Sales Training // The ULTIMATE Strategy To Help You Sell More // Andy Elliott

Summary

In this video, Andy Elliott, a renowned sales trainer, shares two powerful tactics to improve sales: knowing when to ask and making a hard ask. He emphasizes the importance of delivering value before making the pitch, ensuring timing is perfect. Andy also stresses asking with conviction and certainty, avoiding lukewarm or hesitant approaches. His goal is to help viewers close more deals and enhance their sales skills by mastering the art of selling, backed by proven strategies and a mindset focused on delivering results.

Takeaways

• 💡 Know when to ask: Timing is everything in sales. Ensure you have provided enough value before making the ask.
• 📈 Give value first: The key to sales success is giving more than asking, which builds reciprocity and trust.
• 📝 Write things down: What’s written will be retained. This is essential to remember and apply key strategies.
• 💪 Ask with conviction: When you ask, do it with full confidence and certainty. Half-hearted asks do not work.
• 🤝 Build relationships, not transactions: Sales should be relational, not just transactional. Show clients you're invested in their success.
• 🎯 Overdeliver: In today’s era, overdelivering sets you apart from the competition and creates reciprocity.
• 🚀 Hard ask or no ask: If you believe in your product, go for a strong close. Don’t ask unless you are sure it will solve their problem.
• 🎨 Selling is an art: Think of selling as a creative process, where you control the narrative and the relationship with your customer.
• 🔑 Solve problems: Position your product as the solution to the customer’s problem. Make it clear that you’re committed to their success.
• 🔥 Be obsessed with learning: Constant self-improvement is crucial. Always seek to grow and enhance your skills to reach your full potential.

Q & A

What is the primary topic discussed in the video?

The video focuses on sales techniques, particularly how to make effective asks during the sales process to close more deals.

What is the first technique the speaker emphasizes for effective sales?

The first technique is knowing when to make the ask. It’s important to ask at the right time, after giving enough value to the customer.

What does the speaker mean by 'give, give, give, ask'?

The speaker emphasizes the importance of delivering value multiple times before making the ask. This approach builds reciprocity, making customers more inclined to make a purchase.

What is meant by the phrase 'when value exceeds price, the price isn't too high'?

This means that when a customer perceives the value of a product or service to be greater than its price, they are more likely to buy, regardless of the cost.

What is the second technique discussed in the video?

The second technique is to ask hard or don’t ask at all. This means making a firm and confident ask once enough value has been delivered.

Why does the speaker emphasize the need for a 'hard ask'?

A 'hard ask' demonstrates certainty and conviction, ensuring the customer feels confident that the product or service will solve their problem.

What role does reciprocity play in the sales process, according to the speaker?

Reciprocity creates a sense of obligation in the customer, where they feel compelled to give back after receiving value from the salesperson, making them more likely to say yes.

How does the speaker describe the current sales environment?

The speaker notes that in the current era, over-delivery is rare, and many people ask for things without giving enough in return. This creates a unique opportunity for those who master the art of giving and asking effectively.

What example does the speaker give to illustrate the right way to ask a customer for a sale?

The speaker describes a scenario where a salesperson takes full responsibility for solving the customer’s problem, explaining how the solution will change their life and making a confident ask to close the deal.

What does the speaker mean by 'this is not transactional, this is relational'?

The speaker emphasizes that successful sales are based on building strong, long-term relationships with customers rather than focusing solely on one-time transactions.