Sales Training // The Perfect Setup to Close Anyone // Andy Elliott

Summary

Highlights

• Don’t present standing up; sitting down helps close deals effectively. 🪑
• Prepare clients to spend more by setting a comfortable environment. 🌟
• Always ask clients if it's okay to discuss additional solutions before pitching. 🎯
• Selling is like lawyering; gather clients' words to guide them to a yes. ⚖️
• Newer systems can save clients money, making the purchase feel like a no-brainer. 🤯

Key Takeaways

• Always present numbers while seated for better engagement and results. 🪑
• Set the stage for a sale by addressing clients' concerns early. 🎭
• Utilize efficient systems to offer clients savings and peace of mind. 💰
• Reassure clients about your company's value, regardless of its age. 💪
• Listen actively to identify client needs and tailor your pitch accordingly. 👂

Overview

Chapters

• 00:00 - 00:30: Introduction and Importance of Seating in Sales The chapter emphasizes the importance of seating in sales presentations. It suggests that preparing someone to spend money is less effective when done standing. The speaker advises against presenting while standing and underscores the necessity of sitting during presentations to enhance effectiveness.
• 00:30 - 01:00: Sales Experience and Common Hurdles The chapter titled 'Sales Experience and Common Hurdles' discusses the challenges faced by a newcomer to sales, particularly in the HVAC industry. The narrator has been in sales for just over a year and is eager to improve their skills. The transcript highlights a specific challenge often encountered: clients express skepticism about the longevity and reliability of a young company despite the attractive offerings. The company provides a 10-year warranty on parts, labor, and unit replacement, but customers are concerned about how a company that has only been around for 5 years can guarantee such long-term commitments.
• 01:00 - 01:30: Sales Presentation: Seated vs Standing This chapter discusses the differences between giving a sales presentation while seated versus standing. The speaker emphasizes that being seated is crucial when closing a deal, as it reflects a more reassuring and formal approach to presenting numbers and closing agreements. The advice given is to always close deals while seated because it portrays confidence and finality, whereas standing is appropriate for the earlier stages of selling, where the focus is on initial engagement and persuasion. Specific advice is given on how to transition from standing to seated to highlight the seriousness of closing the sale.
• 01:30 - 02:00: Sales Dynamics: Setting the Scene The chapter introduces key dynamics in sales, emphasizing the importance of sitting face-to-face with clients when discussing numbers or important details. The golden rule presented is to never present standing up, ensuring a more engaging and personal interaction. This approach aims to create a more relaxed and focused environment for closing deals and effectively communicating value.
• 02:00 - 02:30: Sales Strategy: Engaging the Client The chapter titled 'Sales Strategy: Engaging the Client' focuses on the importance of the physical setting when discussing financial aspects with clients. The speaker emphasizes the need to sit with clients while presenting financial information. The goal is to ensure both parties are comfortable and the client feels at ease to ask questions or express concerns. This approach is proposed as rule number one, pointing to the significance of creating an appropriate setting to facilitate better communication and understanding during financial discussions.
• 02:30 - 03:00: Understanding the Client's Needs In this chapter titled 'Understanding the Client's Needs,' the discussion revolves around the importance of creating the right environment to encourage decision-making in business meetings. It highlights the company's rule of 'starting and ending at the table,’ emphasizing the significance of sitting down during discussions. The speaker explains that while it's easy for clients to say no when standing, sitting down is crucial as it slows the pacing, allowing for more thoughtful decision-making. The speaker also mentions using introductory statements to manage the flow of conversation and anticipate questions from the client.
• 03:00 - 03:30: Building Trust and Closing Techniques In the chapter titled 'Building Trust and Closing Techniques,' the focus is on employing physical positioning to build rapport and trust during interactions. The speaker suggests avoiding sitting directly across from clients. Instead, they recommend sitting beside them, aligning yourself knee to knee. This setup fosters a more intimate and cooperative environment. The speaker humorously adds a tip about physical contact, implying a light-hearted integration into persuasive techniques, albeit ensuring comfort and consent. The chapter implies that these methods help in effectively closing deals by making the client feel more at ease.
• 03:30 - 04:00: The Importance of Listening The chapter emphasizes the importance of listening in communication, especially when helping others. Andy, the speaker, encourages listeners to reach out for assistance via text, stressing his commitment to providing lifelong support. The importance of understanding the problem and presenting oneself effectively in initial interactions is highlighted.
• 04:00 - 04:30: Addressing Objections: Company Longevity The chapter addresses objections related to company longevity, particularly focusing on the strategies around HVAC sales. It discusses the importance of understanding HVAC (heating, ventilation, and air conditioning) systems, emphasizing the tendency of salespeople to prioritize selling a new system rather than fixing existing issues. The dialogue highlights the sales strategy and mindset of prioritizing system replacement over minor repairs.
• 04:30 - 05:00: Reframing Customer Concerns In this chapter, the conversation revolves around sales tactics, particularly in reframing customer concerns to facilitate a successful sale. The importance of understanding sales is emphasized, not just for professional reasons but also for personal development. The discussion highlights strategies for opening a dialogue with potential customers and mentally preparing them for purchasing and considering additional products. It underscores that gaining customer openness is essential before attempting to close a sale.
• 05:00 - 05:30: Justifying Costs and Benefits The chapter 'Justifying Costs and Benefits' begins with a setup scenario for a sales interaction. It stresses the importance of preparation before engaging with a customer. The suggested approach involves starting with a phone call and then engaging in direct communication once on-site, as shown in an interaction with a customer named Betty. The sales strategy emphasizes discussing the customer's intentions and concerns to align the offering with their needs. Moreover, the chapter suggests engaging the customer before attempting to demonstrate any product benefits, warning against prematurely presenting solutions without proper context or customer understanding.
• 05:30 - 06:00: Conclusion and Encouragement The chapter focuses on concluding thoughts and motivation. The speaker uses a metaphor involving a rabbit to illustrate a point about personal knowledge and self-awareness. The speaker advises the audience not to allow anyone else to know their business better than they do themselves, emphasizing self-reliance and understanding one's own affairs. Although the speaker is not an HVAC salesperson, he claims to understand the workings of that business, suggesting a broader application of his advice. He warns the audience to be mindful of their words as he can hold them accountable, closing with a rhetorical question to ensure understanding.

