The Two GREATEST Sales Tips I've Ever Heard // Andy Elliott

Summary

In this sales-focused transcript, the speaker emphasizes the importance of sales in every aspect of life, equating it to helping others make decisions that benefit themselves. The advice centers on treating potential customers with familiarity, as if you've known them for a long time, to break down barriers. The speaker stresses the need for salespeople to be decisive, passionate, and to genuinely care about their clients. They advocate for building relationships that stand out and for salespeople to believe in the value of their product. The transcript also touches on the idea that not closing a sale can be a disservice to the customer, as it denies them the benefits of the product. The speaker concludes by encouraging viewers to take action and reach out for coaching to enhance their sales skills and achieve success.

Takeaways

• 😀 **Sales as a Universal Skill**: The speaker emphasizes that sales is not just about transactions, but about helping others make decisions that benefit them.
• 🗣️ **Speak with Familiarity**: When reaching out, especially for the first time, it's important to speak with familiarity as if you've known the person for a long time to break down barriers.
• 💡 **Moral Authority and Self-Care**: To be an effective salesperson, one must have moral authority and take care of oneself, as you can't give what you don't have.
• 🤝 **Building Genuine Relationships**: The speaker stresses the importance of making people feel important and significant, focusing on building relationships that others can't replicate.
• 🚫 **Avoid Overthinking**: Simple, genuine communication is more effective than complex tactics; overthinking can hinder the natural sales process.
• 🏋️‍♂️ **Leadership as Influence**: Leadership is not a position but a skill of influence, which is crucial for sales. One must be a leader to effectively sell.
• 💪 **Personal Development**: Becoming a decisive person is key to helping clients make decisions; personal development is integral to sales success.
• 🤑 **Sales and Wealth**: While sales can lead to wealth, the speaker advises not to separate sales skills from leadership, as they are intertwined.
• 🙏 **Belief in the Product**: Having a strong belief in the product or service you're selling is essential; it's the driving force behind successful sales.
• 🌟 **Stand Out**: To excel in sales, one must be different, offering a unique value proposition that sets them apart from the competition.

Q & A

What is the core philosophy of sales according to the speaker?

The core philosophy of sales according to the speaker is that sales is about helping people make a decision to help themselves.

Why is it important to speak to people with familiarity in sales?

Speaking to people with familiarity helps to break down barriers and makes the interaction feel more natural, as if you've known them for a long time, which can lead to more effective communication and trust.

What does the speaker suggest about building rapport with potential customers?

The speaker suggests that instead of building rapport, one should speak to people as if they've known them their whole life, which naturally brings down walls and fosters a more comfortable conversation.

How does the speaker define moral authority in the context of sales?

Moral authority in sales, according to the speaker, is about being a good person and taking care of oneself, as one cannot give others what they don't possess.

What is the speaker's stance on product knowledge in sales?

The speaker believes that while product knowledge is important, it is not the primary focus. Instead, he emphasizes the importance of caring about the customer and making them feel important and significant.

Why is it a disservice to not close a sale according to the speaker?

The speaker argues that not closing a sale is a disservice because the customer needs the product, and by not helping them acquire it, they continue to struggle, stay the same, and might end up with a competitor who may not serve them as well.

What does the speaker suggest is the greatest thing a salesperson can have?

The speaker suggests that the greatest thing a salesperson can have is a true belief in what they are selling and the conviction that it can help the customer.

How does the speaker advise on handling objections or concerns from customers?

The speaker advises to handle objections by playing out scenarios with the customer, showing them the potential positive outcomes of making the purchase, and emphasizing the regret they might feel if they don't proceed.

What role does the speaker believe leadership plays in sales?

The speaker believes that leadership is a skill of influence and is essential in sales. He emphasizes that leadership is not a position but a skill that can be developed and is crucial for effective sales.

What is the speaker's advice for those who want to improve their sales skills?

The speaker advises that to improve sales skills, one should train and develop oneself, focusing on personal growth, moral authority, and the ability to genuinely care for and influence customers.

What does the speaker propose as a way to connect with him for further coaching?

