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

1. 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.

2. 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.

3. 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.

4. 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.