Sales Tips Archives

Keeping Momentum Through 2022

Here we are at the beginning of another new year. We made it through the holidays and year-end hustle ready to start fresh. But there’s an interesting phenomenon that I noticed happens this time of year. Salespeople start out the year with a strong number of sales. Then before we are even ninety days in, their sales tank. What happened and how do you prevent it? That’s what I’m going to answer for you here. I’m going to give you the key to keeping momentum through 2022 and every year after.

Value Your Product More Than the Money

Money can be a great motivator for making sales initially. But it won’t push you to keep going in the long run. Being purpose-driven is the only way that you can ever be great at anything in life.

Conviction is the difference between beginner’s luck and long-term success in selling. I have hammered on this point before, but I’m going to say it again. You have to be 100% sold on your product, service, company, your management, and yourself.

Any drop in production is an indicator that you have uncertainty in what you’re selling.

There is no other reason you are losing steam other than that–you have to know that fact first and foremost. Once you do, you’’ll be able to quickly bounce back from any dip in your sales by reselling yourself on what you offer. Become unreasonable about this point. That is the biggest part of the key to keeping momentum through 2022.

Don’t Use “Tricks” in 2022

Tricks are for kids, not salespeople. I hear some of these “tricks” that salespeople pick up to get more sales. Stuff like crossing your arms when the customer does and other psychological mumbo jumbos.

In short, don’t use them. They’re not ethical. A good rule of thumb is that if you would not advertise what you’re doing, don’t do it! If you’re tempted to use these methods, you’re not completely sold and need to revisit the point above.

In conclusion, the key to keeping momentum through 2022 starts with you. Selling isn’t all about money. It’s about helping others with what you offer them. How does your product help your customers? What does your company offer that the competition doesn’t? What do YOU bring to your customers no other salesperson can? Get solid on those things, reinforce them when they waver, and your sales will dominate in the year ahead.

Check out our courses on how to make more sales, improve your marketing and become successful at cardoneuniversity.com.

Keep the Momentum.

Grant Cardone

How to Motivate a Team Through the Holidays

by Grant Cardone

While the holidays are a time of joy and celebration for many, they can also be a source of stress for sales teams. Team members may find it difficult to stay motivated with all the additional demands on their time and energy (not to mention all of the holiday parties and events). We all tend to slack off sometimes when there are festivities, but this isn’t the time to slow down. Here’s how to motivate a team through the holidays:

Set achievable goals.

It can be easy to get overwhelmed during the holidays, especially if your team has a lot of work to do. To avoid feeling stressed out and unmotivated, set realistic goals that you can achieve within a reasonable timeframe.

Plan a post-holiday celebration.

What’s better than looking forward to celebrating all of your hard work than hosting a party for your team? Make it fun and let them enjoy a night to congratulate them.

Address problems ahead of time.

If you’re aware of issues with a project (such as a tight deadline or an unrealistic workload), address them ahead of time by asking for help from other team members.

Give back.

This is a no-brainer! Your team will feel more motivated and stay engaged if they have the opportunity to give their time and skills to a worthy cause.

Reward good performance.

Recognition for a job well done is one of the best ways to keep people motivated. Suppose you have an incentive program in place. In that case, everyone must get credit when they do something worthy of recognition so that no one feels left out.

Recognize your team’s efforts.

Please make a special effort to recognize the contributions of your team members during the holidays. Let them know how much you appreciate their dedication and hard work throughout the year. It’s not too late to add something special in their holiday paychecks for working through December!

Celebrate success.

When your team meets its goals or completes a project ahead of schedule, take the time to celebrate its success. This will help keep them motivated to work even harder in the future.

Work on personal development.

Just because it’s the holidays doesn’t mean it’s time to slack off – it’s a great time to read sales books, complete extra sales training, surround yourself with positive reminders and make continued investments in yourself – because that’s the greatest gift of all.

I get it – there’s lots of fun around the office these days, but let’s keep in mind that our goals are our first priority. Don’t forget to give your sales team something to look forward to and keep them motivated so they continue to boost sales. If you want to learn about more motivation methods, check out my course at cardoneuniversity.com.

Want To Work In Sales? Agree With Everyone

by Grant Cardone

If you want to work in sales you’re going to need to do one important thing with your client–agree with them.

The world is filled with different beliefs and values that can be confusing, frustrating, and even angering. The best way to solve these problems is not through disagreement but by finding agreement. Agreement provides a common ground from which the parties involved can work together to find solutions. In sales, this means you need to try your hardest to find out what the customer needs before any talk of features, benefits, or other details takes place.

