool? Okay, I'm going to start with him. Now listen to me. I need you to understand something, okay? This isn't a game. How old are you?

[B]

25.

[A]

You're 25 years old. How much money you got saved up?

[B]

Like 10 grand.

[A]

Okay, everybody understand this. He's 25 years old. How long have you been working? Since he's 18 years old. You've been working for seven years, is that right? You got 10k saved up. That means he's given seven years for 1500amonth or for 1500 a year that he's been able to save. Does that make sense? Is that a good job? Okay, Is your house paid off? No. Okay, you don't have a house, but you're right. But it's not paid off. Right. What about your car? Is it liquid? No. Okay, and then cash. We got 10k. Here's the deal. My point is everybody, reality check, look at yourself and say, that ain't where I want to be. That's bull. You know what I want? I want everybody to pull the blankets off of them. And I want to see how ugly your life is. I want to see. I want to expose holes. Remember I said blind spot? Today we're going to find the blind spots. Now here's what I need you to do when you meet me. Dude, you got to believe in yourself. That's why you train. You said, I got to learn to speak. Perfect. So what should we learn? How should we train? Anybody in this room that's shy you practice shaking hands. You ready? Okay. So I just got out of the car. I'm walking up in front of the building. You're there. I get out of the car, Walk up to me and do your meet and greet.

[B]

Hey, welcome to paradise. Rafael here. How you doing today?

[A]

Good. Stop. Okay, do it again. Cool. I get out of the car.

[B]

Hey, welcome to paradise. Raphael here. How you doing today?

[A]

I'm good.

[B]

Nice. What brings you in?

[A]

I'm just gonna check out some cars.

[B]

Nice.

[A]

Perfect.

[B]

What are we looking at today?

[A]

I'm just gonna go look at some Hondas.

[B]

Nice. Okay. What kind of Honda were you checking out?

[A]

Did you get my name?

[B]

I didn't.

[A]

Okay. Why does he need to get my name? Okay. Should he look at me in the eyes? Slow down. When you speak. Slow down. What's your name? Is your name important? Is your name important? Dude, that's what your parents named you when you were born. How important is someone else's name? How important is your name? Okay. If you walk up to a dog and you're scared it will bite you. Am I right? Okay. You walk up to a customer. Everybody, hear me out here. If it was me and I hired you two, you said you're new, right? You know what I would do? I wouldn't even let them go take ups. I would physically drive them to the mall. And I'd say, you guys go shake 50 people's hands. Let them know what you do for a living. Say hi to them and then go to the next one. We're just going to walk. That's all we're going to do. We're going to walk. Hey, what's up, man? Andy Elliot. Hi. What's your name? Rafael Raphael. Nice to meet you, man. Hey. Every time. Hey, how you doing? Andy Elliot. Hey, what's your name? Nice to meet you, man. How you doing? I would just make everybody go shake everybody's hand. You know why? We'd get all this nervous bull crap off of us. You got to shake the dust off. You got to beat the weakness off you. If you don't get it off of you, you can't walk outside and own a relationship. Does that make sense? Okay, you shake my hand. Come on. And this is easy stuff. I just get out of the car, right? I step out. Go ahead.

[C]

Hi, welcome to Paradise. Alex. How you doing today?

[A]

Nice.

[C]

What's your name, sir?

[A]

Andy.

[C]

Andy, a pleasure having you here today. What brings you into paradise today? Are you looking for parts sales or service?

[A]

Sales.

[C]

Yeah. Can I point you in the right direction? What Brings you in today. What are we looking for?

[A]

I'm just going to check out some Hondas.

[C]

Okay, so you have a nice Tesla here. Are we looking to replace that today or just add to the fleet?

[A]

Just getting another car.

[C]

Okay, let's go check out what I have. Follow me this way.

[A]

Okay, now watch this, everybody. Do me a favor. Posture. Everybody say posture. Okay, the posture. Who. Whose house is this? Okay, so act like this is your house. When you answer the door and somebody knocks on your door, do you answer the door all slinky or do you answer the door like hello? Like you're at my house? Right. This is your house, by the way. Is this their house, too? Yes, this is your house and their house. So do you got to make. Do you got to make your company, your dealership, your home feel like their home? Yes. But do they need to know that you're in charge? Yeah. So when they come out, you're having the best day of your life. Everybody say, best day of your life. Hey, why don't you say that to people when you walk up? What's going on? Hope you're having the best day of your life. Andy Elliott. What's your name? Alex. Alex, nice to meet you, sir. What brings you in today? Here for sales. You here for service?

