Chapter 3: CREDIT: KEY TO SUCCESS IN SALES
No commitment equals no results.– Grant Cardone
EVERYONE’S DESIRE AND FAVORITE IS THE SAME
Sales professionals around the world tend to agree with the above statement,
and I believe you yourself will follow the same trend when participating in the following mini-game:
1. Pause this book for a moment and hold up three fingers in the hand of your pen.
2. Think about a certain type of flower.
3. Then you move on to thinking about a certain piece of furniture.
4. Then think about any color.
5. Think of a number between 1 and 10.
The result is as follows:
1. 96% of people put up 3 middle fingers.
2. About 50% think about commissions.
3. 1/3 of players think of a chair.
4. There are dozens of colors to choose from,
but 60% of people choose red.
5. About a quarter of players think of the number 7.
My implication in the game above is
that there are many similarities in people’s habits and ways of thinking.
That shows that there are many similarities
between customers no matter where they are,
what job they do and what kind of life they want.
One of the strengths of this book is that it helps you learn
how to leverage those similarities to convince customers to make a purchase for their own sake.
Treating success as an option is one of the major reasons
why more people don’t create it for themselves. – Grant Cardone
TALK WHAT YOU KNOW CUSTOMERS WILL SAY YES
To succeed in life, succeed at being yourself. — Napoleon Hill
Unlike other sales trainers,
I don’t want to talk much about the principle of averages.
My guess is that from the very beginning,
the sales manager told you that if you had enough exposure
With the right number of customers and the right audience,
you will be able to sell.
“Make “enough” phone calls and you’ll make some deals.”
According to them, calls can bring you a sale.
If you don’t dare to call, you will have nothing.
So far, I still agree with the above statement.
In general, we can believe in the principles of averages,
but sometimes there are certain mistakes.
For example, a close friend and colleague of mine,
Mike Frank, has made more than 19,000 “heartwarming” phone calls with customers
and he has realized the key secret to successful implementation.
everything according to the rule of average is:
(1) Make a sufficient number of phone calls or product presentations;
(2) Try to be as efficient as possible in each phone call;
(3) Recall the things you have said or done right,
drawing out the things you can do better, more effectively.
Fast is the new big.
Perfection is the killer to production.
Perfection is basically a symptom of procrastination. – Grant Cardone
If you have no vision of yourself in the future,
then you have nothing to live for. – Les Brown
I believe all the sales people in this world including you don’t like the principle of averages.
The question is:
What do you want to achieve in your next client meeting? A successful deal?
And what about the next deal, the next one?
You may not want to make every deal,
but you certainly want to get the next one.
How to successfully make a deal with a customer in the next meeting?
In my opinion, you should start and close all deals with absolute confidence in eventual success.
When faced with customer problems such as no need,
no money, no motivation, no desire,
trust and credibility are the most solid fulcrum for you.
Success tends to bless those who are most committed to giving it the most attention. – Grant Cardone
WHAT IS A BENEFIT?
Successful people maintain a positive focus in life no matter
what is going on around them. — Jack Canfield
You need to answer this question before reading the next section:
in your business, what is the average commission for each sale
that is about to succeed?
The sale is about to be successful,
which means you are really sure
that the customer will take the pen to sign the contract.
No matter what industry you’re in,
I’d ‘bet’ the commissions will be the same you
or I will get a huge intangible benefit.
In other words, it’s not enough just to be about to succeed.
One of the things that discourages the sales professional most easily is that the deal is canceled
when he is almost done with the deal and enjoying the feeling of winning.
However, this is still a common occurrence.
Don’t watch the news… make the news. – Grant Cardone
THE EXISTENCE OF PSYCHOLOGICAL FACTORS
When life presses in on you the hardest,
that is when your breakthrough is near. – Les Brown
If you want to become a true sales professional,
you need to understand something about psychology.
Have One principle that we always emphasize in this book is that:
You can have everything in life if you know
how to help other people get what they want.
My point is that I won’t teach you how to close a deal
because once you’ve done it once,
you’ll definitely know how to do it later.
What I want is to help you improve your success rate right from asking probing questions,
giving presentations, or introducing products.
If you understand the importance of these three factors,
your success rate will be higher.
Well-closed deals first look at the good sales process,
the good sales process that happens
when the salesperson is a nice person
(the question is: “Are you a good person?” good
Second, this book helps you get the “instinct” to close the deal, and eventually,
you’ll learn some more important closing methods.
Instinct or intuition, which women are often more sensitive to than men,
is essential to sales and needs to be developed in both men and women.
