Changing The Way The World Sees Relationships - with Matt Elwell
The Relationship Guy
John talks to Matt Elwell, the found of the Elite Closing Academy, a place built for entrepreneurs, business owners and sales teams who want to dramatically increase their sales without coming across as hard sell, pushy or manipulative. Matt discusses the importance of building relationships when it comes to sales, and how the art of sales itself is built upon establishing and developing connections with others. KEY TAKEAWAYS Sales is a three-way relationship - healthy for your client, a good win for yourself, and a positive impact upon the universe itself. We must start with the end in mind. If we can see the perfect ending for both parties, and work back from there, we're guaranteed to provide the wins we all need. Life and our futures are never doomed by past experiences, so long as we have the will to want to change our destiny. Don't look back - look forward. We are in control of what comes next. Being coached by an expert in relationships allows us a different perspective. Never discount the guidance that others can provide on life. BEST MOMENTS 'I believe that life is all about the relationships you have with others, but also the relationship you have with yourself' 'Sales should be the perfect relationship' 'When humans are successful, the universe wins' 'Our experiences have led us here. Now what do we want to do about it?' VALUABLE RESOURCES The Relationship Guy Podcast - https://omny.fm/shows/the-relationship-guy Matt Elwell LinkedIn - https://www.linkedin.com/in/matt-elwell-974943118/?originalSubdomain=uk Elite Closing Academy - https://eliteclosingacademy.com/ ABOUT THE HOST I am John Kenny, The Relationship Guy - Coaching people to experience healthy intimate relationships. John is an Author, Documentarian and public speaker. Having spent a life choosing unhealthy relationships and self sabotaging my own success, I now coach people to live a life they choose. www.therelationshipguy.co.uk CONTACT METHOD Facebook - https://www.facebook.com/johnkennycoaching LinkedIn - https:www.linkedin.com/in/john-kenny-coaching Insta - https://www.instagram.com/johnkennycoaching/ Twitter - https://www.twitter.com/johnkennycoach} YouTube: https://www.youtube.com/channel/UCHTj9x6Tlo7lcIJITyx-tgQ Clubhouse - @relationshipguySee omnystudio.com/listener for privacy information.
EP 047 - Serving, Selling and Closing Online with Matt Elwell and Ian Luckett
IT Experts Podcast with Ian Luckett
In this episode, he shared powerful tips on how to smash, destroy and kill any reservations, issues, and challenges that IT & MSP business owners have around prospecting online, how to talk to people online, and closing online. Matt shares how he believes that human-to-human interaction built within the structure, despite technology automation and marketing, plays a very bold part in sales, now more than ever. He and myselWef then continued to share how Sales is all about the service element. A lot will sell a product, but the big money is in the relationship built through trust. It is important to be clear on your company values and live by them as well. Matt then went on to give great tips on prospecting and connecting online. The key thing in prospecting is qualification. Matt and I then tackled optimising social media to create awareness for prospecting. We discussed how it’s important to be clear and obvious on what you want people to want from you. Then, connecting is a long strategy so it is important to make sure to have a conversation with somebody and ALWAYS have a logical next step. Both Matt and I dived into more tips, the dos and don’ts in the sales process, and the importance of having a script in closing. And one of the key things in closing especially online is to work harder than you ever did and make the close effortless for your clients. Matt highlights that Sales is simple, you just commit to understand it, commit to finding out what people need from you, then decide when you are a match and work to get the results. To say that this podcast episode is full of tips is an understatement. It is LOADED with not only useful but powerful tips to help you grow your IT & MSP business. You can access the other IT Experts Podcasts here – https://innovatetosuccess.com/itega-podcast/ If you haven’t seen it yet, come and join our community in our own IT Experts App, where you can reach out to Matt himself for more tips, as he is part of our IT Experts Power Team in our IT Experts community with loads of videos and content from him for YOU. – you can check it out here – https://bit.ly/ITE-COMM You can also get a free copy of Matt’s book, Open with a Close, The Twelve Point Guide to Closing More Sales here – https://www.eliteclosingacademy.com/owac-book-offer-website If we’re not connected already, let’s connect on LinkedIn, YouTube and over here at our website, innovatetosuccess.com Alternatively, you can drop me an email at email@example.com Until next time, you look after yourself and I’ll catch up with you soon!