[C]

Sales.

[A]

Nice. My man. Is there someone that I can help you find or do I have the honor of helping you today?

[C]

No, I don't know anybody here.

[A]

Nice. Okay, cool. My name's Andy Elliott again, to put a name with the face. My job is to give you world class customer service and to service you and your family in all the highest levels that are important to you. As I said, it's an honor to help you. Let's rock and roll and kick some butt. By the way, what brought you in? Was there a specific vehicle you came in to look at, or did you just drive by and you kind of want me to show you where everything's at? What would be best? Own the place, Own the store. See these hands? Are these hands moving? Is this my place? Is this what I do for a living? Am I good at this? Hey, am I the top salesman in the company? Okay, how do I know that? Because I look like I am. Do you think people want to deal with the best or they want to deal with somebody who's not the best? The best. So if you're not the best right now, you need to start acting like you're the best. And by the way, managers, I need you to know this, too. A salesperson can't become something that you're not either. So, like, if you're not going out every day as a manager, when I came into work, right when I came into work, immediately as my sales team started coming in, I'd walk out. Hey, what's going on, Joey? What's up, brother? Nice. Nice. Nice to have you here. Hey, Donnie. Nice to meet you. Hey, Bobby. You ready to roll today, man? I got out behind my desk, I shook every freaking person's hand, and I got him ready to start the day. And then you know what I would do? I'd say, come on, guys, we're going to knock the dust off each other. Let's shake some hands. Start right here in the middle. Let's roll. Okay, once you learn how to shake somebody's hand, what do you got to do? You got to realize that everybody that comes into the store today came in to buy a freaking car today. Every damn one of them. There's not one person that drove in here that is thinking about doing something tomorrow. They came in today because they want something to happen today. So we set the tone. Alcatraz. No one escapes. Everybody's going to buy. Now, how do people buy when we give them our best? Remember this. We're going to outcare our competition. We're going to show people that we care about them more than we care about that they care about themselves. We're going to have the best attitude ever. And then also on top of that, what are we going to have right out the gate? We're going to have obstacles. Everybody say obstacle. Obstacles. Okay, we're going to explain this to you and you. All right, I'm going to grab you two right here. Come over here. Watch this. I'm going to role play these two back to back. Ready? So when they go and they meet me, they build a good relationship. They shake my hand. Okay. Then we move to a unit. We move to a car. Okay, what is a walk around? What is a walk around presentation of the vehicle? Okay, what is a walk around presentation of the vehicle? Okay, what does a walk around look like? Does a walk around look like something that you're excited about? Guys, what is the walk around built for? Emotion. What do we want? We want the roller coaster ride. We want people to get excited. Whose job is it to get them excited? Now, here's what I'll tell you everything that I just told you. 95% of you don't do. Here's what you do.

[D]

Super important, guys. If you're watching this video right now and you're like, Andy, I'm not built like that.

[A]

Bullshit. Yes, you are.

[D]

You gotta train. That's the way it works. Train or complain. It's your choice.

[A]

Okay?

[D]

Every day I train the greatest in the world. You know what I mean? Are you ready to kick some ass and build your legacy and make history? If you are in the description box below on this YouTube video, there's going to be a link. You click on it, enter your phone number, email, full name, and I will personally reach out to you in the next 24 hours. If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy. Let's kill it.

