Podcast Summary:

Andy Elliott’s Elite Mindset Motivation and Sales Training
Episode: Why 99% of SALES PEOPLE Suck
Host: Andy Elliott
Date: August 29, 2025

Main Theme and Purpose

Andy Elliott, CEO of The Elliott Group, dives deep into his brutally honest philosophy about sales success. In this episode, Andy details the 20 fundamental reasons why most salespeople struggle and underperform, regardless of experience level or current income. His aim: identify typical pitfalls, instill higher standards, and give concrete habits for achieving mastery in sales (“becoming the most deadly human on planet Earth”).

Tone: Direct, no-nonsense, high-energy, with a motivational edge and frequent use of personal anecdotes and challenge-style calls to action.

Key Discussion Points & Insights

The Overarching Message

• Success in sales comes down to skill and accountability, not luck or excuses.
• “Winners look in the mirror and everything’s their fault… The quicker you take accountability and responsibility for your life, the higher and faster the success is going to come.” (00:50, 36:15)
• Sales is not just about product, it’s about people and standards.

The 20 Critical Mistakes of Salespeople (with Guidance for Each)

1. They Don’t Train (05:20)

• Sales excellence requires relentless repetition and practice, just like professional athletes.
• “You guys got to practice, you got to set up time. Even if it’s just 15 minutes in the mirror, you’re going to do it.” (06:10)

2. They Lack Belief in Themselves (07:30)

• 80% of sales is belief; conviction is the key.
• External doubt is irrelevant—self-doubt is a deal-killer.
• “Doubt is a freakin’ traitor… Never doubt yourself.” (08:10)

3. They Don’t Master the Product (08:40)

• People buy from people, but product mastery builds confidence and trust.
• “Know your business better than anyone else.”

4. They Fear Rejection (09:40)

• Nobody is “better than you”; rejection is not personal nor debilitating.
• “Rejection is nothing. Get better. Learn. It’s a lesson.” (10:20)

5. They Don’t Ask Enough Questions (11:00)

• Solutions require you to understand customer problems.
• “You solve little problems, you get little commissions. You solve big problems, you get big commissions.”

6. They Talk Too Much (11:40)

• The “gift of gab” is a myth. Talking too much leads to more disagreement and lost sales.
• “The more you talk, the more people can disagree with. Way to keep your mouth running.”

7. They Don’t Listen (12:20)

• Listening uncovers how to sell; talking over prospects kills deals.
• “People are trying to tell you how to sell them, and you’re too busy talking.” (12:50)

8. They Fail to Build Rapport (13:20)

• People buy from those they like and trust.
• Like → Listen → Believe → Buy.

9. They Don’t Follow Up (14:00)

• Failing to follow up is labeled as laziness and lack of care.
• “If you really wanted to be number one, you follow up.”

10. They Give Up After the First ‘No’ (14:30)

• Persistence is vital: first “no” is often a reflex.
• “Should I have to remind me why I’m here or should you remind me?” (15:10)

11. They Don’t Manage Their Time (17:00)

• Proactive daily planning prevents emergencies and distractions.
• “People don’t plan to fail. They fail to plan.” (17:15)

12. They Don’t Set Goals (18:05)

• Success requires targets and deadlines (“No deadline, no deal.”).
• “I want a Lamborghini. Cool, by when? I need to know the goal.” (18:30)

13. They Avoid Accountability (19:10)

• Accountability is directly tied to wealth and progress.
• “The thing that you hate is the thing you need the most.” (19:50)

14. They Don’t Adapt to the Customer (20:30)

• The spotlight belongs on the customer—the salesperson must adapt, not expect customers to adapt.
• “Be a chameleon. They’re the ones spending the money.”

15. They Focus on Price, Not Value (21:35)

• Great salespeople banish fear around the price; emphasize value instead.
• “When value exceeds price, the price isn’t too high.” (22:00)

16. They Lack Emotional Control (23:10)

• Sales requires stable, positive energy regardless of client emotions.
• “Let them go through the roller coaster, you stay on fire.”

17. They Don’t Handle Objections Well (24:15)

• Mastering objection-handling is a non-negotiable.
• Andy references his “digital mind” tool for real-time objection practice.

18. They Don’t Study the Competition (26:10)

• Out-learn and out-work rivals to become industry dominant.
• “If someone’s going to kick my ass, it’s going to be me. I’m going to kick my own ass every day.”

19. They Rely on Luck, Not Skill (27:10)

• Skill is duplicatable and accountable; luck isn’t.
• “I don’t need luck. I got skill, baby.” (27:30)

20. They Don’t Take Ownership of Failure (28:20)

• True winners take 100% responsibility—never blame, complain, or gossip.
• “Winners look in the mirror and everything’s their fault—good and bad.” (28:50)

Action Steps and Listener Challenges

• Identify your biggest sales weakness and commit to fixing it.
• Share the episode with another salesperson.
• Comment your struggle and solution below the video.
• Use Andy’s AI sales training tool for real-time roleplay and objection handling (links referenced multiple times).
• Subscribe to Andy’s channel and enable notifications.

Notable Quotes & Memorable Moments

• “The reason why you don’t have the money that you want in your bank account right now is because you hate accountability.” (00:00)
• “Doubt is a freakin’ traitor... never doubt yourself.” (08:10)
• “Solve big problems, get big commissions.” (11:00)
• “If you want to be the best, you have to follow up. Simple.” (14:05)
• “People don’t plan to fail, they fail to plan.” (17:15)
• “No deadline, no deal.” (18:25)
• “When value exceeds price, the price isn’t too high.” (22:00)
• “If someone’s going to kick my ass, it’s going to be me.” (26:28)
• “Winners look in the mirror and everything’s their fault… They never give away the power to change something.” (00:50, 28:50)

Key Segment Timestamps

| Topic | Timestamp | |--------------------------------------|------------| | Opening message / Accountability | 00:00–01:10| | Andy’s philosophy on sales | 01:15–04:45| | 20 Reasons Salespeople Struggle | 05:20–29:10| | Reason #1–10 breakdown | 05:20–16:00| | Reason #11–20 breakdown | 17:00–29:10| | Ownership & closing challenge | 29:10–34:00|

Final Takeaway

Andy’s episode is a masterclass in self-audit, discipline, and taking personal responsibility for success in sales and life. His “20 mistakes” list is both a checklist for improvement and a motivational challenge, calling every listener to choose mastery, accountability, and relentless improvement.