The speaker proposes that those interested in connecting with him for coaching should click on the link in the description box of the YouTube video, enter their phone number, email, and full name, and he will personally reach out within the next 24 hours.

Outlines

00:00

💼 The Essence of Sales and Building Rapport

The speaker emphasizes that sales is about helping people make decisions that benefit them. He suggests that salespeople should approach customers as if they've known them for a long time, which naturally breaks down barriers. The speaker stresses the importance of being genuine, having moral authority, and being decisive. He also highlights the need for salespeople to communicate with passion and make customers feel important and valued. The speaker offers advice on closing sales by painting a picture of the customer's future with and without the product, emphasizing the benefits of making a decision. He concludes by encouraging viewers to take action and reach out for personal coaching.

05:01

💰 Leadership as a Sales Skill

The speaker discusses the misconception that leadership is a position rather than a skill of influence. He argues that to be a successful salesperson, one must first be a leader, which involves self-care, keeping one's word, and having moral authority. The speaker suggests that loving oneself is crucial for being able to influence others positively. He also touches on the idea that salespeople should be passionate and energetic, as this can be infectious and persuasive to potential customers. The speaker concludes by inviting viewers to connect with him for one-on-one coaching, emphasizing the importance of having a coach for personal and professional growth.

Keywords

💡Sales

Sales refers to the process of selling products or services to customers. In the context of the video, it is presented as a fundamental aspect of business and personal interaction. The speaker emphasizes that sales is about helping people make decisions that benefit them, suggesting a customer-centric approach. For instance, the script mentions, 'sales is helping people make a decision to help themselves,' highlighting the consultative nature of effective sales.

💡Familiarity

Familiarity in this context refers to the approach of speaking to people as if you've known them for a long time, even if it's your first interaction. The speaker suggests that this approach can break down barriers and establish rapport quickly. An example from the script is, 'speak to people like you've known them your whole life,' which illustrates the technique of creating a comfortable and open conversational environment.

💡Moral Authority

Moral Authority is the influence and respect one gains through ethical behavior and personal integrity. The video emphasizes that to be an effective salesperson, one must embody moral authority, as it allows for greater trust and influence. The speaker states, 'are you taking care of yourself you can't give someone what you don't have,' indicating that personal integrity and self-care are foundational to sales success.

💡Decisiveness

Decisiveness is the ability to make decisions quickly and confidently. The script connects this trait to effective sales, suggesting that a salesperson who is decisive can help customers make decisions more easily. The speaker challenges, 'do you make decisions?' and 'if you're not making decisions and you're not a decisive person, your customers aren't going to be decisive,' emphasizing the importance of a salesperson's decisiveness in closing deals.

💡Product Knowledge

Product Knowledge is the understanding of the features, benefits, and details of the products or services being sold. While the speaker downplays the importance of product knowledge in favor of relationship building and personal charisma, it remains a critical aspect of sales. The script mentions, 'I don't give a about product knowledge,' but this is to stress the importance of the salesperson's attitude and connection with the customer over mere facts about the product.

💡Communication

Communication is the process of exchanging information, ideas, or feelings. The video stresses that effective communication is not just about speaking but also about showing genuine care and passion. The speaker points out that many people lack basic communication skills, such as making eye contact or shaking hands, and that these are crucial for sales. An example is the speaker's emphasis on speaking 'with passion' and 'looking like you care' to connect with customers.

💡Influence

Influence is the capacity to have an effect on someone's character, development, or behavior. The video equates leadership with the skill of influence, suggesting that sales and leadership are intertwined. The speaker states, 'leadership is the skill of influence,' indicating that a salesperson must be able to persuade and inspire customers to take action.

💡Accountability

Accountability is the obligation to report, explain, and be responsible for one's actions. The video implies that personal accountability is key to personal growth and success in sales. The speaker encourages viewers to take responsibility for their development by choosing to 'train or complain,' suggesting that those who hold themselves accountable will achieve more.