[A]

Hey. Oh. Oh, Jake. You here for the Tesla? Cool. I got the keys, man. Check it out. Here, Jake, here. Here. Go and jump in. Go and go and go and get in. I'll get in over here. Go ahead and pull it out. There's the entrance. It's like, what are you doing, dude? Hey, Jake, come on over here with me. Jake. That's it. That's the one. The baby blue. Tessa, give me a second. Step back. Boom. Get in. I pull it out. I pull it 50 yards down that way. Why 50 yards down there? Because I'm getting it away from all these ones. And, yes, control. Then when I get out, I'm like, jake, come on, man. Where are you at? Come here, buddy. Check this out. While I'm opening these doors now, Jake's like, oh, man. Where are we going? I'm going down here. Why? Because. See these other Teslas, do they come in to buy this one, or do you want them to be like, oh, I kind of like this one? Well, tell me about this one. Well, how many miles are on this one? Well, tell me what year this one is. Now they're all confused. And what does a confused mind do? Nothing, dude. Pull it down there and then open the doors on it. Hey, I don't care if you start the front, the back, the side. Just get them excited, man. Touch it, feel it, smell it. Make sure they love it. Why is the walk around in the test drive so important? Because it's the first time the client envisions owning that car for the very first time. If you don't do that, you're an idiot. Your job. Your job. Remember what I said. 90% of the time, we're outside on the lot. Building value, making sure they love us. Building trust, building rapport, Making sure that they understand that their dominant buying motives, the things that they came into that were important to them lie in this vehicle. Am I right? Once we do that, then what do we do? Fill the wheel, seals the deal. Okay, what if I say, oh, I don't need to test drive it? We're good. I drove one like it down the road.

[B]

Totally understand that. But let's make sure you absolutely love this vehicle. You know, you love how it drives, how it feels, how it smells.

[A]

Yeah, I drove one just like it. Let's just go check out the numbers.

[B]

It's a completely different vehicle. You know, they're all made differently just a tad bit. This one specific to the one that you want to buy and you want to be driving. So let's make sure you absolutely love it.

[A]

Okay? I don't need to test drive it. I'm good.

[C]

I fully understand. Just take a seat right here. Let me swing around. Let me show you. Let me just touch a few buttons with you, get you to just sit down in the driver's seat.

[A]

I'm good, buddy. I appreciate it. I like the car. Let's just go check out some numbers.

[C]

Let's just make sure all the knobs on it work. Just have a seat for me right here.

[A]

Okay, so. Hey, guys, hold on. Stop. All right, all right, Listen to me. Here's the goal. If somebody says they don't need to test drive it, I dare someone to try that on me, okay? Yeah. You don't even have to go into store policy, I don't think. Look, it's simple test drives. Test drives don't have to be long, but they are necessary. Very simple test drives don't have to be long, but they are necessary. We don't mind if they're down the service drive and back, but we know this before we get into the easy stuff, which are the numbers, we want you to touch it, feel it, smell it, make sure you love it, and then we'll make sure all that's right. Okay? So even it's down the service road and back, that's fine. But they are necessary in our company. Let's go for a quick spin. Hey, is it no? Is it a big deal? You know why I'm telling you no? Because I want to see if you'll stutter. Listen to me. If I tell you no and you get shaky, you get stuttery, you get wormy with me. Why the hell did you get wormy? Why did you get weird? Are test drives bad? Should I not go on them? I mean, shit, dude, I told you I don't want to go on it. But it's not Like, I'm against them. But you're getting weird. Now. I watch you change from cool and confident to getting shaky and wormy in me telling you no. Does that make sense? Everybody expect no's. Expect them. Expect them. Expect them. Hey, some of you are like, oh, I don't want to know. Shut up, dude. You're going to get a lot of no's. Expect them. Obstacles are going to come up. It's cool, dude. My favorite thing are early obstacles, so I can overcome them. Now that out of the way and we move on into the purchase. Hey, guys. Looks like you made it to the end of the video. You're the true 0001 percenters. Look, I know 1 percenters that can make it halfway through the video, but making it all the way through, you guys are the best. Now here's what I'd like to do. Number one, I want to get closer to you. The fact that you made it all the way through the video, you're like, man, dude, I want to roll with this guy. Okay? So I need to connect with you down below. There's a description box on this YouTube video. There's a link. It says, coach with me one on one. Okay? If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours. You can tell me what you need help with, what your goals are, and we will crush it together. I would love to help you guys go to the next level in life. You can tell I'm changing my life really fast, and I know that you guys want the same thing. I'd love to go with you on that journey. So right now, if you'd like to partner with me, team with me, if you want me to help coach you and push you, everybody needs a coach, a higher level of accountability to go to the next level. Go to the description box below. Click on the link, fill out your information. I'll talk to you in the next 24 hours. Let's kill it.