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    Grant Cardone Sales Technics.

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    Grant Cardone Sales Technics.

    Copyright:

    Public Domain
    Download as PDF or read online from Scribd
    Flag for inappropriate content
    2K views22 pages

    G. Cardone Sales Technics

    Uploaded by

    Destovi
    Grant Cardone Sales Technics.

    Copyright:

    Public Domain
    Download as PDF or read online from Scribd
    Flag for inappropriate content
    of 22
    GRANT CARDONE Biggest roliow-l Mistakes — FBOOK NOT MAKING THE CALL The #1 mistake in sales is never making the call. You're too busy organizing, searching the CRM, looking for a script, thinking about what you're going to say, trying to find what Grant Cardone Sald—MAKE THE CALL. 48% of all sales people don't make the call. ALL you have to do is make the call And then you're at least better off than the 48% of people who don't. | don't care what you say, if you don't know what to say yet-MAKE THE FRIGGIN CALL. And the more calls you can make, the better off you are. They told you they aren't going to be home today? CALL THEM. | don't need them to be home, They're out of town? CALL THEM. He said he's in a meeting. CALL HIM When you're spending time making “reasons" not to make calls you need to be unreasonable and make the call |" walk in my sales room, get a cell number and call before | even know what I'm going to sell them. SHOW UP Greatness will not find you until you show up. Creativity will not find you until you take action. NOT MAKING ENOUGH CALLS Not enough contacts, frequency, not often enough, volume—all of these describe the second most commonly made mistake in sales: not enough calls. 80% of all sales are made be- tween the 5th and the 12th contact. The average sales person doesn't make any calls, The num- bars are ridiculous. You need to make at least 5 requests to make the sale. If you think it's going to be one, two, three or even four calls you aren't going to make it. Your buddies are with you and you campiain no one ever calls back, no one ever picks up—act like a grown up. This is the real world. You're not making enough phone calls. You're not making enough emails. You're not sending enough texts for anyone to know you exist. It's the same problem for you on social media—you don't exist. You Tweet twice a day into a sea of 500 million Tweets that go out every day and expect people to notice. Five to twelve calls, not one or two, is what you need to think with for follow up. You need to rise above the noise. CALLS NOT ON REGULAR BASIS Your calls need to be on a regular basis. Randomness, one call now another call in 30 days, 3 months now another one—you need volume and you need frequency. It’s like working out. You can work out once a week, different days every week, skip weeks—who cares? You aren’t getting results you're just getting pain and sore muscles. Just stay home and eat cookies, ‘The way for the workout to work is to do it every single day. You're going to feel better about your self, create a discipling, it's going to create a differant solf estoom. The samo goos for follow up, the calls, ‘the emails and the contacts must be regular. “With follow up, be the stream, not the rock.” - GC Be consistent and regular, there all the time. When you call people back with regularty will start to build your persona in the marketplace and take you out of obscurity. You become dependable, trust worthy and become the contact to give a contract. WAITING TOO LONG TO FOLLOW UP Waiting too long is a major mistake in follow up. The speed at which you can operate will give you a tremendous amount of leverage in the marketplace. Follow up within the first 60 seconds increases chances of conversion by ~320% Imagine that? Just by doing something FAST increases your chances by over 300%. Why would speed be 30 important to your customer? Speed is certainty. Speed is security. Speed ‘says you're the only person. When someone jumps up and confidently says, “Follow me. | know where I'm going” you're going to follow him before the guy who stands up and seys, “Well, 'm not sure, | think we should try this...” Don't wait too long to do your follow up. If you have their number follow them up—don't worry about your CRM, if you're organized or what you need to say. If you know where they live, drive ‘over there and follow up. Waiting too long... Don’t do it to yourself, your customer or your business. LACK OF VARIETY IN REASONS TO GALL Lacking variety in reason to follow up is a major mistake. In a transaction you can't just keep repeating the same thing over and over to get a deal. Not unlike working with your kid every day—you need variety or you'll got bored. ‘You can't be dependent upon one mechanism. It doesn't matter if you like handwritten notes, it doesn't matter whether you like phone calls, it doesn't matter if you like leaving a message—this is for them, not for you. Because you lack variety you become predict: able and run