HMO Success Podcast Episode 13: Learn How to Close a Sale: Interview with Matt Elwell from the Elite Closing Academy
The HMO Success Podcast with Wendy Whittaker-Large
HMO Success Podcast Episode 13: Learn How to Close a Sale: Interview with Matt Elwell from the Elite Closing Academy Why is closing the sale such an important process to understand? As an HMO investor does it really matter why I should be able to close a deal? Here, Matt Elwell from the Elite Closing Academy explains why closing is a key skill to learn if you are investing in property. Not only will it help you fill your rooms and find more investors to work with, it will enable you to gain clarity on what you want and enable you to go after it and get it! Inspirational and motivational. Matt is the king of closing and you will just love the advice and positive energy that this interview produces.
Julie is with Matt Elwell founder of the Elite Closing Academy. Matt’s expertise and heartfelt approach to sales and closing has taken him around the world to support business owners in achieving success in sales and closing. They discuss why everyone should be looking for their passion and what to do when you find it. Matts passion is sales and teaching others how to get their message out there so the people who need them can be served. He describes himself as teaching sales and closing business skills with a sharp technical level and a soft spirit because sales is a human interaction and is ultimately always led by both the heart and the head. KEY TAKEAWAYS It’s important that everyone understands that selling and closing are 2 important but different skills It’s about understanding what people might need from your product or service and creating a long-term relationship that is a win for you, a win for them and for the universe. How much do you want to implement your skills to achieve success? Everyone has the power to decide to take action. You must always work towards what you are passionate about and keep searching for your passion. Money is a resource, if you can put yourself in a position where you have enough money to explore your passion for a number of weeks you will find it easier to make the decision to take action. Involve other people in what you are doing. Communicating with others will stretch your own thinking about the possibilities. When you begin, seek training from others who have been on a similar journey and share the same aspirational thinking. Choosing who you listen to is vital, it should be people who you aspire to be and share the same sort of approach and ethos. If you look forward you can look at the possibilities creatively and at what may work or you can look back to the past and reflect on what won’t work. You have to have great energy to look towards the possibilities and what can be achieved. I seek to teach sales and closing business skills with a sharp technical level and a soft spirit. BEST MOMENTS ‘Conscious leaders are always searching for possibilities’ ‘Our voice is a powerful tool that we use to convey how we are feeling’ ‘When you sell and close consciously with skill from a place a love you will always be successful’ VALUABLE RESOURCES The Life-Changing Magic of Setting Goals book by Julie Hogbin The Authorities - Julie Hogbin: Powerful Wisdom from Leaders in the field book by Julie Hogbin, Raymond Aaron, Marci Shimoff, Dr John Gray Elite Closing Academy Book Offer ABOUT THE HOST Julie Hogbin I started my career within the accountancy profession, moving on into auditing, then Learning & Development where I have spent over 30 years. In 2011 I threw everything up in the air and became a property investor via forex, trading and learning how to build websites & internet market whilst walking on fire 😊 I have worked with over 20,000 Leaders at every level of Management and Leadership for over 30+ years. In the latter years working with CEOs, SMTs, boards of trustees & Entrepreneurs. I have worked with the public, the private and the entrepreneurial sectors of the market. The Leadership messages are the same across the sectors – the application may be different but all are Business’ where Conscious and Principled Leadership reaps rewards for all parties concerned. I work with the human element of Business and my passion is enabling others to be the best they can be through providing them with the information they need to be more effective than they currently are. Unleashing potential and providing knowledge enabling the best decisions to be made for the Business, the Employee, the Leader (themselves) their families and the greater social economy. I am a Coach, a Mentor (and I know the difference) Trainer, Author, property investor and public speaker I love to travel, sunshine, smiley people, intelligent conversation, laughter, learning, networking, supporting others, property as a business, investigating ‘stuff’ problem solving, asking questions that make people think, creating aha moments, gardening and flowers and being outside. CONTACT METHOD Julie Hogbin Facebook Conscious Leadership Facebook Julie Hogbin LinkedIn Julie Hogbin Twitter Julie Hogbin Instagram Julie Hogbin Pinterest Conscious Leadership YouTubeSee omnystudio.com/listener for privacy information.
