The #1 way to become a selling machine is to learn how to close deals for massive profit. How do you do that? There’s a few things you need to know about closing deals and that involves the following:

Strengthen Your Sales Pitch: Emphasize the benefits that come with taking action. Your sales pitch is a promise of what will happen if the customer makes it past your first step, so use words that entice and energize them to take action.

 

Simplify The Process: State how easy this process will be for them. Be confident in your product or service; don’t apologize for anything! Let them know you’ll take care of everything and all they have to do is sign their name and shake hands. 

 

Don’t Talk, Listen: When you stop talking and listen to your customers, they’ll feel important and not like “just another sale”. Listen to their needs and show them how easily they can be met with the product or service. This gives your customer a sense of security in their purchase decision. 

 

Treat Your Customer Like A Millionaire: ALWAYS treat your customers as if they are millionaires and have the money ready for you. Treat them like gold and that’s what you’ll receive. Make them feel special and as though this is one of the best decisions they’ll ever make.

 

Create Urgency: Time is money and the best way to close more deals is to create a sense of urgency and limit the amount of time they have to make their decision. Don’t rush them; give them more reason to see the value and incentive to lock in the deal.

 

Address Objections: When somebody tells me “I just can’t afford this,” I reply with “That means we need to come up with some ways where YOU CAN!” If the price is high but your customer knows the value of your product or service and how it’ll solve their problem, there’s room for negotiation. Always present with benefits and value and you’ll always close the deal.

 

Learn From The Best: I want you to have everything you need in your back pocket to close the deal and get massive profits. I teach you the best sales and closing techniques in my course “How To Close Deals: Massive Profits” at Cardone University. 

 

Remember, to close any deal and make massive profits from it, develop strong and real relationships with people. Gain their trust and treat them like royalty. But don’t be too soft or else you risk losing the deal. Keep things straightforward and upfront with them and I promise you will always close the deal and get more than you thought in return.

 

Grant Cardone

 

Before I begin–if any 1 of the below 7 requirements for closing the sale are missing, you will not close the sale. 

 

Important things you should know…

 

“The close is not for you, it is for the customer.”

“The close represents 100% of your earnings.” 

“The close is the first time your buyer benefits.”

If you haven’t already, take the “Theory Of Closing” Cardone University Course which has great tools to help you master the art of the close so you can be successful with every customer. CLICK HERE to get started. 

 

These are some things that are vital to your success when it comes to selling and closing:

 

1. You must go straight to the decision maker. Believe in your product or service and negate your fear by getting into action. Pure, massive action will drown fear in no time.

 

2. Have wherewithal, you must have the means and resources to close the sale. Commit to the sale, devote your energy, and do everything in your power to seal the deal. Your customer will find the wherewithal to purchase what you’re selling if you provide enough information, benefits, and a clear offer.

 

3. You must be sold on the product. A true professional salesperson is impervious to any negativity because he is a pro and is operating at levels far beyond the average player of the game. A professional knows that to sell is to serve and he or she believes so strongly in his product, service, company, and him or herself that the motives that drive that individual are not just about “getting the commission.” A true professional salesperson is motivated by truly helping others.

 

4. Believe in YOU. Believe in your product, your company, yourself, and that you know all the value and benefits of it. You’ll experience a confidence that you cannot put any value on and that is worth more than money itself. You’ll be able to name your price, go where you want, work with whomever you choose, sell whatever products you choose to sell, and provide for yourself and your family in ways that most people only dream of!

 

5. You need to have confidence in the product and show that It can solve their problem. If you don’t truly believe that your product will somehow bring the buyer more enjoyment, benefit, or security than the numbers they have in the bank, then you’ll never be a great salesperson. Your buyer will believe what he sees, not what he hears! Talking and telling aren’t closing. Always have a written offer. You must believe that what you’re offering is the right thing for the prospect. 

 

6. Have a written offer. Always have your presentation, proposals, and prices in writing for the buyer so they can see it with their own eyes. Closing is getting the buyer to take action and agree to exchange something of value for what it is you offer; that is, close on your offer and solution. Always, always, always write down what you’ve said, offered, proposed, promised, implied, and suggested. Anytime you’re going for the close, insist on putting it in writing. 

