A lot of people try to wing it in sales; some think they’re great talkers, have a like-able personality, high energy, and believe they can use their charm to close the deal. Many people have the idea that all you need is to get in front of people, have a good attitude, and talk about what you have to offer – hopefully they have a need and buy, You need a PROCESS. So, here are 5 tips to increase your sales and improve your selling skills so you always close the deal. 

1. Make Your Intention Clear

 

Let your customers know what your intentions are before the meeting. Is your intention to discover and find facts? Is it to close a deal? You have to determine what it is so the other person knows what they’re getting into. Make sure there’s no disconnect between you and the customer. Make everything crystal clear for them and communicate what each person will get out of it. All you have to do is say “Before we get started, I want you to know my intention for this meeting…” and you’re off to a great start!

 

2. Always Agree

 

Agreement is vital for every deal. Now, everyone has their own opinions and we are all entitled to them. During this process, don’t allow your ego of being ‘right’ get in the way of you closing the deal. In a typical conversation, most customer service people will try to prove the customer wrong and unfortunately this can go sideways for the business. The key here is to agree with the other person. During your sales process, agreeing allows you to direct the areas that you move through within the process.  

 

3. Buyer Always Makes A Decision Before You

 

This means that before you know you have a deal, your customer has already made a decision. Your customer has made up their mind way before you have asked for the close. Here’s the thing, if you overload your customer with too much information, too much data, too much time to think, they’re going to get impatient and could possibly change their minds and you could lose the sale. The trick to increasing your sale in this situation is if your customer brings up money as an objection, you have to introduce the price early in the conversation. Doing this will completely transform your sales process! 

 

4. Proposal To All

You must show a proposal; figures, investment, price modeling. Show people no matter what they say. The thing is, if your customer is gathering quotes from several other people, give them all the information they need to make a buying decision. They could have other objections that they haven’t even mentioned to you so to cover your basis, always make sure you are giving them what they need to make that decision.

 

5. Don’t Only Focus On The Close

 

Here’s the thing, people sell themselves on closing and it goes to their heads. If you have your eye on the close, 90% of the time it’s going to screw your deal up. The whole concept of sales is you must have a PLAN, execute the plan, and follow through on what your intention was in the first place. When we talk about closing, we think that at any point during the sales process, if we can get them to say “yes”, we’ll get the sale. This is wrong; you could have them saying “yes” a few times throughout the process and they still might not buy! Look, if you focus on closing all the time it will take your eye off what you need to be doing that will ultimately lead to a close.

You can start implementing these tips today to increase your likelihood of getting a deal and get your customer to pay you more money! Want to learn more about how you can master your selling skills? Visit cardoneuniversity.com for access to sales courses and programs.

 

 

Be Great,

 

Grant Cardone

Your sales team is the backbone of your business. That means you need to know how to build a winning sales team.

 

There are many different ways that you can go about building a winning sales force, and not all of them will be right for every company. One of your top priorities as a business owner is to find and hire the right sales team so you’re always running a cash flow generating business successfully without feeling stressed.

 

If you want to build a strong, reliable and results-oriented sales team then I’ve got just the process for you! I’ll show you step by step how we built our own successful sales team at Cardone Enterprises. We did it by following these 6 steps…

Define Your Goals

 

What are your sales goals? How many sales do you need to close by a certain date? What are your yearly, quarterly, monthly, weekly, and daily sales goals? Before you start building a solid sales team, define your goals and find the sales team that knows how to keep up and get those results, no matter how big or small. 

 

Establish The Selling Process

 

How does your sales team close deals? How many salespeople work on each deal or lead at once? Are there any special steps in between closing a sale (e.g., negotiating?) Is it important that sales be done face-to-face or can they be completed over the phone? Define what success looks like so all of your employees know when they reach their personal goal. 

 

Hire The Right People 

 

Hire salespeople that are used to winning and those who are self-motivated. The best candidates for a sales role possess these qualities: confidence, interest in customers’ needs, resilience, knowledge, good listening skills, and always ready to close a sale. Experienced salespeople naturally have higher success rates and focus on numbers as well as strong relationships with others. 