This week’s guests is our new friend, Matt Elwell. As a keynote speaker, instructional designer, and facilitator, Matt Elwell has been using Applied Improvisation to improve organizational performance and culture for over 15 years. We spoke about the benefits of developing soft skills in teams, how improv has made him a master of paying attention, and how to move your company’s service from a “want” to a “need”. This is conversation is hilarity wrapped around nuggets informative gold!Follow Matt:Website: https://MattElwell.comLinkedIn: https://www.linkedin.com/in/mattelwell/LinkedIn Company: https://www.linkedin.com/company/mattelwell-com/about/Support the show (https://www.patreon.com/inconversation)
Matt has been an entrepreneur all his life. At the age of 22, he started a small family business. He soon identified that he was up against big companies, corporations and conglomerates in the retail sector. That realisation made him take stock of what his strength was over his competitors. He Proceeded to compete with these big guys by providing an honest transparent sales process. In his early life, he also worked in the sales department of a photocopying industry. He is currently an advocate of asking powerful questions while asking your end game question first. He believes in transparency. He is the co-founder of the elite closing academy and a serial salesman. His message focuses on the ancient art of closing. covering the power of language, how to avoid fear in the brain, which causes prospects to stall and object and techniques that can be used immediately, including 6 words that will double your conversions.
Matt Elwell is a sales trainer, public speaker, author and founder of Elite Closing Academy. Matt explains how to close a deal, what to do when somebody doesn't want to buy, how to spot a salesman and the importance of personal branding. Get your FREE copy of 'Open With a Close' here: http://bit.ly/3e4PXotCheck out the Elite Closing Academy here: Eliteclosingacademy.com
EP007 - The Ancient Art of Closing with Matt Elwell and Ian Luckett
IT Experts Podcast with Ian Luckett
Today I interview a great friend of mine, Matt Elwell – founder of Elite Closing Academy. In this episode you will learn the difference between Selling and Closing, and more importantly how the different elements of this process to help you close more business, convert more sales and help more people. All we did today was talk about the Ancient Art of Closing Sales. Essentially, Sales is an important process but understanding how we close is crucial for any business owner. Matt’s point of view is that his learning came from a very young age. He had a great Sales training when he was working for others and this has put him in good stead. Also, He added that during that time when he was working he knew that his company didn’t have a process or a system for closing business. He soon realised that he needed a “way” of creating a better human to human connection. The power of voice, the way we speak, the words and language that we use has a huge impact in closing sales. Matt mentioned that People don’t want being sold to because of previous horrible experiences. Most sales people don’t listen and they don’t ask great questions. Being able to close doesn’t mean taking money of people. It means the logical next step on the journey – once you master the logical next step on the journey on the prospecting cycle that’s when the process becomes much easier and more natural Matt has 2 key teaching on the subject; Prospecting journey – “Understanding the caterpillar egg into a beautiful butterfly.” Understanding the lifespan of your prospects and/or customers. How long it takes somebody to go from cold to sold- from caterpillar egg to beautiful butterfly and most importantly, understanding how to nudge your prospects through the process and knowing how many contacts you need to have before they are ready and you’ve earned the right to ask a closing question. Understanding the Serve Sell/Close Cycle – A lot of business get that wrong because they are serving so much that they forget to sell and forget to close. This can be really frustrating particularly in Consultants. I find them full of information, full of strategies and techniques, experience and knowledge. All the things that they want to tell people about but actually that is the real problem because if you are telling - you are hard selling. The power of the serve sell/close circle is to understand how to serve sell and close at the same time and understand this key concept. The highest level of serving a prospect is to sell congruently and sell well and close somebody that needs what you do. Closing is serving on a high level. Ian asked about the clients and the prospects that are fighting on price. According to Matt you have to look at your own beliefs around money and price before you can master this part of the system. He added, the thing that is very helpful and interesting to consider in 2020 is to replace the word “Price” with “Investment”. If you really want to increase your conversion in 2020 and