Your natural ability will help you become a real “buying consultant”
when you see customers have signs that they are about to make a final purchase decision.
You need to help customers solve their problems by buying your products, goods, or services.
If you can improve your sales success rate by 10%
(I am sure if your sales success rate is less than 60% then 10% increase is completely achievable)
then Your sales will increase significantly
and you will also have more time to pursue bigger goals.
You can’t reach your potential without haters. – Grant Cardone
THERE ARE LOTS OF THINGS
Don’t try to be perfect;
just be an excellent example of being human. — Tony Robbins
I want to emphasize something very important:
many salespeople have the illusion
that simply applying the right closing techniques can significantly improve sales.
However, I would say that not only closing
but any part of the sales process is equally important.
How to have a good ending if you have no customers?
How to close a deal if you don’t know how to schedule an appointment with a client?
Even if you know how to close the deal quickly,
you still can’t create “pressure” to make customers want to buy from you.
The more persistent you are in persuasion,
the more likely the customer will delay or worse, they will get angry with you.
You may be surprised by the title and structure of this book,
but my aim is to help you work through the stages of the sales process efficiently.
When you find a potential customer,
you have entered the first stage of the sales process.
You will move on to the second stage if you can arrange an appointment
with the client and when the lesson is done
An impressive presentation means you’re in the third stage of the process.
If you’re not making any progress,
you’re wasting both your time and the customer’s time.
The final step, ie completion or end,
is similar to scoring in sports, it determines your high, low and “win, lose” scores.
Sometimes the “small” things decide the outcome of a deal.
In the field of sales, there are seemingly “small” things
that determine the success or failure of the deal.
A cocky girl will have a crush on you if you call her “kitty”,
but it will be “big deal” if you call her “cat”.
Tell your lady that she is as lovely as the early spring breeze,
you will score more points in her eyes
but if you say she is the late winter wind you will be in big trouble!
When those “little things” work for you,
the end result will be very different.
That little thing could be just a clean polished shoe;
is a suit, dress, or garment that is ironed;
neat head of hair; serious tie or appropriate, fresh makeup.
It could also be dressing too shabby or too shabby; a smiling face,
considerate attitude, courteous and always attentive to customers’ valuable time
or ability to work with a plan, have good manners,
know how to say sincere thanks , homely…
It’s impossible for me to list all the seemingly “small” things,
but a recent analysis shows that some of the “small” things
that customers care about are your confidence,
enthusiasm your love in helping them find solutions
and a sense of pride in providing the best products
and services to customers at affordable prices with the assurance
that they are in the best interest of the customer.
Don’t go to work to work. Go to work to prosper. – Grant Cardone
WHEN SHOULD END A TRADE?
The turning point in the life of those
who succeed usually comes at the moment of some crisis. — Napoleon Hill
Many salespeople have the same question:
“When should I close the deal?”.
From the very beginning,
I have heard many salespeople and sales trainers say,
“It can be close early, close on time, or close late.”
In many cases that advice sounds right,
but it’s clear that by closing too soon,
you’re likely to miss out on real opportunities to make further deals.
So how and when is it considered “too early”?
“Too early” is when you close a deal
before you have established solid values in the customer’s mind about the product
or service you’re offering.
Customers only buy the benefits brought by the product,
no matter what it is.
If you’re just trying to close the deal before creating value for the product,
you’re just a “hard-working” salesperson
who wants to close the deal to keep moving forward with the next customer
without really caring about needs and wishes
What is the customer’s wants.
It seems that you only care about
what you want and this inadvertently creates a wall between the customer and you.
Then it is you who has to overcome that wall to make the deal.
You can completely notify the client in advance that you will require a contract to be signed.
For example, when I worked in life insurance,
I ran a sales process through just two meetings with clients.
The first meeting was to get background information about the client
and find out what needs he had anticipated,
as well as his retirement and family plans (this is really is a potential customer).
When I met this client for the second time (with the proposal),
I made a complete presentation, added value to my service,
and then attempted to close the deal.
Never take the position that things just happen to you; rather,
they happen because of something you did or did not do.– Grant Cardone
PURCHASE AND SALE AGREEMENT
Whatever you consistently think about
and focus upon you move toward. — Tony Robbins
During our second meeting,
I showed him the well-drafted proposal
and said, “Sir, this is your proposal
and it has been carefully drafted.
I will explain the contents of this proposal
until all the information given is clear and understandable.
Until then, you can decide to buy or not.”
Something very interesting happened to me.
My closing rate of successful deals increased to nearly
10% and sales increased even more.
