Use this Closing Technique on EVERY Client // Andy Elliott

Summary

Andy Elliott's Elite Mindset Motivation and Sales Training Episode: Use this Closing Technique on EVERY Client Release Date: December 6, 2024

In this compelling episode of "Andy Elliott's Elite Mindset Motivation and Sales Training," CEO Andy Elliott delves deep into effective sales closing techniques, emphasizing the balance between emotional and logical strategies. Targeted at both novice and seasoned sales professionals, Andy provides actionable insights to elevate sales performance and foster long-term success.

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Understanding Emotional vs. Logical Closing

[00:00 - 05:56]

Andy initiates the discussion by distinguishing between emotional and logical closing techniques in sales. He underscores the importance of becoming proficient in these methods to maximize client conversions.

• Emotional Closing: This approach revolves around tapping into the client's immediate feelings and desires to prompt a swift decision. Andy illustrates this with the example of convincing someone to adopt solar energy by highlighting the emotional discomfort of rising energy costs:

  "Emotion gets people over the line now." [00:45]

• Logical Closing: Contrarily, logical closing focuses on providing rational reasons and benefits that align with the client's pre-existing goals. Andy asserts that many clients already seek solutions like saving money or utilizing energy efficiently, eliminating the need to convince them of these desires:

  "It's not new. Do they want to use energy? They already use it." [02:30]

Andy emphasizes that while emotional strategies can lead to immediate decisions, logical closing ensures that the client remains satisfied long-term, reducing the likelihood of cancellations and fostering loyalty:

"Logic makes people realize this still makes sense after the emotion wears off." [05:20]

Client-Centric Sales Approach

[05:57 - 08:32]

Central to Andy's philosophy is maintaining the client's goals at the forefront of the sales process. Rather than imposing the salesperson’s agenda, Andy advocates for:

• Identifying Client Goals: Whether it's saving money, reducing reliance on traditional energy grids, or becoming inflation-proof, understanding what the client truly desires is paramount.

• Aligning the Product with Goals: For instance, in selling solar energy, Andy advises framing the conversation around the client's existing commitment to using energy and their desire to save money, thereby making the offer intrinsically appealing.

  "We're going to keep the client's goals at the center of the decision." [03:15]

• Long-Term Relationship Building: By focusing on the client's sustained needs, sales professionals can cultivate recurring business and generate referrals, which Andy identifies as the two key pillars for sustained success:

  • Recurring Business: Ensuring client satisfaction leads to repeat purchases.
  • Referrals: Delivering exceptional service encourages clients to recommend the salesperson to others.

  "Logical closing has the best long-term effect with people." [04:50]

Balancing Emotion and Logic for Optimal Sales

[08:33 - End]

In the concluding segments, Andy reinforces the necessity of blending both emotional and logical elements to master the art of closing sales:

• Emotional Motivation: While logic appeals to the client's rational side, emotion drives the immediate action necessary to close the deal. Andy shares his personal approach:

  "I am a closer. I will get someone over the line." [05:56]

• Logical Reinforcement: To ensure the client remains satisfied post-purchase, it's essential that the logical benefits of the product are clearly communicated and understood:

  "Logic makes people realize this still makes sense after the emotion wears off." [07:10]

• Becoming a Trusted Leader: Andy stresses that being a trusted leader who clients like and trust is crucial. If a salesperson is both likable and can present logical arguments effectively, clients are more likely to commit:

  "If you become the leader that people like and you can sell logically, everybody buys." [07:45]

• Preventing Buyer’s Remorse: By ensuring that clients understand the logical benefits, sales professionals can minimize post-purchase doubts and enhance client satisfaction and referrals:

  "They say, hey, appreciate that. We love you, but this makes sense to us. This is good for us." [08:15]

Final Takeaways

Andy Elliott concludes the episode with a powerful reminder of the stakes involved in sales:

• Immediate Skill Development: To thrive in sales, professionals must hone their closing techniques now, as inadequate skills can jeopardize long-term success:

  "It's time to get really fucking good right now." [04:50]

• Sustained Effort for Longevity: Emphasizing the importance of a long-term strategy, Andy warns against short-term gains that may lead to business instability in the future:

  "You can play the two, three-year game, make money now, you won't be making money five years from now." [04:50]

• Leadership and Logical Selling: Ultimately, mastering logical selling while embodying strong leadership qualities positions sales professionals to achieve consistent success and foster meaningful client relationships.

