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From Sales to Elite Closing Academy with Matt Elwell
How do you effectively and consistently close sales? If that’s a question you’re asking yourself then this week on Sweat, Grit & Hustle, Tracy has the perfect guest for you. In the last 20 years Matt Elwell has set up 4 businesses from scratch that are still going strong today, and has secured multi-million-pound property deals. In 2018 he co-founded the Elite Closing Academy with previous guest, Nick James.
KEY TAKEAWAYS
- The number one thing people do wrong when they’re selling is talk. If you have to explain how it all works, you’re losing. The skill when selling is to ask and understand, then deciding if you have a product they want to buy.
- Before you pick up the phone to a client you should have practiced the technique and know the outcome you want.
- Until you understand the other person’s point of view, what they want as an outcome, there will be a lack of trust.
- Understand what your customers problem is, and figure out if you’re the right person in the right position to offer them what they want. Until you’re at that stage you aren’t going to close. And if you’re not the right person, suggest someone else, you may not get the sale, but people will remember that you’ve done the right thing.
- Remember pain, urgency, need, and trust. Only when you know those four things should you be selling.
- Over long-drawn-out sales discussions, make sure you keep in contact with your customer. Try doing that in different ways, e-mails and texts won’t cut it, they lack real interaction. You can do more in ten words than you can in an infinite number of e-mails to build trust.
- Your personality should come out when you’re selling. Speak like yourself, write e-mails how you speak. The more personality you show the more people feel connected to you.
BEST MOMENTS
‘How you sell is how you buy’
‘I love people and I fear rejection’
‘It took me seven years to go from cold to sold’
ABOUT THE GUEST
Matthew Elwell exited the seven-figure family business he created to explore pastures new – he didn’t know how, but he knew he had a gift when it comes to sales, that could help serve the business owners of the world.
He went on to create his Open With A Close philosophy and co-founded the Elite Closing Academy (ECA). An internationally sought-after sales trainer and mentor, Matthew is without a doubt, the best closer to walk planet earth. He's also an incredibly entertaining human being who loves animals, but is incapable of using any kind of technology other than his "computer-phone"!
Website
ABOUT THE HOST
With over 25 years of experience in IT Management and Business Consulting and 10 years plus helping hundreds of property investors through training, mentoring and speaking; Tracy founded Witch Property. Tracy is renowned for her knowledge on property & business and her ability to sell, market and grow the property individuals and companies she works with.
With a wealth of experience in business and property, Tracy has a rare capability of mixing her skills in this space with her knowledge on the mind, to ensure a truly rounded experience for growth and development.
Tracy on Facebook
Follow Tracy on Instagram
Tracy's LinkedIn
PODCAST DESCRIPTION
This is a podcast for anyone starting out in business with a willingness to learn from others. Hear stories from guests that have gone from zero to hero in their business and find out what advice they have to share. Tracy will also be bringing you stories from everyday people who are just starting, or are only part way through their own story to success.
View all episodes
By Tracy Cartland-Ward & Dawn WillockHow do you effectively and consistently close sales? If that’s a question you’re asking yourself then this week on Sweat, Grit & Hustle, Tracy has the perfect guest for you. In the last 20 years Matt Elwell has set up 4 businesses from scratch that are still going strong today, and has secured multi-million-pound property deals. In 2018 he co-founded the Elite Closing Academy with previous guest, Nick James.
KEY TAKEAWAYS
- The number one thing people do wrong when they’re selling is talk. If you have to explain how it all works, you’re losing. The skill when selling is to ask and understand, then deciding if you have a product they want to buy.
- Before you pick up the phone to a client you should have practiced the technique and know the outcome you want.
- Until you understand the other person’s point of view, what they want as an outcome, there will be a lack of trust.
- Understand what your customers problem is, and figure out if you’re the right person in the right position to offer them what they want. Until you’re at that stage you aren’t going to close. And if you’re not the right person, suggest someone else, you may not get the sale, but people will remember that you’ve done the right thing.
- Remember pain, urgency, need, and trust. Only when you know those four things should you be selling.
- Over long-drawn-out sales discussions, make sure you keep in contact with your customer. Try doing that in different ways, e-mails and texts won’t cut it, they lack real interaction. You can do more in ten words than you can in an infinite number of e-mails to build trust.
- Your personality should come out when you’re selling. Speak like yourself, write e-mails how you speak. The more personality you show the more people feel connected to you.
BEST MOMENTS
‘How you sell is how you buy’
‘I love people and I fear rejection’
‘It took me seven years to go from cold to sold’
ABOUT THE GUEST
Matthew Elwell exited the seven-figure family business he created to explore pastures new – he didn’t know how, but he knew he had a gift when it comes to sales, that could help serve the business owners of the world.
He went on to create his Open With A Close philosophy and co-founded the Elite Closing Academy (ECA). An internationally sought-after sales trainer and mentor, Matthew is without a doubt, the best closer to walk planet earth. He's also an incredibly entertaining human being who loves animals, but is incapable of using any kind of technology other than his "computer-phone"!
Website
ABOUT THE HOST
With over 25 years of experience in IT Management and Business Consulting and 10 years plus helping hundreds of property investors through training, mentoring and speaking; Tracy founded Witch Property. Tracy is renowned for her knowledge on property & business and her ability to sell, market and grow the property individuals and companies she works with.
With a wealth of experience in business and property, Tracy has a rare capability of mixing her skills in this space with her knowledge on the mind, to ensure a truly rounded experience for growth and development.
Tracy on Facebook
Follow Tracy on Instagram
Tracy's LinkedIn
PODCAST DESCRIPTION
This is a podcast for anyone starting out in business with a willingness to learn from others. Hear stories from guests that have gone from zero to hero in their business and find out what advice they have to share. Tracy will also be bringing you stories from everyday people who are just starting, or are only part way through their own story to success.