Once you have an idea about what they want, it’s much easier for them to decide because there’s no longer anything that stands between them and their goal. You also increase your odds of getting a “yes” if you agree with what they’re saying while at the same time showing that you understand their point of view. So, here are five reasons why agreement works in sales and how it will help you persuade anyone.

Always agree with the customer.

If you want an agreement, you’ve got to be agreeable with your customers. This rule should not be confused with the old saying “the customer is always right” because customers aren’t always right. Right or wrong, agree with the customer. Agree as you write the deal, don’t disagree and fight the deal. People who agree with one another move towards each other. “Opposites attract” does not happen in sales. In selling, likes attract likes and are born out of an agreement.

It only takes one.

If there isn’t enough agreement between two parties, there’s no agreement at all. The truth is, it only takes one person to agree because once one opposing party agrees, there is no longer any disagreement. The salesperson who wants agreement must agree with the customer before achieving agreement. Just because what you think the customer says sounds ridiculous, agree with him. Agreeing is the road to more sales!

The agreement challenge

Practice this with a friend, family member, or work colleague. Try to agree with everyone you talk to for a single day. This is an essential rule of selling and needs daily practice. See, when you agree first, you can manage to direct the conversation the way you want. “Oh, this is too much money,” you say, “I agree it’s much money. Everyone who invests in this product agrees that this system is a big investment when they’re buying it. That’s why you should get it installed so it can start making you money right away.” See how good that sounds?

Soften your buyer

When you are working in sales you need to start your relationships with an agreement. Then you need to tell your prospective buyer about your product. Do it even if they only have 10 minutes to spare and you feel like you can’t present in such a short timeframe. You’ll come off as understanding, easy to deal with, and professional. Customers are more likely to respect you because you agreed with them, not because you were a rockstar at handling objections.

The magic words

Suppose you want people to agree with your viewpoint. In that case, all you’ve got to do is agree with their position, opinions and step into their shoes. Customer service problems can be handled the same way. When you get a complaint, go ahead and agree with the complaint. “You guys screwed everything up!” the customer shouts. “I agree with you, sir,” you say. “Let me figure out how to correct it for you.” But if you tell him he’s wrong, you’re only adding gasoline to his fire of disagreements.

Agreement is the fastest route to getting your way! Do yourself a favor and practice agreeing with people. The three of the most powerful words in the English language are “you are right!” Two other powerful words in the English language are “I agree!” Agreeing with the customer means control for the salesperson, happier customers, and quicker decisions. Miracles take place out of an agreement.

Learn more powerful words and sales techniques at cardoneuniversity.com and master your sales skills.

7 Lead Response Strategy Mistakes

by Grant Cardone

Every day, businesses miss out on sales because a salesperson didn’t follow up with their leads or they forgot to give the prospect the information they wanted. I see it happen time and time again. You have to be on top of your lead responses every single day to ensure you convert 100% of your leads. Increase your chances of winning over leads by NOT making these seven lead response strategy mistakes.

1. Slow Responses

Studies suggest that more than anything else, there’s one thing that can get you to be more effective with a digital response. You have a 100% better chance at converting a lead online with speed. Speed is power. Respond to your lead and do it quickly.

2. No Defined Follow-Up Process

The way you respond the second time to a prospect should be different from the first. Figure out your follow-up schedule, how you will contact them, what will you communicate, how will you approach your prospect and so on. Having a solid process gives your team predictability, consistency and allows you to scale.

3. Assuming Your Lead Has Not Done Their Homework

Always assume your new leads have done their homework and are ready to buy. They read product reviews, company reviews, see your competition, and have questions, etc. Focus on correcting misconceptions: what they know, what they think, what they don’t know, and what they’ve looked at and not looked at before you start to convince them of your product and company.

4. Not Giving The Info Requested

One of the biggest lead response mistakes you can make is not responding to their questions or providing them with the exact information they requested. People trust what they see, not hear; that’s why they search the internet. Online buyers are informed AND misinformed, so it’s your job to give them the detailed information they need to make the best buying decision.

5. Forget They Still Need To Be Sold

Remember, it takes about eight tries to get back into contact with your prospect after they have visited your website. You cannot just throw an ad up online, hoping for a flood of leads to come in, respond to them once and think the job is done. People still need to be sold. To be sold, the prospect must be reassured and convinced they’re making the right decision at the right time.