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Key Quotes

• "Emotion gets people over the line now." — Andy Elliott [00:45]
• "It's not new. Do they want to use energy? They already use it." — Andy Elliott [02:30]
• "We're going to keep the client's goals at the center of the decision." — Andy Elliott [03:15]
• "Logical closing has the best long-term effect with people." — Andy Elliott [04:50]
• "I am a closer. I will get someone over the line." — Andy Elliott [05:56]
• "If you become the leader that people like and you can sell logically, everybody buys." — Andy Elliott [07:45]
• "It's time to get really fucking good right now." — Andy Elliott [04:50]

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Conclusion

In this episode, Andy Elliott masterfully outlines the critical balance between emotional and logical closing techniques in sales. By centering on the client's pre-existing goals and blending rational benefits with emotional triggers, sales professionals can achieve higher conversion rates, foster long-term client relationships, and secure a steady stream of referrals. Andy's insights serve as a valuable roadmap for anyone looking to excel in the competitive realm of sales.

Transcript

[A]

That's why you have to get really fucking good right now. You guys, don't take this for granted, man. If you're a slow learner, you're logical. Closing. This is a big one. What is emotional? Emotional is like getting someone over the line. I need to get them to do this now. Logical means I'm going to explain why this makes sense. It's my job to give people reasons and excuses why they should say yes. We had Brighton up here on the stage who was talking about solar, right? Solar. Can I ask you a question? Does everybody in this world use energy right now, yes or no? Okay, cool. So are we convincing them to use energy or do they already use it? They already use it. So when you knock on someone's door, do you got to sell them on energy? No, they're already using it. Lights are on, and all the shit they're already paying for. Okay, so they're already paying for it. Number two, does everybody. Has everybody in this world already made a decision that they would like to save money? Yes or no, do you need to go knock on someone's door and convince them to save money? Guys, I think it would be smart for you to save money and not trash at all. Do you got to go sell people on that? No. People have already made a decision that they want to save money. People have already made a decision that they want to use energy. Does that make sense? Can I ask you a question? If things get more expensive, yes or no, Is inflation real? Do you think people want to keep playing inflation or do you think they want to be inflation proof? Okay, if they're paying for energy and it's not with solar, and that energy is with an energy company, XYZ Energy, that energy company can charge them whatever they want, but if they have a solar system, they can actually run off their own power and they can save their own money and they can actually allow themselves to be inflation proof by having their own system. Does that make sense? The energy company, you go, oh, bills are doubling. You got to pay it. If you don't, they'll just shut it off. Okay, so my question is, when we go sell solar, what are we selling? But write this down. We're going to keep the client's goals at the center of the decision. We're going to keep the client's goals. What's your goals? You want to get. You want to get in shape? What is it? Whatever it is. Whatever it is that you sell. Our goal is we're always going to keep the client's goals Whose goals? Not our goals. Hey, I know their goals. Their goals are they want to save money. I'm gonna say things that make them remember their goals that they made. Okay? It's not new. Do they want to use energy? They already use it. Do they pay for it every month? Yeah. So you don't have to convince them to pay for it, do you? You don't have to convince them to use it because they're already using it. You don't have to convince them to save money because they've already decided. And you don't have to convince them to be inflation, that they should be inflation proof. You just got to frame your words, right? Does that make sense? So let's go here. Logical closing has the best long term. Everybody say long term. Okay, everybody, two Rs. Reoccurring and referrals. Yeah, you want to make a lot of money, okay. Teach all your salespeople to get a referral. Oh, my God. What is that? That's why when you do a good job for somebody, you can say, hey, who else in your family that can I take care of? And because you did a good job with them, they actually give you names and you close more sales. Good leaders know reoccurring means if I take care of them, they'll come back again and buy it again. Hey, if I do solar on your house, do people move? Yeah, they can move all the time. People move. Every couple years, someone asks you a question. If I do solar in your house when you move in three or four years, would you call me again if I took good care of you? That's reoccurring. Somebody uses more than once. Okay, referrals. What's that? You do a good job, somebody sends you somebody because you did a good job. It's logical. Selling is the only way you get reoccurring. In referrals, our company gets massive reoccurring. Massive referrals. Why? Because we can over deliver. And logically, I can tell you, if you're running a play in your life right now, it's not getting you what you want. It's time to run a new play, and we know it. Stop getting distracted.

