I recently read the book “Sell or be Sold” by the great Grant Cardone, and here are the notes it took:
Everyone is in sales the job does not matter we always sell something
You’ve got to be absolutely convinced that your product, your company, your services, or your ideas are superior to all others
“The conviction that you have regarding your product is more important than the conviction that others have about their facts and figures.” Beliefe 100% in the product that it is the best on the market. It needs to be the best option for the customer.
“Get sold and get committed to the fact that you’re offering a superior product or a great service that can’t be beat.”
Use/ Buy/ Invest in the products you sell yourself thereby show that you beliefe in it 100%. Know that is no shit! Use it yourself.
“If you are completely sold, you won’t concern yourself with the money. You’ll buy the product! There is no exception to this rule ever!”
“Price is almost never the issue for buyers, even when they say it is. More often than not, the real issue is love and confidence.”
“When I can’t close a sale, I’ll always try to move the buyer up to a bigger or more expensive product as the first solution to price objection.” The buyer would rather pay more and make the right decision than pay less and make a mistake. People fear mistakes!!
“Its to much money” often means its to much money for this product.
Salespeople are the problem, never the price or the customer!!
“Get over the idea that there’s a scarcity of money because there isn’t! There’s plenty of money to go around”
“Realize that you’re in the people business first and the product business second”
“If you don’t show as much interest in the buyer and his concerns as you do in selling, he’ll know that you are only in it for the commission.”
Product knowledge does not matter shit I need to be interested in the customers problems. “But he didn’t put the product knowledge first. He put me first.”
Doesn’t matter which industry I am always in in the people business!!!
“Agree, acknowledge, make the other party right, and then close the deal.” The Customer is always right, agreeing is the road to more sales!! “I understand … ”
“Once you’ve agreed, it’s possible to suggest alternatives that are more suitable for you.” =Never ever disagree with a customer!
To avoid a arguement just agree with them!
“The buyer who says, “I’m not buying today,” is indicating his lack of trust of either salespeople or his ability to make good decisions.”
CREDIBILITY = INCREASED SALES
Rule: “Assume that your buyer, no matter how well you know the person, never believes your words and will only believe that which you are able to show him.”
• To show results have some in writting with me, written word has authority.
Rule: Don’t tell, show!
“Service is the only way to higher prices and less competition.” Give, Give, Give all you have dont try to withold anything.
Tip: Problem = Opportunities for Future Sales.
Service is senior to the sale !!!
“It has been my experience that the moment you quit asking, the deal is dead.”
While standing you wont make any deals sit down with youre clients, show them on paper what you can do.
1. I need to be convinced that I offer the right solution.
2. I need to be armed with an arsenal of ways to handle stalls, emotional reactions, and objections.
Take massive amount of action!!
You dont need to know exactly where to go but you need to take massive action.
“When you’re not perfect and polished, the only way to compensate is by taking lots of action.”
No one will pay you for what you know. They’ll pay you for what you do.
” Never bereasonable when it comes to taking action. Just take more action. Be almost insane with how much action you take to get the job done.”
Power Base = All the people I know !!
Often the best place to sell first.
1. A list of all people I know!
2. Contact and let them know what you’re up to and find out when you can meet with them to catch! At least 10
3. Thereby restore power base and restore the relationship
4. Dont sell them but talk about what you do.
Complaints are opportunities for additional sales!
Write down what you are doing in a day that is a waste of time.
Positive attitude more important then the product itself (as long as it is good) people want to have a fun experience.
(“I was unreasonable and disregarded any log” selling myself to the woman of my life !!!)
Steps to any encounet in sales:
2. Determine Wants and Needs
3. Select Product and Present/Build Value
4. Make Proposal
5. Close the Transaction or Buyer Exits
Accept no excuses, reasons, or logic, and figure out how to make it work!
Obscurity (not being known) is a bigger problem than money.
!!! Wake up (rule is two hours before you need to be somewhere)
Dress for Sales Success!!
Ten Sales Commitments:
1. Be proud and positive
2. Dress for success
3. See the sale
4. Sell good stuff
5. Know your Competitive Advantage
6. Always agree (at first) with the Client
7. Make a demonstration
8. Time efficent sell at every point
9. Assume the close
10. Persist in the Close, its not over.
Fear in your sales career and in life should be an indicator and motivator of what you need to do and must do! Do what you fear most first
Eat where potential customers eat!