6. Assuming The Lead Is The Decision Maker

Assume that there is more than one person based on the one lead. Maybe someone in their environment is interested in your product/service. Find out who the decision-maker or influencer is. Companies that have 100 – 500 employees usually have up to 7 decision-makers. Know who has influence, who might influence the purchase or change the direction in some way.

7. Reply On Only One Form Of Communication

Use all the forms of communication out there; video, text, phone, email, DMs and more. Find out a variety of ways you can locate your lead and follow up with them. Texting during a sales call can increase the closing ratio by 328%! Use every form of communication possible.

If you want to increase your closing rates by improving your lead response strategy, check out my Internet Lead Response Strategies course at cardoneuniversity.com.

#1 Thing Your Customer Will Pay For

by Grant Cardone

The season of Black Friday and Cyber Monday sales is here. People are looking to get the most for their money. So you may find that your customers are particularly sensitive around price this time of year. Contrary to what you may think, the solution to this problem is not to lower your price. You just have to offer the #1 thing your customer will pay for.

Read on to discover how to add value to your product without lowering your price.

Why Your Customer Will Pay More for This

Before I tell you the #1 thing your customer will pay for, I will share with you why. People will pay more to feel good than a great product. In some cases, they will spend money on what makes them feel good over things they need.

Entire businesses are built around this basic principle. Luxury and designer brands, the entertainment, and service industries immediately come to mind. Many times the products they offer are not significantly better than their competitors who have a similar offer at a lower price. The difference is the service. The company with the higher quality of service, not the lower price will win the sale.

How can you ensure that you always deliver quality service? You have to have a great attitude.

Great Attitude is Worth More than a Great Product.

It’s pretty easy to see why a great attitude is the #1 thing your customer will pay for. When someone is positive and treats you like you can do something, you’re more likely to do it even if you’re unsure you can. The same is true with your prospective customers. Positivity = Results.

Having a great attitude with your clients 100% of the time will earn you more sales or at least get you further in the sales process. You can do all of this without lowering your price.

If you are having difficulty staying positive, check out my 100 Ways to Stay Motivated module on Cardone University to help maintain your attitude.

Be Great.

Grant Cardone

How to Persuade Anyone

by Grant Cardone

You could argue that “persuasion” is another word for selling. It definitely is a large portion of it. To get another person to do business with you will take some level of convincing. Being uncertain of this skill will, in turn, make you uncertain of your selling ability and income. In this article, you will learn how to persuade anyone— without any underhanded tricks.

See Things Their Way FIRST

The first thing you need to do to be able to persuade anyone, and the first rule of selling itself, is you have to agree with the other person. You can’t get other people to do what you want if you make them feel wrong about how they feel. They will become defensive and more solid in their viewpoint.

Agreeing with the other person is the most senior rule in selling and persuading others.

This is not the same thing as the old saying, “The customer is always right.” However, you have to agree with them before you start to shift their viewpoint. And to actually change their perspective, you have to do the next step I’m going to share with you…

Show Them, Don’t Tell Them

People believe what they see, not what they hear. This is true now more than ever. No one will take your word no matter how honest a person you are. You shouldn’t take this personally, but you will need to handle it if you want to persuade someone. Their distrust of you is not their problem. It’s yours.

Third-party information is extremely valuable here. Remember, you agree with them first. Use the line, “I agree. I thought the same thing until….”, and present information that supports your price, viewpoint, etc. Doing so builds trust, credibility, and value.

Follow these two steps, and you’ll be able to persuade anyone. No one makes it in business or in life without the support from others. You need to have the skills to present your ideas and products to the world to be successful. If you’re interested in strengthening your selling and negotiation skills go to cardoneuniversity.com.

Be Great.

Grant Cardone

How to Outsell Inflation

by Grant Cardone

Recent statistics show that American prices are surging at a higher rate than they have in the past 30 years. This is unfortunately not the first time this has happened, and it won’t be the last. But what can you do to not become a by-product of inflation or other economic problems?

You INCREASE your income.

In this article, I am going to tell you how to outsell inflation. If you are interested in being invincible against inflation, keep reading.

Sell to Survive

Selling is critical to survival when the economy is doing well. Unlike other careers, there is no limit to your income in sales. There is just one condition— you have to commit to becoming a pro at selling. The hairdresser has to be able to sell hair appointments. The baker has to sell cakes. No matter what you do, you have to be good at sales to be inflation-proof. Step one is to know that you are in sales and get good at it.