 

7. Create Urgency. You must build urgency in your close. The URGENCY must be a legitimate benefit for the buyer. If you do not have URGENCY you will not close. You need to handle the why, solve a problem, provide relief, and be done and over.

“Don’t compete; dominate with your product, company, personality, and your offer. If you 

aren’t the difference maker then others will forever outsell you with a cheaper price or better offer.” – Grant Cardone

 

CLICK HERE to take the “Theory Of Closing” Cardone University Course and elevate your sales and closing skills. 

 

 

Be great,

 

Grant Cardone

When I start a presentation, I make it clear to the prospect that my intention is to have the product or service being used by the client this week. What’s the hurry? Time is still money. So I come on strong and fast by saying, “Thanks for your time today, my goal is to deliver my product to your company by the end of this week.” The customer usually then tells me they have no intention of doing anything that quickly, at which point I simply say, “I understand. I just wanted you to know my intention.”

 

You have to present with confidence, not arrogance, and set the stage early showing that you know your product can solve their problems. Open with your intention to close the deal. Be transparent and obvious about what it is you hope to accomplish. 

I noticed my sales team was presenting long after the buyer had seen enough. So I took all of our presentations apart and broke them into five stages. At the end of each stage I require them to ask, “have you seen enough information to make a decision?” This worked like a miracle with customers saying, “no I haven’t,” allowing the salesperson to continue with the presentation. In other cases the buyer says, “yes, I have seen enough, can you do anything else on the numbers?”

 

Take your presentation and break it into smaller pieces and insert the question, “have you seen enough to justify our proposal?” Close often, close early and when they say they have seen enough shut it down.

Too many salespeople and sales organizations never insist on closing a deal for fear of appearing to be a nuisance. There is no urgency to finish the deal. Time is a bizarre enemy of the close. Anything can happen when you add this thing called time.

If you truly believe in your company, product, and service, you must learn how to insist on closing the transaction now.

The Now or Later Close is great for putting your deal back into play and getting it done now rather than a few days from now. “What’s a few days?”, says the rookie closer! It could very well be the difference between a deal or no deal. I have made the mistake too many times of not practicing urgency and becoming reasonable with a few days that turns into years. Your sales team should train and drill on how to use pressure. It’s an art but if they learn it then they can use that art to control the conversation and ultimately lead to a close.

 

Remember that in sales speed is power.

 

-Grant Cardone

 

If you and your sales team would like more information on how to create urgency in our presentations then you need to contact our sales training team for a free consultation. In 15 minutes we can show you how the same techniques we use to close deals with speed and efficiency every day.

Cold calling doesn’t work. Selling through social channels is the only way. It’s all about digital marketing. More leads means better leads. Automation has replaced person to person contact. Buyers know everything now. Nobody can be sold unless they want to be. People don’t even want to talk to a salesperson anymore. 

 

And so on and so, as the old shampoo commercial went…

https://www.youtube.com/watch?v=Hyxmj1Yf6Dk

 

There may be some truth to all that but when it comes to sales, the more things change the more they stay the same. However, there is always some newbie out there announcing their “revolutionary theory” which is going to redefine the entire concept of selling. Of course, you gotta buy their book or attend their seminar to learn the secret recipe. Unlike me, they rarely give away any knowledge because if they did, people would realize right away how full of it they are. During my 35 years in the sales game I’ve seen these jokers come and go. Unfortunately, the misinformation they dump on people lasts long after they are forgotten.

 

Here are 5 sales myths that will bring you down and hold you down until you’re out or until you realize they are complete BS.

 

1. Cold Calling Is Dead

Anyone who tells you that cold calling will get you nowhere fast should be kicked out of your office fast. The truth is that cold calling is still more effective than cold emailing. Salespeople who use the phone convert 8.21% of the time. On the other hand, salespeople who use email convert on average just .03%. That’s according to a Salesforce.com study but I could have told you the same thing just from observing my operation and reading the stats every day.

 

2. Buyers Don’t Take Meetings Off Of Cold Calls Or Emails

Whoever says that prospects will never agree to meetings based on a cold call or an email they opened has obviously never seen my salespeoples’ calendars which are always full. According to a study conducted by the TRAIN Group 82% of buyers agreed to meetings with sales professionals who cold-called them. 