💡Legacy

Legacy refers to the lasting impact or reputation left by someone's life or work. The video motivates viewers to build a legacy through their sales efforts, implying that sales is not just a transactional process but a means to create a significant and lasting impact. The speaker invites viewers to 'make history' and 'build your legacy,' framing sales as a path to personal and professional fulfillment.

💡Differentiation

Differentiation is the process of distinguishing oneself from others in a way that is meaningful to the customer. The video stresses the importance of being unique in sales, as it prevents commoditization and encourages customer loyalty. The speaker warns that without differentiation, 'it's going to be a race to the bottom,' urging salespeople to stand out by offering something distinct and valuable.

Highlights

Sales is about helping people make decisions that help themselves.

Speak to people with familiarity, as if you've known them your whole life, to break down barriers.

Being a good person with moral authority is essential in sales; you can't give what you don't have.

Salespeople should be decisive; if you're not, your customers won't be either.

Product knowledge is less important than making people feel important and significant.

To stand out in sales, be different and build relationships that others can't.

Train or complain, but understand that training leads to improvement in sales.

Believe in your product and business; this belief is crucial for effective sales.

It's a disservice not to close a sale if you believe your product will help the customer.

Care about your customer more than they care about themselves; this focus wins sales.

Use powerful closes like playing out scenarios to help customers visualize the benefits of your product.

Sales can make you rich, but don't separate sales from leadership; they are intertwined through influence.

Leadership is a skill of influence, not a position, and is crucial for sales success.

Love yourself and maintain a positive attitude to influence others and close sales.

Products are commodities; differentiate yourself through your unique sales approach and personality.

Engage in conversations that make customers want to be around you and your energy.

Offer coaching and accountability to help others reach the next level in sales and life.