Sales Training // The Perfect Setup to Close Anyone // Andy Elliott Transcription

• 00:00 - 00:30 until the cell is opened the cell can't be closed how do you prep somebody to get ready to spend more money you ever do it standing I do it's first problem don't ever present number standing guys please [ __ ] understand what I'm saying to [Music] you give me some objection what this guy we got what we got what's up Andy how we doing what's up baby
• 00:30 - 01:00 all right man so I've been in sales just over a year fresh to it the reason why I'm here try to level up one thing I'm uh I run into it's a young company hbac sales I get there the pitch they love everything the price work through it however the warranties that we offer are a decade's worth 10 10 and 10 right 10 year Parts 10 year labor 10 year unit replacement you're getting all new stuff you're a young company you've been open for 5 years how do I know that you're going to to make it to the point when I
• 01:00 - 01:30 need you in that warranty okay so number one he's saying he's in a home okay does that make sense he's in a seated position right correct you ever do it standing I do that's your first problem in a seated position everything is written and that's how we close don't ever present numbers standing we close on our seat we we sell on our feet Mr and Mrs Johnson I noticed a couple things that are concerning to me I told you if I found something concerning I would let you know where can we sit
• 01:30 - 02:00 you're here is this what we're going to sit and I'm going to sit here with you just like this I'm going to set you here and by the way just so everybody's aware if you're ever in a seated position ever in any industry with somebody you write it down you get KNE to knee with them you close face to face you you never present standing up rule number one no numbers ever get presented standing up how much is it well there's a couple different ways we could go to really explain it to where's a place we can sit
• 02:00 - 02:30 down real quick cuz I want to explain it in case you have any questions I want you to be able to interrupt me is that okay where can we sit see move them shift them where are we going living room we going to the showroom floor we going to the fni office we're going over here can we sit down over here at this does that make sense you guys feel me guys please [ __ ] understand what I'm saying to you and by the way whoever trained you should have never so say rule number one if there's ever any money involved always sit down when you're presenting the money so for sure
• 02:30 - 03:00 like you like you asked me have I ever done it standing up yes rule for the company is start at the table end at the table sit down and just okay good so so but you have to respect those rules because those rules matter because that's how people operate if somebody's going to say yes and spend money you slow them down when they sit I can say no very quickly to you and we're standing up like hit me with something right now I'm like no I'm good it's like we're standing up so my goal is is that I want to find somewhere and by the way I always say this hey I want to go over this with you real quick and you're probably going to interrupt me and ask me some questions cuz we got a couple
• 03:00 - 03:30 different ways to go where can we have a seat so then I'm going to Pivot and find that place now once I sit down don't sit across from them just to let you guys know always get knee to knee so it goes like this there's a chair table chair and I'll be like hey just so in case you have any questions in case you want to interrupt me can I slide around here is that okay can I come around here is that cool okay great and then I sit next to you now it's us here together now can I put my arm around you here okay I can control you hey guys what's going on
• 03:30 - 04:00 it's Andy a lot of you leave comments tell me that you need help do me a favor I'm going to tell you the best way to get a hold of me shoot me a text message right now 91821 0254 918 21254 I'll help you with whatever you need I got your back for life let's get back to the video okay so then we go to what the problem is all right sir now by the way how how do you present it when you go and meet somebody in the beginning right people usually request
• 04:00 - 04:30 um information to get something fixed right but your goal is to replace a unit is that right correct okay so everybody understand you know what HVAC is what is it tell them what it is heating ventilation and air conditioning furnace and furnace and air people like my [ __ ] don't work and then they request you know for him to come out and he goes out with intentions to sell a system right because he don't want to fix a couple things you want to sell him a new system am I right damn right you guys feel me
