 The goal is to make it easy to say yes to hard to say no to make it the client's idea every single time Listen to me when I go to somebody's house and they got shit going on and I knock on their door Like Like they got time for me Unless like I say something that they want to make time for me. So what do I say? Hi, my name is Andy Elliott. By the way, what do I do? Put my hand on my chest Hi, my name is Andy Elliott like that. Hi. How you doing? Why? Because I'm respectful our most solar guys in their 20s Yeah, how old are most homeowners? In their 40s 50s When they see someone that comes up to their door talking to them about saving money that's the same age as their children What do you think they think? Get off the porch. So what do you got to do? You got to impress them very quickly. Does that make sense? When I go talk to a client let you in on a little secret I don't give a shit if he's a doctor and he's a billionaire. Does it matter? You're a two-year-old I'm going to articulate my words and explain the way this works as if a two-year-old could understand it I'm also going to talk to you as if I have the same value that you have because we're both human beings I'm going to talk to you as if you're a two-year-old But I am going to show up with that confidence that love and as if it's no big deal And as if you're not better than me some of you in here You're shy and you're introverts and you actually talk to people as if they're better than you Some of you you go to houses that have nicer houses than you like if you have an apartment And then you go to a person with a nice house. You may be thinking the two people are smarter than you They're not smarter than you. They're not smarter than you But you have to understand these rules because you have to understand that your body Is constantly trying to keep you safe and trying to program you like this guy knows more than you He don't know more than you this guy's better than you. No, he's not that's bullshit Nobody's better than you all you have to do is keep control of your mind at all times I'm gonna tell you how to sell real quick. Let me tell you how to sell anybody Number one you keep their goals at the center of the decision when I go to close you You're so important to me that I literally when I'm talking to you or when I'm presenting my Product to you or whatever it is I want you to do or whatever it is that I've agreed will solve your Problem the solution. Do I put myself in your shoes? I can feel the pain you feel I can feel the frustration you feel I can feel what your mind must feel like Based on all the information that I gathered from you and literally I just become you and I become you live in the cell and that's how I can close you because I know everything you're feeling My level of understanding empathy is almost sick. It's 2024 stuff's more expensive. Okay money You know like this down here because things cost up here people are naturally going to be apprehensive to spend more money But that's the reason why you got to be good at sales. You got to paint pictures You got to tell stories. You got to influence. You got to persuade You got to make you know relationships with people. You got to know how to build rapport. You got to make trust Sales people are so dumb. They don't even get people to trust them Whose job is to make sure that they feel like that they want to own it yours If you're tossing people the keys and going for a ride in the back seat, you are an order checker You're not a closer So my goal is to help challenge you to get better in some areas. Hey mister mrs. Customer How would you like the new vehicle titled? Matt, would you like it just in your name or you and your wife which way? You're sure it's come on inside. I'm gonna flip and roll with them. Am I right when I go and he says hey Well, Andy, hold on. I need to think about it What do we want to do? Do you want to challenge him on the spot or do you want to advance the sell forward? Hey, totally understand. Of course, you need to think about it. Listen. I haven't given you enough information Not to think about it. What I'd like to do is give you a quick five minute proposal of all the numbers So when you go home, you got something to think about would that be fair gonna get that for you Okay, guys always maintain a positive attitude slash demeanor no matter what It doesn't matter what they say They could say something that offend you that upset you that isn't what you wanted to hear It doesn't matter always maintain positive Why because if you decrease your state if you change your energy down if you get Deflated and they feel that what does the dog do when it fears that you're gonna be scared of it? It wants to bite you more. Okay, never ever change your state never change your demeanor Never change your attitude always keep it in a positive Uplifting state. I assure you it will carry you very far in a negotiation