 

Provide Ongoing Training

 

A winning sales team must never stop learning! Whether that’s brushing up on their sales skills or learning a new tech software – make sure your team is up-to-date and their skills are sharp so they’ll continue to close massive sales without setbacks. By providing quality sales training you can ensure that your team has all the tools necessary for success; by following up with effective sales coaching you’re ensuring they have what they need to get better at what they do best – closing deals! 

 

Give Incentives & Celebrate Success

 

Create sales contests or sales competitions where the salesperson with the most closed deals in a particular time frame (e.g., one week) gets dinner out for them from their favorite restaurant or a nice bonus. No matter what – at our company, we always celebrate every team’s success, no matter what the numbers are. Stay positive and always celebrate your team’s hard work. 

 

Clear Communication

 

Create an open line of communication between management and employees so there is transparency about expectations and rewards. Make sure you’re always on the same page and everyone is clear on what needs to be done. Encourage salespeople to ask questions and provide feedback about how their team is doing. Provide clear expectations for what success looks like so all of your employees know when they reach their personal goal.

You’re ready to go! Now that you know how important it is not only to invest money into your sales people but also give them opportunities for advancement, create a culture where employees can thrive, and be personable & listen well when working in conjunction with your customers – you’re on the right track to success. 

 

If you want to learn more about how you can build a winning sales team, check out some of the great sales courses over at cardoneuniversity.com. 

 

 

Be Great,

 

Grant Cardone

For most people, sales scares the living heck outta them, but not you. If you wanna become the best of + best in sales, you have to learn about the traits of top-performing salespeople, adopt them, and you too can find success. 

#1 Knowledgeable.

The top performing salesperson is a person who knows their product/service inside and out. They know the features, benefits, specifications, etc., but more than that they know how it will help the customer to make money or save time. 

 

#2 Confidence.

Top sales performers are confident in what they’re selling–they don’t need to sell themselves using fancy pitches because they have facts on their side! This confidence helps them build rapport with customers by being friendly while not appearing too pushy. 

 

#3 Understanding.

You can also increase your chance of success by following up often with potential leads and asking about any questions or concerns before you pitch anything else! Remember: sales isn’t just about closing deals; sometimes understanding your client’s needs first makes for better partnerships in the long run.

 

#4 Personable.

Another trait is being personable; sales aren’t just cold-calling people. They can use their rapport with customers from previous conversations to close deals because potential leads trust them enough to listen without feeling pressured. 

 

#5 Resilient.

They know that it’s going to be hard and they’re prepared for the challenge. Sales is a tough career if you want to make money, so having someone who can keep their head up when times get tough is incredibly necessary!

 

#6 Time management skills.

They can balance both work life and personal life with ease. Since, they have found a way that works best for them. This means being flexible with hours but also not taking on too much outside of your main job responsibilities. 

 

#7 Persistent.

They are not easily discouraged and know that the more they do, the closer they are getting to their goal. They have strong self-motivation skills which can be a huge asset in sales.

 

#8 Optimistic.

They are always looking for the next opportunity and have a great sense of humor. They know that it isn’t about how many things go wrong, but what they do after those failures happen. Always stay positive.

 

#9 Committed.

The best salespeople are committed to helping the company succeed. They are committed to the product or service they sell and ensure that it is top quality. Because if there’s one thing a customer will remember, it’s an experience with your product.

If you’re ready to become an expert in sales and you wanna hone your skills, take note of these traits. And jump into Cardone University. 

 

This course will teach you how to become a top-performing salesperson and ensure you always close the deal.

 

Be great, 

 

Grant Cardone

Disclaimer: This content is intended to be used for educational and informational purposes only. Individual results may vary. You should perform your own due diligence and seek the advice from a professional to verify any information on our website or materials that you are relying upon if you choose to make an investment or business decision. Investment, real estate, and business involve great risk and there is no guarantee of performance or results.

We are not attorneys, investment advisers, accountants, tax professionals or financial advisers and any of the content presented should not be taken as professional advice. We recommend seeking the advice of a financial professional before you invest, and we accept no liability whatsoever for any loss or damage you may incur. 

Now, you may have heard me talk about this before, but it’s important to understand that in order to be an effective salesperson you have to believe in other people. That’s because closing a deal is rarely about price. It’s more about the people involved so you need to understand them and what motivates them.

 

You need to have a positive outlook about them and believe that they are genuine and truly want to make the right decisions.  

