TLDR;
This video features Andy Elliott providing sales training advice to a contractor named Safe, focusing on improving the sales team's approach to leads and customer interaction. Key points include:
- Treating leads as lives and understanding their dreams.
- Building a sales team that embodies the product they are selling.
- Implementing accountability through call monitoring and feedback.
- Transitioning initial contact to a Zoom call to build emotional connection and showcase the company's vision.
Understanding Customer Motivation [0:00]
Andy emphasizes the importance of understanding why potential customers reach out. He suggests that people contact businesses either because they are at a low point and seeking change, or because they are already successful and want to an edge. He advises against immediately qualifying leads based on budget, suggesting instead to acknowledge their desire for change or improvement and offer help.
The Importance of Being a Product of the Product [0:44]
Andy highlights that a sales team should embody the product or service they are selling. He uses the example of a home building company, suggesting that the employees should also be customers who have experienced the positive outcomes of the company's services. This authenticity allows them to connect with potential customers on a deeper level, understanding their aspirations and challenges.
Treating Leads as Lives, Not Just Numbers [5:00]
Andy stresses that leads should be viewed as individuals with dreams and aspirations, not just as potential sales. He urges sales teams to be exceptionally kind and understanding when contacting leads, acknowledging their courage in reaching out and expressing a commitment to helping them achieve their goals. This approach aims to build trust and rapport from the initial interaction.
Identifying Gaps in the Sales Process [5:40]
Andy uses the analogy of a successful restaurant where the staff no longer cares for the customers to illustrate how businesses can lose sight of customer experience as they grow. He suggests that the initial conversation with potential customers is crucial for business growth and that neglecting this aspect can lead to missed opportunities. He identifies a disconnect in Safe's company where leads are not being handled with the care and attention they deserve.
Implementing Accountability Through Call Monitoring [9:51]
Andy introduces three rules for winning in sales, with the first being to build the sales team right. He emphasizes the importance of accountability and suggests that Safe should personally review a couple of sales calls daily to identify areas for improvement. By providing specific feedback and recognizing positive actions, Safe can motivate his team to perform better and create a culture of continuous improvement.
Transitioning to Zoom Calls for Deeper Connection [11:30]
Andy recommends transitioning initial phone calls to Zoom meetings to create a more personal and engaging experience. During the Zoom call, the salesperson should express appreciation for the lead's interest, showcase the company's work, and explain the process in detail. This visual and interactive approach helps to build trust, address objections, and connect with potential customers on an emotional level.
Painting the Vision and Selling the Dream [13:12]
Andy emphasizes the importance of understanding the customer's vision and painting a picture of how the company can make their dreams a reality. He uses the example of a home builder who can understand the customer's vision for their home and bring it to life. By focusing on the emotional connection and the art of building, the company can differentiate itself from competitors and create a lasting impact.
Sales Training Through Film Review [14:50]
Andy explains that effective sales training involves reviewing actual sales calls as a team. This includes analyzing how the call was initiated, the level of care and connection demonstrated, and opportunities for improvement. By watching both successful and unsuccessful calls, the team can learn from each other and develop a shared understanding of best practices.
The Power of Testimonials and Reviews [16:45]
Andy advises Safe to incorporate customer testimonials and reviews into the sales process. By showcasing positive experiences and success stories, the sales team can build credibility and demonstrate the value of the company's services. These testimonials serve as social proof and help potential customers feel confident in their decision to choose the company.
Final Encouragement and Call to Action [19:33]
Andy concludes by encouraging viewers to connect with him for one-on-one coaching. He emphasizes his commitment to helping individuals achieve their goals and reach the next level in life. He invites viewers to click on the link in the description box, enter their information, and partner with him on their journey to success.