That’s because I know to eliminate and reduce the number of boring calls
and spend more time finding new customers.
Wake up! No one is going to save you.
No one is going to take care of your family or your retirement.
No one is going to “make things” work out for you.– Grant Cardone
Chapter 4: SALES EXPERIENCE
LET CUSTOMERS “MAKING NEW DECISIONS”
Make change a tool for your success.
Let it happen,
and celebrate the possibilities. – Les Brown
When a customer refuses to make a purchase,
it means you haven’t been able to change their mind.
In order for customers to change their mind,
you have to convince them to admit that they made the mistake of saying “don’t buy”.
But look back over the past year,
how many times have you admitted that you were wrong
or made the wrong decision? Certainly not once.
Even we ourselves rarely admit to being wrong,
so how can we convince customers to do it!
When a customer said “no,” some salespeople continued,
“Oh, sooner or later you will buy it because it suits your needs.
So why don’t you buy it now?”
That action makes customers feel that you are pressuring them to admit they were wrong
when they refused to buy from you.
They will become angry and conflict more and more,
adversely affecting the relationship between the two parties.
Very successful people don’t seek comfort;
they seek success and are willing to do
what is most uncomfortable.– Grant Cardone
“NO” FULLY MEANS “I’M NOT SURE I WILL NOT BUY…”
LET ME KNOW MORE INFORMATION I WANT
Keep your goals in front of you,
and your fears behind you.— Tony Robbins
The client usually doesn’t change his mind,
but he prefers to make a new decision based on new information, for example,
“Why didn’t you tell me that the land is located in the suburbs of the city?
city and then I won’t have to pay taxes?”;
or “Why didn’t you tell me we could print on both sides of the paper?
Even though the cost of that kind of paper is higher,
at least we save a fair amount of money”
or as a new decision
“You should have explained this to the taste of the kids.
The kids don’t want to buy another one.”
Because customers are always making new decisions based on new information,
the sales process requires you to try to close the deal
as soon as you’ve created value for your product
or aroused a desire ownership of the customer’s product,
not after you’ve provided the customer with all the information.
If you wait until you have provided enough information about the product to the customer before closing to close the deal,
that is a very serious mistake!
Customers will answer “don’t buy” on their own to avoid feeling that they are “easy people”,
that they have not thought carefully before making your purchase decision.
they fear being seen as “foolish” if they make a quick decision.
In many cases, these “no” customers are actually telling you:
“Give me more information and reassure me that “agreeing to buy” is a decision.
respectable. In short, help me decide to buy easily!”
So, the job of the salesperson is to make it easier for the customer to make a purchase.
Customers are persuaded by the persuasiveness of your words rather than by your ability to reason logically.
Most of the world is seeking comfort and familiarity,
which are traps that cause you to settle for the mediocre. – Grant Cardone
WHY DO CUSTOMERS SAY “NO”?
Failure is nature’s plan to prepare you for great responsibilities. — Napoleon Hill
When a customer declines or says they don’t have enough money,
all the sales professionals in the world know what they mean:
“I won’t pay more than it’s worth.
” The truth is that they don’t feel that your product is completely worth the money you just mentioned.
The fact that you insist on convincing customers
to buy puts more pressure on customers
and this makes them even more frustrated.
These negative emotions are one of the reasons
that destroy the relationship between you and your customers.
In most cases, You cannot suddenly change or lower the price of a product,
but you can quickly change its value by providing more information about the product or service.
This means building trust and an atmosphere of open dialogue between your client and you.
If you want to get to the next level of your business,
you’ve got to be comfortable being uncomfortable. – Grant Cardone
MAKE YOUR PERSONAL BRAND
The great master key to riches is nothing more
or less than the self-discipline necessary to help you take full
and complete possession of your own mind. — Napoleon Hill
Each way of closing a deal should be an “educational” process through which you can
can enhance the value of your product or service in the mind of the customer.
A potential customer officially
becomes your customer the moment the product’s price matches its value.
However, when the thought of the product’s value exceeds its selling price in the customer’s mind,
you don’t have a customer in the true sense of the word.
Then, all the tricks, all the ways of persuasion that you create are no longer necessary.
Of course, when the customer understands that the value of that product
or service is higher than the price you offer, you have a “delicious” customer
and you also have to close this deal as quickly as possible!
Remember that you always have to face the constant fear in the customer’s mind, that is,
the fear of making a mistake when deciding to buy
even though he clearly realizes the value of the product is higher than the price of the customer.