Want More Rejection

Why would you want more rejection? Because life is a numbers game. If you are going to outsell inflation, you are going to have to get in front of more people than ever. Hearing “no” more often is going to be natural as you get in front of more prospects. I want you to be so good about rejection that you want more of it. After all, every “no” gets you closer to a “yes.”

Take Advantage of Shortages

This doesn’t mean I want you to do something unethical like raising the cost of your product when supplies are low. What I do mean is look for ways that you can go above and beyond in the marketplace. I want you to do things other salespeople won’t do. Think about going to your prospect’s office instead of them coming to you. Meet with them outside of normal business hours. These things will make people more willing to do business with you and it will result in more sales.

This is how you get through bad times. It’s not the easiest thing to do, but it’s the only way to ensure you can survive any economy. Becoming a professional at sales will not fail you. Learn more sales tips and strategies through cardoneuniversity.com.

Be Great,

Grant Cardone

3 Things that Will Make or Break Your Sales Process

by Grant Cardone

Without a shadow of a doubt, the close is the most important part of the sales process. That is because you cannot be valuable to your customer until you close them— i.e they can’t benefit from your product or service. This step is also where you will get 100% of your income. I want to share with you the 3 Things that Will Make or Break Your Sales Process because it is so critical to your survival as a salesperson.

If you do these things along with the rest of your sales training, you’ll be on your way to becoming a master of the close.

1. Your Relationship with the Customer

The first thing that will make or break you in the close is your relationship with your customer. You need to make sure that you close your customer at the right time. If you don’t have a good understanding of what their needs are, your deal can break down very quickly.

I want to be very clear. I am not talking about being nice here. You have to be willing to apply pressure and “tough love” to your customer. When you are completely sold on your product or service, you will not be afraid of pushing them. You will know closing them is the ethical thing to do. That brings us to our next point.

2. How Sold Are YOU?

This second point on this list should probably be number one because it affects your whole sales process with every prospect.

To the degree that you are sold is the degree to which you can sell others.

You need to completely believe in what you’re selling. Your customers will sense any doubt you feel about your product, which will influence your ability to close. This isn’t only for the benefit of your customer, it benefits you as well. Knowing you are doing the right thing by closing others on your product will make you feel better about yourself.

Sales training can’t make you great if you aren’t convinced your product is the best.

3. Be with the Decision-Maker

Finally, the last thing that can affect your close: Are you with the decision-maker? You can be pumped about your product and have a great rapport with who you’re talking to; but if you’re not talking to the person who can write the check, there will be no close.

Earlier on in the sales process, there are tools to find out if you’re with the decision-maker. You should also be aware that there can be more than one.

Know who the decision-maker is, you need to sell and close them.

These are the 3 things that can make or break you in the close. As you can see, they are all things that you can easily overcome once you spot them. Learning the rest of the sales process is important, but you will only be rewarded in the close.

To learn more about the theory of the close and scripts for every situation, check out the course at cardoneuniversity.com.

Be Great,

Grant Cardone

5 Ways to Market When Social Media is Down

by Grant Cardone

What do you do when your entire business is based online, and social media is down? Well, if you remember, earlier this month, we couldn’t use social media for several hours. Naturally, businesses were freaking out because most of their sales and marketing happens on these social platforms. Here are 5 ways to market when social media is down so you can keep up with your business and don’t lose your social media audience:

1) Blogging – The simplest thing you can do when social media isn’t working is to blog. Now, you should always have a blog to get cold traffic to your website, but in this case, it’s important to rely on it. A blog post about the product or service’s features and a description of what sets it apart from others in its class works wonders. Keep it fun, educational, and a reminder of why someone should do business with you.

2) Emails – Another simple yet effective way to market your business and retain customers is through email marketing. Send out an email to customers about the social media issue and the date social media will be back up (if you know). Also, include your blog or website address in the email so they can check it out in the meantime. And if they have questions, they can call you directly or reply to your emails.

Traditional Marketing Strategies

3) Offline Marketing – You may want to try some offline marketing strategies. Handing out flyers or even having a stand on your property (if you are a brick-and-mortar) can be very effective ways of getting the word out. Sometimes, you have to whip out the good old-fashioned marketing strategies when situations like this happen.

4) Calls – Making telephone calls to clients and customers can be another effective marketing strategy. Cold-calling is often the LAST thing people want to do, but it can be practical when technology isn’t on your side. Make sure you are prepared to pick up the phone and polish up your sales pitch so you never miss a sale.