grow your business then you must go towards the pains and the problems and the challenges that your prospects are having that your service or product solves. In many cases, if you use the word price it will always be too much and if your sales or your process is around money then you’re really going to struggle. The System we use is the PUNTq system for serving: Pain – You must solve problems and pains and challenges Urgency – if there are no promises there are no urgency Need – find out what they need to solve that problem Trust - asked question to build an enormous amount of trust Matt said, if there is really a solution to a problem then people would really consider investing. When you are the solution to the problem; money is never an issue because they can see the value to their money. The Q is then the high quality question that you ask. He added, there’s always an investment for time, money, thinking, energy, mindset, and attitude – but my advice is to focus on results because people pay for results. Moreover, you have to position your price at the very beginning of the prospecting journey and then ask these powerful questions that linked to pain, urgency, need and trust. Other than money/investment/cost/price give me 5 of the reasons why us working together would benefit your business? What are you criteria other than money can make you decide to use our product or services? Ian asked what is it on the prospecting journey that people aren’t going buy you or aren’t going marry you that we need to understand when nurturing the brand new prospect. Discipline Certainty Process They also talked about the difference between Selling and Closing. Selling is getting to the point where they want to buy and Closing is when they actually buy the product. However, Matt believes all the selling is done on an individual contact prior to a written proposal. Like a caterpillar and butterfly system - It’s a game of two halves; Understanding and asking powerful questions, finding out pain, urgency, need and trust. When you decided that you and your prospect are a good match that’s when you start sharing quality information. Now, the moment you’ve than done that is when you need to stop selling and start closing. When they believe that you have that information that will help them resolve their problems. Ian states that, testimonials and client results will also help you build your own credibility and certainty. Matt added, you must be certain within yourself. Sell it to yourself first. You have to be actually sold with the business you are selling. Asked these important questions; If my business is not here who suffers? When you founded this business - what is your strongest reason of doing it? And more importantly, if you weren’t here who’s got a problem? ITS Quick Fire Round 1) If you were to 'bottle' one part of your business journey and sell it, what would that be and why? Knowing the difference of when to stop selling and start closing. Follow up question: What signal would you expect to get from somebody when the prospects are really warm and move towards the closing? You will know the moment when you should ask the big question. 2) What is your biggest learning/regret and advice to listeners when scaling their business. People - Your business is only as good as the people that operate it. Identify the skills that you don’t have and hire people who have those skills to fill that role. 3) What is your favourite App on your phone and Why? Elite Closing app. Guest Details To contact Matt Elwell, check out his social media accounts or Visit his website: https://www.eliteclosingacademy.com/sales-accelerator And/or download his app: https://apps.apple.com/gb/app/elite-closing-academy/id1468828449 Links and Resources If you are looking to scale your IT / Tech Consultancy Business and don’t know where to start, then check out our IT Experts Growth Academy Group on LinkedIn - a collaborative and safe environment to learn the foundations to IT and Tech Business Growth - click here to request access - https://goo.gl/weymKj You can also download the e-book by clicking this link - http://tiny.cc/ITE-Ebook19 Quotes Remember this one key thing; Become the solution to a problem and your business will grow because when you are the solution to a problem that’s when you become very relevant to other businesses and people. – Matt Elwell
Believe in your value! Interview with Matt Elwell, Founder of The Elite Closing Academy
Martial Arts Business Podcast