 

When it comes down to it, your customers are just like you, or at least how you were at one time or another…

They spend money they don’t have on things they don’t need a lot of the time, they go over budget, they work hard for their money – the point is they’ve made good and bad decisions.

 

Your customers are human, and by being human they want to feel good about themselves and their decisions. 

 

So if you’re selling a service to a business owner, they want to know that they did the right thing for their business by hiring you, and that it’s going to make a difference for their company.  

 

If you’re selling a product it’s similar in that your customers will want certainty that they’ll be happy with their purchase; that it’ll make them happy or solve some issue they have. 

 

Now, if people aren’t buying from you like you think they should based on how helpful our offer is, I can assure you that it’s almost never about the money or the budget. 

 

9 times out of 10 it’s something specific that you didn’t uncover or convince them of. 

 

If it was about the price, people wouldn’t spend $6 on a cup of coffee when they can buy a bag of beans for $5. 

 

Consider how many times you’ve paid more than you could afford and you loved it. 

Or how many times in your life you went over budget because you found something that you weren’t even looking for and decided to buy it on impulse. 

 

Remember, it’s almost never price…it’s almost always about your process, your ability to read people and your determination to close the deal. Keep in mind that people love a good offer…but they are persuaded by confidence.

 

-Grant

 

My 10X team is running a special offer right now for a FREE LIVE DEMO to show you where your sales team may be lacking and how to increase their numbers. There’s a secret weapon my people use every single day that enables them to 10X their sales. We can show you exactly what that secret weapon is when you book your free demo by clicking here to book.

To the inexperienced salesperson any of these might sound like the end of a conversation with no possibility of a close. To professional sales experts (like those on my team) they know it’s just the beginning because they recognize these classic five signs that no means yes.

 

In my experience, when a prospect tells me that they aren’t ready to decide, it’s usually an indication that they’re on the verge of saying “yes” and the close is in sight. An experienced or properly trained sales person can pick up on the subtle hints that the prospect is giving, even though they might not even realize They give a lot of clues in what they otherwise do and say. And that’s when you want to shift strategies to get in line with where they are.

Here are five signs a prospect is close to a yes even if what they’re saying sounds like “no”.

 

1) They talk about their budget …

Any prospect who is open with you when you discuss a budget means two important things: one, they have the authority to spend and two, you have earned their trust. Just remember that even if they are comfortable talking about their budget, you don’t want to focus on it too much. This is just the beginning of the relationship building process so concentrate on what you can do for your prospect.

 

2) They’re flexible…

If a prospect tells you that they’re flexible about the time they can speak with you, odds are it means they are still looking at options, which means you’re still in the running. To make them swing your way, you’re going to have to use the time they give you to contrast yourself against the competition without trashing them. If your product or service is good enough, you won’t have to.

 

3) They don’t talk only about price…

Price is not an issue. Never has been. Never will be. A serious buyer’s only concern is getting what they need. If the product is right the price is right. When a prospect’s questions center more around what you can offer and not what it costs, hang in there because you’re very close to sale. Be ready to talk about price and any payment plan you offer but stay away from hard numbers until you feel they are ready to commit.

 

4. They include other decision makers in the discussions…

In very few cases does the decision to purchase depend on just one person especially in larger companies. More often than not, a purchase has to be approved by a group of people or a committee. If a prospective buyer brings others into the discussion, it means you have proven to them that you are worth introducing to others without fear of wasting anyone’s time.  Capitalize on this momentum and keep the process moving forward.

 

5. They are open during conversations…

When a prospect starts talking like they’ve already purchased your product or service, it means that you are probably extremely close to making a sale. If they talk about how they envision success using whatever you’re selling, it’s a good sign. If they discuss when and how they would use the solution you’re offering it means that there’s already a foundation of a relationship in place. In this case, you should focus your efforts on strengthening that relationship.

These are signs that your prospect is moving down the funnel but they just need some extra reassurance that they’re making the right decision. They’re just about convinced but may  still be a bit hesitant. Be present. Be persistent. Be patient. You’re almost at the finish line. Just remember selling is a marathon not a sprint.

 

If you would like to learn more about this topic or any other sales related matter, contact the world-class sales training experts at Grant Cardone Enterprises by clicking here. In one 15 minute free consultation, our sales training managers can show you how to improve your sales almost immediately.