out of reasons to follow up. Use the whole gamut, use everything in your arsenal: * Handwritten notes * Personal visit Ihate personal visits. | hate getting into the car, driving across town, walking in—but personal visits are so powerful you have to make that investment. You have to be willing to do the things you don't want to do and use the full variety. That is what will show your client that you are there for the long run, you're creative, you have solutions, and you're willing to do whatever it takes, whenever it takes, however it takes to get the job done, Use variety. Don't get too comfortable and too reasonable with ‘the same old mechanisms. Add variety to your reasons to follow up. NO GLEAR PURPOSE IN THE CALL Anather mistake is no clear purpose for the call, the contact, the personal visit, the text—you need a reason. ‘The way | start my calls has always been the same: “Hey, the reason I'm calling you..." | tell everybody the reason up front. Think of this scenario: you're meeting a client, you have an appointment, | need 8 to 10 minutes max. My intention on this call is to have my product on our product before I leave. My intention wasn't to be there to ask about the kids and how everyone is doing. Some people like that, maybe that’s good for your client—if it is, do that, but make sure you are there with a clear intention and purpose. Was your clear purpose or reason to find out about the kids? If it was, don’t present your product—you see what I'm saying? But if your purpose was to ‘make contact, to show them your product, to got a decision then why don't you make your attention clear up front? Even i you're going to present to an individual, a small group or an auditorium full of people—doesn't matter—always let them know what your purpose Is up front. Just be honest about your clear purpose, and youll always have one, NOT LEAVING A MESSAGE More sales people do this, than don't. *! don't want to leave a message, they'll think I'm desperate. I've called them so many times, | don't want to leave @ message.” Why not?! You are desperate, who're you kidding—are you hungry for business? Then let people know it! I don't know why so many people are hiding behind this idea of not looking desperate. Look, 'm trying to grow my business—l'm desperate. Every time | call someone, | leave a message. Every time | make a visit dow the street, | leave a business card there with someone—even if "ve been there 3 times that day. | want their business. had a customer tell me their boss told them a story of how Grant Cardone visited his office every day 20 years ago. | went in, waited for an hour, didn’t see him, went back to my hotel. Did ‘this for three days, and then started going twice a day. In 7 days | visited their office 10 ‘times—and never earned his business. But he's been telling his employees about me and now | follow up for 20 years. Be the stream. Whether you're on the phone, leaving a message in person, or emailing NEVER make them feel bad, just leave a message! Always, always, always leave a message. NOT COLLECTING CRITICAL DATA FOR FUTURE SALES This is a mistake in follow up, whether you sell cars, watches, furniture, investment portfolios or work for a bank you need critical data for future sales—other potentials. Understand this, | bought a watch recently, had the watch for a day, and was already thinking about another watch. | bought my wife a Range Rover and by the time it got delivered | told my assistant if they follow up ask them what it would cost to get a white one. As a consumer I'm literally thinking to reinforce the first purchase with a second purchase. Have you ever been to a furniture store? Went in, bought some furniture, and on the ride home thought, “Why didn’t | buy that side table? Wish we had grabbed that lamp. Why didn’t we get the matching bedding?” Happens to everybody. People who make investments make their initial choice and then immediately wonder, “Did we invest enough?” If you're not collecting critical data and not looking for future sales is a mistake. Always end these calls looking for other potential sales, looking for buying cycles and what's next. CRITICAL DATA: Collect it, log it, look for it, have it. NOT ASKING FOR REFERRALS “Who do you know? Who's most likely to buy a product we have or use our service? My busi- ness depends on people like you doing business with people like me—Who do you know?" When my wife calls delivery for dinner, | know people ‘who want delivery. | have a $4,000 Kangen water filter. | actualy know more people who want and can buy that machine than the guy selling it, There is no rule, just know this: ° Ask * Ask often * Ask frequently * Keep asking for referrals It's not going to offend anyone. If you provide more value for your product than the price, it won't be a problem asking for referrals. DON’T SAY: “If you know anybody, send them my way. DO SAY: “Who do you know that would benefit from my product or service?” NOT ORGANIZED TO STORE DATA Look, this is one of the three biggest mistakes