What do you believe in? We can’t sell when we don’t believe in what we’re offering. Believe in yourself, your talent, your services, so they could also believe in you—therefore, enrol in your MA school! In this episode of the Martial Arts Business Podcast, Matt Elwell, the ultimate expert in making sales and closing deals comes back to the hot seat just to say, “Believe in yourself!” That’s right, quite basic, if we’re being honest, but it’s the most difficult and complex thing to do, especially if we lack confidence and refuse to defy the norm. Your martial arts business can compete with others and excel to the very top…believe them. Tune in as Gordon and Matt share some great point regarding this topic. They also discuss topics around pricing, MA training, and many more. Tune in now! KEY TAKEAWAYS 50% of all trainings revolves around your mindset and a set of beliefs. If you believe that your talent, your service, is worth the price you presented, then there won’t be a problem, since people can see that you believe in yourself—people buy that. Being certain on what you can do for yourself and for your clients can go a long way. People trust you easier when they see credibility. Let your belief drive them to cling to their own beliefs. Matt advises that you choose a pricing range that works for you. It is only then that you tweak it for maybe a chosen few people for a limited time, if it becomes difficult to operate. Always make people believe that what they’re investing in will result in their career or personal growth. Also, in for your team to perform their very best, they have to feel that you believe in them. Encouragement and understanding are important since they’re with you on your journey to grow your martial arts business. BEST MOMENTS “The downside of having inherited beliefs is we never challenge them.” “We have massive value but pricing it is a huge problem.” “When you carry that level of certainty within you, and someone challenges you on it, you’re up for being challenged.” “Repetition is the mother of all skills.” VALUABLE RESOURCES The Business of Martial Arts by Gordon Burcham ABOUT THE GUEST Matt Elwell, CPLP, is the Co-Founder of The Elite Closing Academy, the No. 1 authority on Possibility Thinking, and the Creator of “Open With A Close.” He has been in sales since he was 17, and he has also run his own seven figure business. Right now, as a Possibility Coach, has been mentoring people on how they could grow their business by learning the skill of closing. The Elite Closing Academy - https://www.eliteclosingacademy.com/ ABOUT THE HOST Gordon Burcham is a best-selling author, 3 x World martial arts champion and award-winning Martial arts school owner. He has helped 1000s of Martial arts schools grow and has over 20 years of experience running martial arts schools. Gordon has been training, teaching, and working in the Martial Arts industry for nearly twenty-five years. After earning his first black belt, he went on to win three consecutive World Titles against guys half his age. In 1998, in the midst of his competitive career, he launched his own dojo which still runs today. After retiring from the competitions, he decided to focus more on helping others in the MA business while still running his club. Burcham has trained with industry giants like Alfie Lewis and developed his street-smart business attitude working with top business coaches. He is now considered one of the foremost authorities on peak performance in the business side of the MA industry. He has proven his techniques work through the transformation in his own personal life, athletic career, and business as well as those of his coaching clients. Burcham teaches that success is the result of forming good habits and moving forward. He is a real-life success story going from bullied school kid to earning multiple world titles, and his MA school is currently one of the most successful in the UK. Gordon loves self-development and helping others, enjoys travel and family time. He is now learning how to fly planes and pursuing a speaking career! Learn How to Become Black belt in Business. Learn -Develop - grow and you will succeed. CONTACT METHOD G Force Martial Arts See omnystudio.com/listener for privacy information.
UberNeuro: An exploration into Neuro Diverse Super Heroes
Welcome to the monumental 20th episode of UberNeuro. Wow! We are 20! And we've loved every minute but today it's a special episode indeed. One of my mentors is a guy called Matt Elwell. He runs the Elite Closing Academy (https://www.eliteclosingacademy.com/) and his family have been through a fair bit. I'll let him do the talking but the learnings from this podcast were immense for me. And I am sure they will be for you. What more could we possibly do to convince you to give it a listen? As ever sharing one's story is valuable for the sharers and those listening, with or without a NeuroDiversity themselves, or indeed for those parenting, mentoring, coaching and working with anyone with a NeuroDiversity. ============================ UberNeuro explores the world of Neuro Diverse Super Heroes. My son was recently diagnosed with Autism (ASD) and to inspire him my mission is to interview amazing champions and winners from the worlds of business, sports, film & tv, music, etc who have triumphed despite (or often because?) of their neuro diversity. We will ask them three questions and see where the conversation takes us over 10-15 minutes. What challenge did you face? What happened next? Where are you now? The only question that remains is who should we interview next? WEB: uberneuro.com TWITTER: twitter.com/uberneuro INSTAGRAM: instagram.com/uberneuro FACEBOOK: facebook.com/uberneuro