5) Referrals – Finally, referrals are another individual marketing strategy you can use. Get in touch with all of your current and past clients and ask them for referrals. When they refer new business to you, mention that this was a referral from someone who found you because social media was down when they were looking for businesses like yours.

In conclusion, there are many ways to market your business when social media isn’t quite cooperating. Which ones you use depend on your business and the industry it belongs to. The key is not to panic! Keep calm, have a plan of action for each scenario, and implement the marketing strategies that best suit your business needs. Remember, social media will be back up soon, and you will need to be prepared for when it does.

Need more ideas on ways to market and sell for your business in the case of a social media emergency? Check out our courses at cardoneuniversity.com.

Be Great,

Grant Cardone

Successful Sales Strategies For Q4

by Grant Cardone

As you head into Q4, are you thinking about how to end off the year with a bang? You can achieve your Q4 financial goals, or they could go down in flames. You have to start thinking about what you can do so that your sales don’t decrease during this time. Start with these successful sales strategies for Q4 and watch your sales skyrocket.

Follow Up

Have your prospects disappeared recently? A great way to reel them back in is to follow up. Remember, I talk about over 20+ different ways you can follow up with potential buyers. Please ensure you get in front of them and keep following up until you get a definitive yes or no answer. The key here is consistency. You want to be persistent but not annoying.

Think Outside of the Box

Don’t keep on doing what you’ve always done. Think outside of the box and come up with something new to get more sales in Q4. The holidays may mess up your sales (depending on what you’re selling), but it doesn’t have to. If you think about ways to get your prospects’ attention and think of ways to approach them differently, you may be surprised by the numbers.

Do the Impossible

Put your mind to the test and try to do something you’ve never done before in Q4. It could be something like creating a new marketing plan. What you need to do here is out-do yourself every single month. By doing this, you’ll not only meet your goals but exceed them in no time.

Create FOMO

There’s no better time than Q4 to create FOMO (the fear of missing out). Why? Because it’s nearing the end of the year, and usually the best deals pop up around this time and quite frankly don’t return until a year later. So if there’s any time to create FOMO, it’s now! This season is a chance to create urgency and get your prospects to buy now instead of wait.

Social Media Sales

Social media is a catalyst for sales, and what better way to sell to your prospects than over emojis and promotional emails. With this one, people will become inundated with holiday emails, Black Friday deals, Thanksgiving and more. It’s essential to decide on the best sales strategy and how you’ll stand out from your competition during this time. Use your master sales skills on digital platforms. Get people into your sales funnel and start building solid and long-lasting relationships with warm leads.

Relationship Building

Speaking of warm leads, why not focus on building relationships with them and focus less on metrics. We always get caught up in the numbers, but it’s important to remember you’re selling to another human. Place the focus on the prospect, their wants, needs, and challenges. Make sure that you listen carefully and qualify them before you start hard-selling them on your offer.

Finally, make sure you take action according to the strategies above. Don’t let Q4 pass you by without maximizing its potential. By considering these steps and creating an incredible plan that will help you grow sales this holiday season. Remember that each quarter needs different sales strategies so, take some time to learn new ones with our sales courses available at cardoneuniversity.com.

Be Great,

Grant Cardone

Keeping Momentum Through 2022

Value Your Product More Than the Money

How to Motivate a Team Through the Holidays

Set achievable goals.

Plan a post-holiday celebration.

Address problems ahead of time.

Give back.

Reward good performance.

Recognize your team’s efforts.

Celebrate success.

Work on personal development.

Want To Work In Sales? Agree With Everyone

Always agree with the customer.

It only takes one.

The agreement challenge

Soften your buyer

The magic words

7 Lead Response Strategy Mistakes

1. Slow Responses

2. No Defined Follow-Up Process

3. Assuming Your Lead Has Not Done Their Homework

4. Not Giving The Info Requested

5. Forget They Still Need To Be Sold

6. Assuming The Lead Is The Decision Maker

7. Reply On Only One Form Of Communication

#1 Thing Your Customer Will Pay For

Why Your Customer Will Pay More for This

Great Attitude is Worth More than a Great Product.

How to Persuade Anyone

See Things Their Way FIRST

Show Them, Don’t Tell Them

How to Outsell Inflation

3 Things that Will Make or Break Your Sales Process

1. Your Relationship with the Customer

2. How Sold Are YOU?

3. Be with the Decision-Maker

Successful Sales Strategies For Q4

Call Us Today to 10X Your Sales!

Call Us Today to 10X Your Sales!