Podcast Summary: Andy Elliott's Elite Mindset Motivation and Sales Training
Title: The ULTIMATE Trial Close Training On The Internet
Host: Andy Elliott
Release Date: December 13, 2024
Introduction
In the episode titled "The ULTIMATE Trial Close Training On The Internet," Andy Elliott, CEO of The Elliott Group, delves deep into the art of the trial close—a pivotal technique in sales that can exponentially increase closing rates. Aimed at empowering salespeople, whether novices or seasoned professionals, Andy emphasizes transforming their approach to selling by enhancing their ability to explain and sell value effectively.
Understanding the Current Sales Performance
Andy opens the session by addressing the audience's current sales performance, highlighting that many are stuck selling between 8 to 10 cars a month. He emphasizes that this plateau is not due to a lack of customers but rather the ineffective closing techniques being employed.
Andy Elliott [00:00]: "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."
Key Takeaway: Recognizing existing shortcomings in the sales process is the first step toward improvement.
The Importance of Explaining and Selling Value
Andy underscores the necessity of being adept at explaining and selling the value of a product. He points out that many salespeople fail to communicate the true value of what they're selling, leading to stagnant sales numbers.
Andy Elliott [00:45]: "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."
Key Takeaway: Building and communicating value effectively can lead to higher closing rates without necessarily increasing the number of customers.
Building Trust and Rapport
A significant portion of the training focuses on establishing trust and rapport with customers. Andy asserts that creating a deeper connection with clients than they've ever had before is a crucial differentiator in sales.
Andy Elliott [01:20]: "Why do you want to make sure that you build a lot of trust?... Because that's the great separator."
Key Takeaway: Trust and rapport are foundational elements that differentiate top-performing salespeople from the rest.
Enhancing Confidence and Conviction
Confidence plays a pivotal role in sales. Andy emphasizes that salespeople must elevate their confidence and conviction to succeed in a competitive market where self-belief is often lacking.
Andy Elliott [01:50]: "Your confidence... your conviction has got to go through the roof in a world right now where people don't believe in themselves."
Key Takeaway: High levels of confidence and conviction are essential for influencing and persuading customers effectively.
Mastering the Trial Close Technique
The core of the episode revolves around mastering the trial close—a strategy to gauge a customer's readiness to purchase before making a hard close. Andy provides practical demonstrations and role-playing scenarios to illustrate effective trial closing.
Step-by-Step Breakdown:
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Initiating the Trial Close:
- After a test drive or presentation, initiate the trial close by asking open-ended questions that encourage the customer to express their intentions.
Andy Elliott [05:00]: "I want you to ask me to buy it. Trial, close me. Stand up."
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Handling Objections:
- Anticipate common objections, such as the need to "think about it," and equip salespeople with strategies to address them confidently.
Andy Elliott [07:15]: "If somebody says they need to think about it. Trial close."
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Ensuring Smooth Execution:
- Emphasize the importance of delivering the trial close smoothly without hesitation or stuttering, which can undermine the salesperson's credibility.
Andy Elliott [10:12]: "Is a trial close easy, though? How do we ask someone to buy the car?"
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Role-Playing Exercises:
- Engage participants in role-playing to practice trial closing, reinforcing the technique through repetition and constructive feedback.
Andy Elliott [17:01]: "Would that be fair? Follow me inside."
Key Takeaway: The trial close is an essential tool that, when executed properly, can seamlessly transition a potential customer from interest to commitment.
Overcoming Stalls and Objections
Andy addresses common stalls—such as "I need to think about it"—and teaches methods to overcome them without appearing pushy or aggressive.
Andy Elliott [15:20]: "What are they going to think about? You ain't even given nothing to think about."
Strategies Discussed:
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Acknowledgment and Agreement:
- When a customer stalls, acknowledge their need to think and agree with their perspective, then guide them towards providing more information to facilitate their decision.
Andy Elliott [15:21]: "Of course you need to think about it."
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Providing Additional Information:
- Offer a concise proposal or additional details that can aid the customer's decision-making process.
Andy Elliott [17:08]: "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 have something to think about."
Key Takeaway: Handling objections gracefully involves acknowledgment, agreement, and providing the necessary information to move the conversation forward.
The Role of Practice and Positive Peer Pressure
Andy emphasizes the importance of regular practice and being held accountable through positive peer pressure. He encourages sales teams to challenge each other, ensuring continuous improvement and mastery of sales techniques.
Andy Elliott [08:05]: "We got to be elite. We got to be great. We've got to test each other in front of each other."
Key Takeaway: Continuous practice and mutual accountability within sales teams foster an environment of excellence and sustained performance.
Engaging and Motivating the Audience
Throughout the episode, Andy maintains a high-energy, motivational tone, urging listeners to push beyond their comfort zones and embrace training as a means to elevate their sales skills.
Andy Elliott [04:21]: "Guys, if you're watching this video right now and you're like, Andy, I'm not built like that... Bullshit. Yes, you are. You gotta train."
Key Takeaway: A proactive and resilient mindset, combined with rigorous training, is essential for achieving sales greatness.
Interactive Demonstrations and Real-Time Feedback
To reinforce the lessons, Andy incorporates live demonstrations and real-time feedback sessions where participants practice trial closing. This interactive approach ensures that salespeople can apply the techniques effectively in real-world scenarios.
Andy Elliott [06:13]: "Come on inside. Hey, that ain't my trial close. Whatever it is, it's easy."
Key Takeaway: Hands-on practice and immediate feedback are crucial for mastering complex sales techniques like the trial close.
Conclusion and Call to Action
As the episode concludes, Andy reiterates the importance of mastering the trial close and invites listeners to take actionable steps toward improving their sales performance. He encourages them to connect further for personalized coaching to continue their journey toward sales excellence.
Andy Elliott [18:45]: "If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours. Let's kill it."
Final Takeaway: Commitment to ongoing training and seeking mentorship are key components in achieving and sustaining high-performance sales results.
Notable Quotes
-
On Current Performance:
"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."
— Andy Elliott [00:00] -
On Value Selling:
"A vast majority of my wealth has come from the ability to influence and persuade. It ain't being a closer."
— Andy Elliott [01:50] -
On Confidence:
"Your confidence... your conviction has got to go through the roof in a world right now where people don't believe in themselves."
— Andy Elliott [01:50] -
On Trial Closing:
"Is a trial close easy, though? How do we ask someone to buy the car?"
— Andy Elliott [10:12] -
On Overcoming Objections:
"What are they going to think about? You ain't even given nothing to think about."
— Andy Elliott [15:20] -
On Training and Accountability:
"We got to be elite. We got to be great. We've got to test each other in front of each other."
— Andy Elliott [08:05] -
On Motivation:
"Guys, if you're watching this video right now and you're like, Andy, I'm not built like that... Bullshit. Yes, you are. You gotta train."
— Andy Elliott [04:21]
Final Thoughts
Andy Elliott's episode on trial closing serves as an invaluable resource for sales professionals aiming to elevate their closing techniques. Through a blend of motivational insights, practical strategies, and interactive exercises, Andy provides a comprehensive guide to mastering the trial close. By focusing on value selling, building trust, enhancing confidence, and handling objections gracefully, salespeople can significantly improve their performance and achieve their sales targets.
For those committed to transforming their sales approach and reaching elite levels of performance, Andy's training offers the tools and mindset necessary to make impactful changes.