• 04:30 - 05:00 yeah somebody's like that's why we [ __ ] bought that system I see okay so now you guys are understanding sales it's good for you in your life and to understand how to sell to others so when he goes in what's the first thing you say when you walk in like how do you get them everybody until the cell is opened the cell can't be closed how do you prep somebody to get ready to spend more money how do you get them open to the idea to look at other things when you go and you present the system to them right right how do you
• 05:00 - 05:30 set that up before you go and say I'm going to get back with you and then how do you set that up starts with a phone call uh no no I know that but I'm in the house now I walk in hey Betty where's the the furnace where's the and then she says it's over there and you say what uh can we sit down and talk about a couple things I want to cover with you what your intentions are today obviously I'm here for a new system but what are your thoughts concerns I'm here today for a new system you're going to pull the rabbit out of the hat before you even did the magic trick hold on here's why right I'm
• 05:30 - 06:00 going to he's like bow [ __ ] he's like he showed me the rabbit when you got here he's likeif I'm just kidding by the way do you okay everybody remember this don't ever let anyone else know your business better than you am I an hbac salesperson no no no but I [ __ ] know the way this works and by the way listen to me I know this sounds crazy but I will hang on your words and hang you with them do you guys feel me
• 06:00 - 06:30 when I was 18 years old I had what I thought was the greatest closer in the history of world he kind of looked like him slick back [ __ ] hair they all got slick hair just like they're alling slick back hair suit Shake Your Hands sideways you know it's like how you doing it was one of these dude this guy was good I was like dude this guy is dangerous and he told me he goes he goes Andy you got to remember to remember what you hear every little word they say you need to figure out what to hang on
• 06:30 - 07:00 to because later you're going to hang a close on something they said you got to listen he goes most sales people are idiots they don't listen that's why I want to go you know so what I do is I sit them down and sell a new system I'm like whoa because I'm listening to what you're saying because everything you're saying will be used later on you know what a lawyer is right yeah a great salesman is like a great lawyer they will get you to say stuff that you don't want to say and they will use it back against you and even if you meant it or not you said it
• 07:00 - 07:30 in court and they [ __ ] got you they're like so you didn't mean to say that but you said it and you're like well no that's they're like I don't know if we can trust you now and all of a sudden everybody's like we can't trust him and they're like they're like throw them in jail and you're like dude that's not what I meant to say the [ __ ] slow down when you speak okay because if you say the wrong [ __ ] you might end up in jail okay does that make sense some of you guys need to understand this I've been in trouble before you better slow down but if you want to close anyone you
• 07:30 - 08:00 must be very good at listening so I'll probe with questions but when you come into the home you're like you're like hey you know Miss Johnson today I'm here today because you reached out about us looking at a furnace is that correct correct okay beautiful well my name is Andy thank you so much for being with us our company is X Y and Z so I just want to put a name with the face um my goal today is to make sure that we fix that um I want to ask you a question if I see any other concerning problems would it be okay if I made you aware of it today
• 08:00 - 08:30 absolutely that's the open does that's the open does that make sense now now it's like it's like who who's in the automotive industry if I'm a service guy I'm going to be like today we're going to go ahead and do your tire rotation and your oil change by the way while we're doing those two if we see anything that's concerning is it okay for us to have the technician let you know yeah they're like yeah let me know if you see something concerning unlik beautiful that's the setup okay so anyway so now now you go look at the furnace by the
• 08:30 - 09:00 way we're not trying to char look if it's a screw I'm not trying to charge him a system but if I look at it like dude this system's 9 years old right like dude they need a new system okay cool let's price off some parts but these people need a new system so I need to go sell that okay now let's get to that does that make sense yeah okay yeah so now we're going there we in a seated position you're going through the cell by the way you've been doing this for year so I'm not like playing you I might trying to tell you cuz I want when you