[B]

Are you ready to turn your annual income into your monthly income? If you want to make more money in 20, 25 than ever before? You want to recreate your life, you want to put a financial fence around your family, you're ready to change? You got to be like my boy Tommy here. He's training on the Elliott Training Academy.

[A]

Listen, it takes a couple things.

[B]

Number One life coaching, leadership training. The quality of your life will always come down to the level of your leadership. So the life that you have now is because the leader that you are.

[A]

It'S time to change.

[B]

If you're ready to change your life. Download now.

[A]

That simple. So very logical. Okay, so logical. Closing has the best long term effect with people. Long term to me is what I'm interested in.

[B]

Okay?

[A]

You guys can play the two, three year game, make money now, you won't be making money. Five years from now, you won't be in business. The scary thing is a lot of you guys honestly won't be making money in a couple years. That's why you have to get really fucking good right now. You guys don't take this for granted, man. If you're a slow learner, you're okay. Now I put emotion here. Emotion gets people over the line. I am a closer. I will get someone over the line. I can use emotion for that. Does that make sense? You know, hypothetically, let me ask you a question. You're always going to use energy, right? You're always going to use it. You've made a decision, you want to save money. So I know it's important to you. You're going to pay for it. You're paying for it. Now you want to be inflation proof. Let's say right now, the current energy company that you're using, XYZ Energy, let's say they tripled it. Let's say they did and you called me and you go, hey, this pisses me off, I'm not doing this. But now the grids maxed out and even if you're a billionaire, you can't get solar. Would you be upset that you had to pay three times more than you could then?

[B]

You had to pay, but we had.

[A]

An opportunity to talk about it right now. Would that bother you? Of course it would. So saving money and you're always going to use energy and being inflation proof is important and you're already going to pay for it anyways. And you're what, 40 years old. The average person lives to be 72 to 78 years old, right? You're going to be alive for 40 more years. Go back 40 years from now. What did gas cost? What did your house cost? What a food cost? What do you. Come on, man, we know where this is going. Look, if we're going to have a talk about it, we might as well have a talk about it now while it's still available. You can emotionally take someone over the line to take them somewhere by using different strategies. By the way, that is logical as well, because there is a grid. There are certain things, but emotion gets people over the line now. But sometimes they regret it a few days later. They know what a cancellation is. That's why when you think you make a sale and then the sale doesn't go down, a lot of immature salespeople get cancellations all the time. I don't get cancellations. Why don't I get cancellations? Because I close logically as we go through this system. Please understand this. I love emotion. Emotion makes people make decisions now, but I would rather you sell logically and then be so good at speaking that it's motivating. It's emotional. But also the logical is there. A lot of salespeople only sell emotional, and so there's not enough grit. Watch this. People make decisions two ways. One, logically and second, with their gut. If I logically think that this makes sense, but then in my gut, I don't like you, will I make the decision? No. So logical here. You got to become the leader, which is what we talked about the first half. If you become the leader that people like and you can sell logically, everybody buys. You guys get it, okay? Logic makes people realize this still makes sense after the emotion wears off. So, Luke, you go close the deal, right? Then the neighbor comes over the next day and they're like, hey, what you guys doing? Oh, nothing. We're excited. We're going to put these panels on our roof. And they're like, oh, don't do that. We had a buddy that was. It was a bad deal. Don't do that. You know what I'm saying? You got the little crickets, right? And then guess what? This still makes sense because he fucking sold it. Logically. They say, hey, appreciate that. We love you, but this makes sense to us. This is good for us. You see what I'm saying? Do you guys get it logically?

[B]

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.

[A]

Let's kill it.