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This podcast will teach you the master yoda secrets of the sale
24 Episodes
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If you believe it, it is done
I credit this close to Grant Cardone. I’ve learned so many skills from him. Thank you Grant. Stay positive and find the real concern. Something’s not right with the deal because if everything was right they would be buying not thinking. This is a good way to find the real objection so you have something to handle.
You gotta be different to get a different result. You can’t do ordinary things and expect extraordinary outcomes!!
1.) Believe & Stay Positive 2.) Be Ready 3.) Be relentless - once a business is in your pipeline, never stop following up! 4.) Try other people at the company. Get a gatekeeper to point you in the right direction 5.) Attack from all angles. Don’t rely on one form or communication 6.) Be creative 7.) Think of other ways you can provide value. Show them you’re here to help
“Being and becoming, over appearing and acquiring.” - Wes Watson Detach yourself from the end result or outcome. Put all of your focus on act control actions that are in line with the outcomes you desire. You can’t control the outcome, but you can control taking daily action steps. This will reduce stress because it puts you back in control.
Don’t leave money on the table. You have to be looking for the money to find it! 1.) If you can tell that you are on the wrong package, always try to go up first. It just might work!! If it does, you help the custom get what they really want, and you make more money!! If it doesn’t work, you’re right back to where you started 2.) Cut costs to increase margins 3.) Start high… then go up! 4.) Be willing to work as low as needed to close the deal. Some money is better than no money!!...
Make sure your sales don’t change their mind! 1.) Congratulate them and re-assure them that they made a good decision 2.) GET REFERRALS! Ask twice 💯 When your customer gives you other people that can benefit from this: -It makes them more confident with their decision and less likely to cancel -This is the fastest way to grow your business 3.) Set expectations / Next Steps 4.) Make sure there are no unspoken reasons why they might cancel 5.) Thank them and re-assure th...
1.) Assume the Sale 2.) Stay calm, have fun, and be bold when handling objects 3.) Listen, Acknowledge, Agree, Go back for close
1.) Summaries everything that they are getting in the package, all the specific features they liked, and how these features will benefit their specific situation. At the end of the summary, drop the price and say “Sounds great right?” Never ask “How does that sound”!!!!! 2.) Ask a question to progress the sale / transition into closing the deal - Be confident!! 3.) Be prepared for ANY and ALL objections
1.) It’s most important to show up on the hard days when you’re tired. These are the days that build your character. These are the days that separate top performers from average performers. 2.) Showing up is half the battle 3.) Going hard, with a good attitude, is the other half 4.) The skills will follow if you show up - take more pride in the daily actions then in the end result
1.) SMILE!! 😃 2.) Keep Moving 3.) Every NO gets you closer to a YES! 4.) Improve Yo Skillz 5.) Have Faith
1.) Describe benefits don’t list features 2.) Follow the same road, but adjust the speed & pit stops for each customer 3.) Tailor the presentation to show how your product will get them what THEY want. Remember answers to questions during the fact find. Build your presentation around concerns, likes, and benefits for this specific customer 4.) Throw in trial closes to gauge how soon you should ask for the sale. Ex.) - Sounds great right? - “With everything we’ve went ove...
1.) Gauge interest fast, but don’t get fooled by smoke screens - Ask Good Questions - Look for non verbal cues 2.) Have you ever owned/used one of ____ before, or will this be your first time? 3.) Who all will be using this item? 4.) Location - Where will you use this at? 5.) Ask option questions where they can not answer yes or no. Ex. “You’re new _____ comes with your choice of _____ or _____, which would you prefer?” 6.) REALLY LISTEN TO WHAT THEY ARE SAYING AND TRY...
1.) Check your Frequency / State of Mind - You could say the perfect words, but if your vibe is negative, no one’s going to give you the time of day 2.) Break Preoccupation - Look clean and Presentable - Smile!!! 3.) Start giving info to build interest and gauge interest level 4.) Be ready for Smoke Screens - Listen, Agree, Acknowledge, Re-direct(ask a question)
The negativity you’re feeling right now is normal. Every one goes through this on their sales journey. Sales is one of the hardest things you can do mentally, but this is what builds your character and makes you unstoppable! Don’t quit now! You’re already in pain, you’ve already put in work, get a reward from it. If you quit now you’ll have to start all over from the bottom. To make it you’re going to have to get better. Read more sales books, role play more, figure out what objections ...
Failing to prepare is preparing to fail. You gotta make sure you are giving yourself every opportunity to be successful. Dress clean, make sure you have your script, I-Pad phone and headset are charged. It’s common sense, but if you don’t get the small stuff right you’ll never put up the big #’s!
The Sales Process: 1.) Preparation 2.) Intro/Greeting 3.) Fact Find 4.) Build Value 5.) Ask for the Sale 6.) Close the Deal 7.) Button Up
Summarize all features, benefits, hot buttons, & bonus then drop the price. After dropping the price say absolutely nothing. Or drop price and say “sounds great right?” Then say absolutely nothing after that
1.) On a scale of 1-10. 1 being not interest / 10 being you’re ready to sign up / where do you stand currently? What would it take to got you to a 10? 2.) I have to speak with ____ “What if they say no?” “What would they say no to” “What about that do you think they would be concerned with?”
Never ask “what do you think”! This is your time to advise them on what’s best for them. If you did a proper job identifying needs in the fact finding you know what’s going to be the best fit. Let them know the next steps and keep the process rolling. Assume they are pursuing your product or service. They will stop you if they have objections. Ask: - What day works better for installation/delivery - What’s would you like to use for payment? Credit, debit, or bank account? - Who’s name w...
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