I made in my career. | had no CRM in place, | wasn't collecting the data fron my phones, | wasn’t committed to keeping the data throughout my entire existence. Contacts or contracts—always keep the data, always update them, Even if you leave a job, do not give them up. Keep them updated. Keep them organized. It doesn't matter what you were doing two years ago. It doesn't matter that you aren't in this business or that business, because you're still in the business of people, the business of taking care of people, the business of bringing a great attitude, a great service and a great value. And the people who did business with you three years ago or thirty years ago they are great contacts and you'te going to need them @) I ACY UES cle This Is a policy that is f CNA TereC ICR memes) oe aR ER ee ee a ent et Sn eee gt gen ee In addition to making sure you are seated when you close, keep your eect on a a teense om eed suggesting that you are not done. Do not overreact, stay seated, stay CEM na con ue oA eed oe coc eT ae a acu cun Gre ete ca enc ect LL ene et rao te WR RN ao races @) Always present your proposal in writing. Coo a aera Mat a ee Te nO Oe eC nme CUR a oy Ta ee li a RCN ee ae a ce ecto Es a RG a ee Ce ac ma Anything offered or points of value that are included or expected should be written down for all to see. Example: If your product or service has a warranty that is standard in your iene na eC atsenhyauree (ieee am ava mrt Ame te eee en eeoc se ee en offer because it is included, they forget to disclose it aga Peete acne Cate Ro eRe eee ee Ca Rn Rec amr Rome Rn UCU eA a ee 6) Always clearly communicate e your proposal. Teac uaura cae UN Recut ae c PM un M eee Ae ae Cor ae ee CCC mem ea mim eo tune Ce! Um ae Oe ese ae Re Lol USS Mere eects secon Sa a Oe ae ee nee ea Te eC confidently and has enough energy to make sure your words reach the Creare te Ne RE a Ree Co. ee aa anu. ene: i ce Ca using recorders and video to ensure | was confidently presenting my offer. aCe ee ee RRO cad communicating clearly all the terms of your offer to the buyer. 04 Always maintain e eye contact. Tam acu ee MCC oo Cean Cc ole es eee CUCU ae re eee el Brett tliceaa anna This is a discipline instilled only through practice, and you can get better Pa aca eG ean gion urate Crean ee ecard cen an aed coffee shop and say hi. Walk down the street and ask someone a CN Me Rom Cu LACE mae kara ne cetera ante prospect. It suggests interest in them and confidence in yourself, your products, your services, and in what you are proposing. The customer will Cena ete LCC te conse cect Rea a enema manta str OS PAW EN eMare Vou ola NTI lol Panola anise Cel ae ees aS en without a pen and contract. | remember once | was closing a deal on RUN ese eee sie acc gett tos Erma ees a eC Ua et nae ee ele] Cle Re RCC ER Clee Meee Coe Cola RY Le ae ready to ink a deal and close it. All agreements require signatures and that requires ink. If you are able to Re sate ac uC er ie mt VEE me close by, but in hand ready to swing into action. Keep a pen or electronic Se See Sun ee eka an eee a) Bronte Tea SI CMC ne Rene acy nice professional pen that portrays you as a pro. Invest in nice things and Pose Seu eek OMEN ae el ess aon) @) Use humor to relieve pressure. Seu neues ee cee ere eee through stories, and everyone loves a good story, especially ones that relieve Peice iene Te emcee meu em es nena Pea ae Ria eat esl eee Remon ie Pees gear ee nal CUE Da aU Ca ae aceon a a to feel good, to feel positive and that reminds the buyer that life is to be enjoyed, not endured. Any humor that can make people feel good, inspired, or hopeful is always appropriate! People are more likely to make decisions when aes ek one People pay more for entertainment than they do for an education. Why? When the buyer is concerned about the money, | might try, “better to live rich than CMa Oa eC ake ae eC m ncn Cee Rn ee ne aT ere v zp Always ask one more time! cee ee eee ee a eee producer. To continue to ask, persist, end to figure out another way to circle back after being told no and reposition yourself to ask again is ultimately what will make you a great closer. This requires you have e deep arsenal of techniques and a complete understanding ofall the Cosa cones ON ata or Persistence and this requires you to use all the closes until the buyer is finally saying yes! Ce eee ar neta eC Re karen thing because it was rude. “Can't you listen,” ‘don’t ask me again,” and “you are so stubborn,” are common negative responses to persistence. Asking again, and again, and again is the sign of someone who knows how to get what they want in life. Persistence isthe sign of Breer aes “Winners never quit, and quitters never win.” To persist and ask another way means you are eee ce ere ane ea tee ene eer mer aa oe eee ene ee Role play using the closes and try one more time even after they have said they are done and vou have tried ten different ways. See how strong you can get this persistence muscle, and like any. muscle, it will get stronger! Drill