This is the reason I want to emphasize because the honesty of the seller is the key to the success of the deal.
You won’t get much done if you only grind on the days you feel good. – Grant Cardone
NEVER “TRY TO SELL AT ALL PRICES”
In a time of rapid change,
standing still is the most dangerous course of action. — Brian Tracy
The mentality of “trying to sell at all costs” is common among salespeople with “questionable” work ethics
or those who are only interested in short-term benefits and not aiming to build a long-term sales career.
In 1974, I fulfilled one of my three dreams of having a beautiful home office dedicated to research and writing.
And I also want to get a sofa made of real leather.
As a young boy living in Yazoo City, Mississippi,
I have fond memories of “visits” to dentist C. L. Wallace’s dental clinic.
In the foyer of the building there is an old leather sofa.
I still remember sitting in that chair,
rubbing my sleeve against the leather upholstery
and listening to the rustling sound that came out.
Indeed, I had never heard of it before
There’s nothing like the sound of rubbing against “real leather”
and I’ve always wanted to hear it in my office.
When Redhead and I entered a large novelty store in town,
I told the salesman about my wishes and he led me to the sofa showroom.
As soon as I saw the first leather chair,
I couldn’t help but be happy and immediately asked the price.
I was really “shocked” because the price was only half of what I expected.
When I expressed my surprise and didn’t understand
why a real leather chair was selling for that price,
the salesman assured me that was one of the reasons
why they sold so many of these sofas.
I sat down and leaned back in the chair,
it was a pleasant feeling
and when I rubbed my sleeve against the chair,
the sounds came out just like what I had heard before.
I paced back and forth around the chair admiring it.
It is beautiful and once again I express my joy to find a leather sofa at such an affordable price.
The seller also agreed with me that it was also a bargain for them.
So I told the salesman I would buy it.
Next, I confessed that we needed a nice coffee table to put in front of the chair
and we went to the table display area.
By chance I saw another sofa that closely resembled the one I had just ordered.
Suddenly I liked this chair better, so I walked over,
examined it carefully, sat down,
leaned back in the chair and wondered which one I really liked.
I immediately asked for the price and this time was shocked to find out
that this chair is almost twice as expensive as the one I just bought.
I wondered: “Why is this one more expensive than the other?”.
He replied with a short answer: “Because it’s all leather, sir.”
“Oh, man, what is the chair I just ordered made of?
I think it’s made entirely of leather, right?”
The salesman replied: “It’s only covered in leather where the customer comes in contact,
and the bottom of the seat and the entire back are just ‘fake leather’.”
He also assured me that no one would notice the difference,
that the “fake leather” material was very durable
and the appearance was also very eye-catching.
“Hey man, why didn’t you make that clear in the first place when I ordered it?”
The salesman replied,
“Sir, I was going to tell you, but I haven’t had a chance.
But I plan to tell you before you leave because I’m not a rogue salesman.”
You can probably guess that I left the store and didn’t buy a chair.
Not only that, I never went back to that store again.
The salesman lied to me.
Apparently I thought the first sofa was made entirely of leather.
And when he saw the real sofa and expressed his interest,
he probably also thought that he could double the profit if he sold the more expensive chair
but his greed and dishonesty led him to lost current sales and failed to gain future sales opportunities.
You sleep to rest the body.
You wake up to make your dreams a reality. – Grant Cardone
MAKE YOUR CUSTOMERS FEEL FRIENDLY, COMFORTABLE AND PLEASURE
Telling is not selling.
Only asking questions is selling. — Brian Tracy
While working as a cosmetic consultant at the Sakowitz department store,
Cindy Oates saw a customer waiting to be served.
Usually, when customers enter the store, the staff must greet them warmly.
But this man was nothing like Sakowitz’s “standard” customers.
He looked like a tramp, his hair messy and his clothes dirty.
So it was normal for him to be ignored.
There were two things that made Cindy rush to where the visitor was standing.
First of all, she is a very polite person and it shows
that she really is a sales professional ready to give every customer the opportunity
to come to the store to get what they want.
More than that, she noticed that this man was holding a piece of paper in his hand.
To her, this means that he is a husband who goes to the store
and carries a long list of things to buy for his wife.
And she was right, that man only bought three items
but each was worth almost a hundred dollars.
The appearance of that customer is indeed not bright,
but his wallet is different.
I just want to remind you
that everyone you meet can be potential customers with countless problems
that need you to solve.
Be friendly and welcoming to all of them
because you don’t always know who you’re talking to
You have two choices:
You can make a living,
or you can design a life. – Jim Rohn