Transcripts

what's the best sales advice you've ever

gotten in your entire life because sales

is everything you talk about it right

you just talked about I mean sales and

Leadership obviously you you know I mean

sales is my game it's everything and

that's what you're phenomenal at right

yeah so sales is like is sales is

helping people make a decision to help

themselves so if anybody wants to take

notes like sales is helping people make

a decision to help themselves what do we

do we help people make a decision that

they already want to make or wouldn't

have their

information am I right yeah and if we're

reaching out to someone what we need to

do if we've never talked to him before

like great advice for sell speak to

people with familiarity speak to people

like you've known them your whole life

first time I ever met you was like hey

Austin how you doing I'm Andy no dude I

talk to you like I know your whole life

with your wife I'm like what's up girl

what are we doing it's like we don't

hang out every day but we can talk to

each other like we hang out every day

speak with familiarity people say you

got to build a report to pull the wall

down no you talk to people like you've

known them your whole life the Wall

comes down

naturally it's like common sense like

people overthink people are like you got

to you got have tonality you got to have

body language you got to learn word

tracks no you KN you know what that's

great but you know what you got to do

you got to be a good

person dude moral Authority are you

taking care of yourself you can't give

someone what you don't have you can't

ask someone to be something you're not

dude listen are you a decisive person do

you make decisions do you want your

clients to make decisions if you're not

making decisions and you're not a

decisive person your your customers

aren't going to be decisive customers

you're a fraud

bro okay so like become a real person

become great and another deal great

sales advice here most people have been

speaking since they're one years old I

talk to people that are 25 years old now

they don't know how to communicate they

don't know how to look someone in the

eyes they can't even shake a hand it's

insane you don't speak you don't speak

with passion you don't look like you

care you don't look like you care about

me you you know the product knowledge I

don't give a about product

knowledge what do you think about me do

you make people people feel important do

you make them feel significant when you

talk to people do you make relationships

other people can't make do you stand out

are you

different like great sales advice yeah

super important guys if you're watching

this video right now and you're like

Andy I'm not built like that

yes you are okay got to train it's way

it works train or complain it's your

choice okay every day I train the

greatest in the world you know what I

mean are you ready to kick some ass and

build your legacy make history if you

are in the description box below on this

YouTube video there's going to be a link

you click on it enter your phone number

email full name and I will personally

reach out to you in the next 24 hours if

you're serious about kicking some ass

going to the new level recreating next

version of yourself I'm your guy let's

kill it you said uh there was a video I

watched uh where you were given a piece

of sales advice and you said that you're

doing your customer a disservice by not

closing them because they need what it

is that you're trying to sell can you

elaborate on that well number one look

do you believe that you've got a good

business yes 100% okay cool good product

phenomenal you've seen it help people

yep you're sure positive okay cool it's

a disservice to your customers when

they're talking to you on the phone if

you don't help them get your product or

if you don't guarantee an insure that

they end up with your product number one

because they'll keep struggling number

two they'll stay the same and number

three they could end up with the

competition which is even worse and they

probably won't take care of them don't

be

disrespectful okay make sure they close

and how do you do that well number one

you got to have a belief the greatest

thing that any salesperson can have is a

true belief that what they're doing is

the greatest dude listen you can hand

out leads to your people all day long

and the people that believe that these

are the greatest leads ever those are

the people that make the greatest calls

by the way when you call those leads

you're helping them with something so

what do you think about your product

your company what it does when you're

talking to someone and you really

believe that what you have can help them

dude I'm going to tell you this people

buy yeah they do it even if they weren't

planning on do it they'll make an

exception just because you believe that

much and by the way great sales tip

whoever cares about the client the most

wins okay you got to care about your

client more than they care about thems

whoever cares about the customer the

most wins so do you care about the

client more than they care about

themselves or does the client care

abouts more than you care about them

yeah bro listen if I talk to you and me

and you on a phone call if we're face to

face you're going to know that I care

about you more than you care about

yourself and by the way like great

closes that you can say are things like

let's play this out like Austin like you

have this thing you've been wanting to

get this this deal I'm sure I'm not the

first person that you've talked to about

it right yeah if I am I'm like we won

the lottery together but I'm guessing at

some point before you've wanted to try

to fix this you talk to somebody

obviously that didn't happen because you

still have the problem we wouldn't be in

contact with each other if you didn't

think that I could fix this and we know

that we can Okay so let's play this out

let's say we don't do anything today

what happens you struggle you stay the

same nothing changes let's play this out

let's say you do do this on the other

side of this decision on the other side

of this decision you're about to make in

six months from now your life looks like

this and I would paint that picture what

that life life and I said do you want

that life good let's go the only regret

you'll have is you didn't do this 18

months ago

yeah super powerful yeah dude listen

sales will make you rich but just do me

a favor because we're talking about

sales I want you to do me a favor don't

learn sales and then say then think oh

well then I'm going to be a manager one

day so then I need to learn leadership

no dumbass leadership is a skill of

influence leadership is not a position

leadership is the skill of influence and

what do you need to sell how do you sell

yeah

with influence and persuasion so you

need to become a leader first which

means get in the gym take care of

yourself keep your word have moral

Authority right love yourself how the

hell can you love anyone else if you

don't love yourself that's why I see a

lot of people they're in sales offices

and they're negative right and they're

like I need to find a good deal dude

even if you find the right deal you

it up because you're not on fire dude if

if you were me and you're like dude give

me the phone where are they at give me

the phone where they at put me in where

are they at I'll close anyone yeah I

don't care what's going on I'll shut

them down why because I love me and

since I love me anybody I talk to

they're like dude I don't know what this

guy's selling but I want a peace if I

could just bottle up this guy's energy

the way that he feels his attitude his

his Vibe the environment that he's in

obviously whatever this thing is I'd buy

that so sure I'll buy whatever you got

most of the time dude I won't even sell

someone something I'll just pep off they

ass for five minutes and they're like

dude I don't care what it is I want to

be around you I want to do what you want

to do and and any I say that jokingly

but like my point is you got to have

conversations like that Y and so like no

one does people are trying to sell

products and guess what products are a

commodity MH and if your product someone

else has that same product it's going to

be a race to the bottom unless you're

different than everyone else yeah period

hey guys looks like you made it to the

end of the video You're the true

0000 one percenters look I know one

percenters it can make it halfway

through the video but makeing 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

oneon-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 let's kill it