it until you are not being obnoxious, rude, or il Dn eee cee Tea id Always have an arsenal of O08 closes available so you don’t 5 repeat yourself. Nee ae ae eee a ote eo Om Te variety to handle all the various customer types and objections. CCRC Met ceo me ee ace med Fee eee a eee ee ice een Mg Cee esearch Also, you need a complete understanding of your arsenal, not just a familiarity. Cie oa Oe eeu acm no a a addition to keeping these rules with you and referring to them daily, you would Pee ee ane eM RM Ree nea eed or CardoneOnDemand.com for the Automotive Industry. These programs have Poet oe en ee ik cee Rc cori CT eu Tey Aten eee ee eu ae eae ote who, on these programs, have 10X’d their income. coe eM uN uC Run) any order and with complete confidence. Always stay with the buyer and 09 reduce the number of times * you leave the buyer alone. eat ache een ment mcm eet MCN eye elaeh ss) Pree LN MOT g i ol get lutea ge UC a et ltt) er eo ee Ch Oe ae elt and uncertainty in the mind of the buyer. Car salespeople are notorious for leaving their customers and going back and forth to their managers to check on one thing or another. This is the greatest pet peeve of car Cee me ic erect hee coe Ree ee eee aCe oe cen cee Cree ens NOTE: This does not mean there is not an appropriate time to leave a Cage eee TL Ss (gt ee ea eR CT or een aaa gee 10 Always treat the prospect like a buyer. een neue aoe a oa aa more the mistaken ability to determine who is a buyer and who is not. Sa eee eel eee aC ee rc when they made this error and it cost them business. Dara Some Rc uote ca NS person would close and because | treated them like they would, they did! Cre eRe ee en eon etd maker, can’t make a decision—regardless of what you hear, always treat the PU eee I have this little trick that | play on myself when | am in a close: | survey the prospect for all the signs that demonstrate that they have bought in the past. The watch, the shirt, the suit, the necklace, the car they drove, the house the Nears ace ne eee nea actually demonstrated the ability and history of closing. Regardless of what free Ae kn ae ae eee Eau aU Ret ce a “i Always know you can come « toanagreement. This is a mental attitude that has to be further developed in all of us and that ST cee tetcte Mie ue oe aca me ee) maintain that we can come to an agreement, no matter what I am told by the Cm ec me ea ee One) Peo eae ae ee Ue uae ey eR Re cae e ane a coe as though it were 2 disease that kills, and be assured, it does. People spend billions of dollars trying to protect their bodies from diseases and Fan oes eee Ree cen cs of: “we can’t do that”— “it’s not possible’— “there is no way” and on and on. Newspapers, television, and radio are the disease carrier and cancers of our day, spreading misinformation and mental contamination that wrecks oe Oe ee cee eg Siem eee Ren aC ecm eet Cae Ca making sure you always maintain a positive mental attitude throughout the ee Always maintain a positive demeanor ay Wi no matter the response from the buyer . or, for that matter, from your own management. (eee eee oa ea am na aca Cee Cae rena at ar ea maT eee eed Cee or ee ere ec et mee cence een ec een eee eee eae ee ree eee ee ee ee Cee ie eee eon a eet res Cee eee Peat Pen eee ere Mun Ret ar ca nee ete a a critical that you control your attitude regardless of the customer's. When you go negative due ene a eee ne mets iegative and you stay positive, it only makes you look that much better and more attractive De ene ce SR eee eee ere ee eee eet esse eee eee ee eee Re er a Cen CR Ce ee eae ae ee a a Oa a ee a ee ced Posen ee een ea eee ae eT say, “Those that can stay positive no matter what is happening eround them will inherit the renter ai outcome, response, objection i a Always smile no matter the * or communication. This is not just about your internal positive attitude, but also this is regarding Ste Cee cue na nc) Pac ete ie een ee emu enna Ran Recon Sr ue n(n ce ese aaa ean a you will see the financial value that awaits you by rehabilitating this ability. a een eee ae eC encounter including arguments, disagreements, when you don’t get your way, EUR WRU eos CMa ree ORM Vy DeSean ee a cle negotiate, overcome objections and close with a smile. Have you ever noticed Raytech oe eu ee ae Sree et au a oe ee cee RU a eal si Always treat the buyer like they can! DEN Re eC a read Ree ae ee une ee Sn ee) Ce eee ace CnC ee crm aoe Ceci: Rc Mae re ec ae ee cae someone who is going to buy, who is going to say yes, and who will ultimately Coe rane ee er Be ae cL acc enya play. In Sell to Survive, | told a story about how I closed my wife. | used this exact premise whereby | always treated her like she would be my girl and never Beene en een Minne ete Ae eee re aCe Ce eee ey Ceo ee ace ec eee as though | can do no wrong in her eyes. Sooner, sometimes later, | close her Ca Reece aCe pod ee at naa for any offer or communication i Cs Always acknowledge the buyer bam WaT e\ tae) .

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