The ULTIMATE Trial Close Training On The Internet // Andy Elliott - Andy Elliott's Elite Mindset Motivation and Sales Training

Summary

Andy Elliott's Elite Mindset Motivation and Sales Training

Episode: The ULTIMATE Trial Close Training On The Internet

Release Date: January 14, 2025

Introduction

In this episode of Andy Elliott's Elite Mindset Motivation and Sales Training, Andy Elliott, CEO of The Elliott Group, delves deep into the art of the trial close—a pivotal technique in sales that can significantly enhance closing rates. Through a dynamic training session, Andy demonstrates practical strategies, engages with participants, and shares his insights on transforming sales abilities to achieve exceptional results.

Key Topics Discussed

Understanding the Trial Close
- Definition and Importance: Andy emphasizes that the trial close is not just another sales tactic but a fundamental step in persuading customers to make a purchase.
- Application in Real-Time: He illustrates how to seamlessly integrate the trial close into customer interactions to gauge readiness and address hesitations.
Building Value and Trust
- Establishing Rapport: Andy underscores the necessity of building unparalleled trust and rapport with clients, stating, “You want to build more rapport with them than they've ever built with anybody ever before in their life” ([00:45]).
- Explaining Value: He explains that effectively communicating the value of a product is crucial for convincing clients, particularly those who are new to sales or struggling to close deals.
Confidence and Conviction in Sales
- Self-Belief: Andy stresses the importance of self-confidence, asserting, “Your confidence... your conviction's got to go through the roof” ([01:30]).
- Overcoming Self-Doubt: He challenges salespeople to elevate their self-worth, suggesting that believing in one's value directly correlates with sales performance.
Overcoming Objections
- Handling "I Need to Think About It": A significant portion of the training focuses on addressing common objections. Andy provides a step-by-step approach to turn hesitations into opportunities for further engagement.
- Interactive Demonstrations: Participants practice responding to objections, with Andy guiding them through effective rebuttals to maintain momentum in the sales process.

Notable Discussions and Insights

The Power of Influence and Persuasion: Andy shares, “A vast majority of my wealth has come from the ability to influence and persuade. It ain't being a closer. The close is already done” ([02:10]). This highlights his belief that influencing clients pre-closing is more impactful than the act of closing itself.
Challenging Comfort Zones: He pushes salespeople to break free from complacency, remarking, “The reason why you're at eight cars a month... because you haven't grown. You're not grown fast enough” ([01:05]).
Peer Pressure as a Growth Tool: Andy introduces the concept of positive peer pressure, encouraging participants to challenge and support each other to achieve elite performance levels.

Training Demonstrations

Throughout the episode, Andy conducts live practice sessions where participants engage in trial closes with him acting as the client. These demonstrations serve to illustrate the techniques discussed and provide real-time feedback.

Sample Interaction:
- Participant D: “Come on in. Let’s go put the figures together and make this review.” ([05:27])
- Andy: “I need to think about it.” ([05:29])
- Participant D: “No, I do understand...” ([05:49])
- Andy: Challenges the participant to refine their approach, emphasizing the importance of not appearing hesitant or unprepared.
Emphasis on Smooth Execution: Andy continuously refers to the trial close as something that should be “easy” and “smooth,” urging participants to practice until it becomes second nature. He states, “If we can't trial close, people, we're screwed” ([07:34]).

Conclusion and Call to Action

As the training session wraps up, Andy motivates his audience to take proactive steps towards enhancing their sales skills. He reinforces the necessity of continuous training and personal development:

Commitment to Growth: Andy urges salespeople to choose between training and complaining, emphasizing that improvement comes from dedication: “Train or Complain. It's your choice” ([15:56]).
Invitation to Partner: He invites listeners to engage further with his coaching programs, stating, “If you’re serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy” ([15:52]).
Final Encouragement: Andy commends participants for their dedication, calling them “true 0001 percenters,” and encourages them to connect through the provided link for personalized coaching.

Key Quotes

“You want to build more rapport with them than they've ever built with anybody ever before in their life.” — Andy Elliott ([00:45])
“Your confidence... your conviction's got to go through the roof.” — Andy Elliott ([01:30])
“A vast majority of my wealth has come from the ability to influence and persuade. It ain't being a closer. The close is already done.” — Andy Elliott ([02:10])
“The reason why you're at eight cars a month... because you haven't grown. You're not grown fast enough.” — Andy Elliott ([01:05])
“Train or Complain. It's your choice.” — Andy Elliott ([15:56])
“If we can't trial close, people, we're screwed.” — Andy Elliott ([07:34])

Conclusion

This episode serves as an intensive workshop on mastering the trial close, underpinned by Andy Elliott's expertise and motivational prowess. Sales professionals tuning in can expect to gain actionable strategies to enhance their closing techniques, build stronger client relationships, and ultimately elevate their sales performance to elite levels. For those eager to transform their sales approach, Andy's insights and training offer a valuable roadmap to achieving sustained success.

Transcript

A (0:00)

I know why we're at eight cars a month. I know where we're at 10. Why? Because what we're doing right here sucks. Okay? If I told you I needed to think about it, right, what would you want to do? Acknowledge that you heard me, right? And then also you'd want to agree with me, okay? So I want you to repeat and do the same thing to him that I'm going to do. Is that cool? And you're. I'm going to teach you how to do a live close. Ready? This isn't weird, okay? Like, you guys have something going on here. Some of you in here right now that aren't earning enough money. You know what you don't know how to do? Explain value and sell value. Does that make sense? Okay, why do you want to do a walk around on a car now? Why do you want to make sure that you build a lot of trust? Why do you want to make sure you build more rapport with them than they've ever built with anybody ever before in their life? Because that's the great separator, okay? Dude, if you don't do this, your life's going to suck. If you don't do this, you're 8 to 10. The reason why you're 8 to 10. Hey, and don't tell me you don't get any more customers. You get more customers, right? You get more customers, right? Problem is you don't close more customers, guys, to persuade. A vast majority of my wealth has come from the ability to influence and persuade. It ain't being a closer. The close is already done. When I build the value, then I go inside and I just got to explain the value and close it. Does that make sense? Everybody needs to understand this. Your confidence, okay, you got to want to change your confidence. Got to go through the roof. Your conviction's got to go through the roof In a world right now where people don't believe in themselves. Ok, a lot of you in here, the reason why you're selling 8, 10, 12, because that's all you think you're worth. You may say, dude, I'm worth more than that. No, you don't. If you thought you were worth 20, you'd have 20. Do you think so? See that? Nobody can argue with it. Everybody say the truth hurts. That's how you know you're in the right company. That's how you know you're working for the right people. That's how you know you got the right wife. Okay? The right wife. Truth hurts. She won't tell you what you want to hear. She'll tell you what you need to hear. Trying to tell all of you guys right now the reason why you're at where you're at is because you haven't grown. You're not grown fast enough. You don't care anymore. You've gotten comfortable, or you don't like the truth, it pisses you off, and your ego gets in the way. Every time someone says you could do more, you're like, screw that guy. No, you could. You could do 20, and you should be doing 20. You should be doing 20. Even though you're. You're. You're. You're gonna retire in three years. That doesn't matter. Go out with the bang now. I want to tell everybody something. This is one of the biggest ways that I've learned. Can you build a friend with somebody? Yes or no? Are you pretty good at that right now? Okay. Are you good at going and getting clients to drive cars?