• 09:00 - 09:30 go home to just think like man what did Andy say like how are we going to get this done um so so now where's the objection come in you presented what the system cost right that's great options price everything like that Yep they're ready to move forward however they've had company X Y and Z come out they've been you know in business for you know 90 some years you know we're a company that's only 5 years old and we're offering a decade's worth of warranties okay why do I want to go with you when I don't even know if you can make it those
• 09:30 - 10:00 next 10 years is that what they say to you I've had a couple customers here lately if they say to you they don't believe that in you because remember if I'm sitting next to somebody they're like well I don't know we want to use this company that's been in business you know five times longer than you how do we know you're going to be around I'm like what who have you been talking to that didn't even make sense would you want to do business with somebody that has a new age stuff that lasts longer that's more efficient that saves more money or would you want to use the older stuff with the older companies probably someone newer right that's right see I made him say yes by shaking my head I
• 10:00 - 10:30 can get him to move where I want him to move listen to me if they say well you know I'm just giving an example if I've been in business for for a hundred years I'm going to say listen ma'am I've been in business for a hundred years okay what we've learned is that a lot of companies come by they offer lesser quotes and they're Fly by Night companies they promise you warranties they tell you they're going to do it for this but the problem is they're not going to be in business in two years so whenever you go to call the number and you have a problem it goes and then there's no one there and then you're going to call me and then I'm going to have to do the work twice and how expensive is that going to be so you
• 10:30 - 11:00 don't want to do business with somebody that's only been in business for a few years so that's an absolute no no so if money is your biggest concern do it with us we'll take care of you you got this guaranteed warranty we take care of our community thank you so much that would be that but if they've been in business for a long time and you haven't you'll say I'm sure that you've seen a lot of these companies have been business for a long time they've been in the community but they use older outdated uh materials and resources and what happens those things are more expensive so we use new upto-date stuff which I would have
• 11:00 - 11:30 language for that and I would tell you our our job is to come in here replace that old unit you have a utility bill right put in new age stuff that actually lowers the utility bill so it's really not going to cost you any money so I'm going to ask you a question what's the monthly payment on this new system going to cost uh you get new system for roughly around $110 a month okay $110 a month you got a new system how much is your energy bill right now utility bill average what I've seen across is around you want 250 can I ask you a question if
• 11:30 - 12:00 you literally could almost get close to saving $100 here the system would basically be free am I right that's right would it be worth you to get a brand new system in that actually saved you on energy that was better that had a warranty like the one years doesn't have that you know you'd be protected for the next 10 20 30 years yes or no yes cool so you're already spending the money now you're saving money let's get the new system put in do these new systems help lower efficiency and create lower utility bills yes or no yes
• 12:00 - 12:30 [ __ ] that's how I would sell this [ __ ] I mean it I'm not even playing I'm like guys you're already spending the money anyways so you can either keep spending the same money and we can spend more money and I'll keep coming out here to fix it every time and your utility bill is going to continue to rise or we can just go with something efficient make sure it's got a good warranty and by the way all the future calls if something ever happens which it won't you call me and that's it's paid for it's the same money everybody's like well it's the say money I mean why wouldn't we do it and then the deal is is that you wrap it up does that make sense does everybody feel me okay
• 12:30 - 13:00 everybody write this down and and like you need to find out how to use this in your industry money justification you need to justify where the money is at that they can't see or find that's the goal hey guys I just want to tell you you're the true 1%ers you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so I know who you
• 13:00 - 13:30 are set your notifications and then subscribe to the channel we got daily sales trading videos dropping I'll see you [Music] soon