 

3. Sales is a numbers game. More everything leads to more sales.

More leads means more calls which means more visits which means more presentations. If only it were that simple but it’s not. Successful sales result from the quality of the leads not quantity. Seriously, what good comes from spending hours pursuing poor leads? It’s just a waste of time. I’d much rather spend the same amount of time it takes to call 10 unqualified leads pursuing one good lead. Studies show that when leads are researched and developed, not only are deals closed with less effort but customers end up making larger purchases.

4. Customers don’t want to deal with salespeople

In the digital age, there is this belief that customers do most of their purchase research online and that’s the only information they’re interested in. The common mentality is that customers have already decided when they connect with a salesperson. The fact is that yes, more than half the time the decision to buy is made before someone engages with a salesperson but… 

even though buyers spend time online doesn’t mean sales is not involved even at the early and late stages. Buyers still require more specific information relating to their situation and feel better when there is some personal interaction.

 

5. The Average Buyer Does This/Doesn’t Do That.

Look, folks. There is no “average buyer.” There is no single decision maker who is responsible for the entire purchasing process. Nobody will ever get to speak to the person with the final power of approval on the first phone call. Do you really think that this person is sitting around answering phones? There could be ten or more people, starting with the gatekeeper, between a salesperson and the person with the authority to make a deal. Even if you’re dealing with individual consumers, very few of them live in a void where they make decisions by themselves. That makes it impossible to make predictions based upon the “average buyer” because they don’t exist.

I know how much information about sales is out there. It’s hard to know what to believe and what to ignore. I can tell you that certain principles have held true because while technology may have changed just about every aspect of our lives, in some ways people have stayed the same, including the way they sell and are sold.

 

-Grant Cardone

 

If you feel that your sales department is operating with bad information or outdated techniques then contact the Cardone 10X Sales Training team. During a 15-minute complimentary consultation they can review your situation and make a recommendation on how to get your team operating at full capacity.

Bruce Lee, the martial arts legend once described his form of Kung Fu as the “art of fighting without fighting” and yet, he was untouchable and unstoppable both on camera and in real life. He took the energy used in traditional martial arts techniques and redirected it into a force that was more efficient and more effective. That’s what salespeople will need to learn if they want to succeed in 2021: The Successful Salesperson Will Sell Without Selling.

 

“What? Come on Grant! Everything you say and do centers on selling”. I can hear you already but bear with me.

 

 All I’m saying is that instead of increasing the pressure or the intensity of your pitch, which is the natural instinct when encountering objections, how about adding value instead?

The salespeople who add value to the transaction will close the deal and lay the foundation for long-lasting relationships which are worth far more than whatever was added to the deal in order to get it done.

 

Look, 2020 is behind us and while people are no longer in full on panic mode, they’re still feeling the aftershock and dealing with the consequences of last year. Your potential customers might be in a spending freeze right now. Maybe they’ve put off any expansion plans until they have a better idea of what’s to come. Whatever their reasons, you’re going to have to keep that in mind and accept the fact that last year’s killer pitch might not work this year.

 

So it’s vital for you as a salesperson to clearly define the value of your product or service. If you don’t the client may not see it for themselves.

Now adding value is more than just throwing something you think is valuable in front of your customers and expecting them to get it. They need to see or feel the value so they feel comfortable establishing a relationship with you. Establishing that relationship based upon the added value is the core of “selling without selling”. If you build the relationship, the sale is practically automatic.

That value can come in the form of education, content, even customer service which exceeds expectations is a form of value. There are so many ways to do this and “sell without selling”.

 

The best part of selling without selling is that once you get your head around the concept, it becomes almost effortless. 

 

Your customers’ and prospects’ priorities have no doubt changed over the last year. Instead of fighting the wave go with the flow. Businesses are trying to meet day-to-day challenges, and will be happy to get all the help they can. That’s where you can add value. Determine their pain points and concerns. Then, instead of just offering them a product that will solve their problems. Show them a scenario that will ease their worries. That is how you sell without selling.

If you or your sales team are interested in learning more about this technique or any of the others we use to continually succeed, then I invite you to contact us at here. My sales trainers will assess your situation in a free consultation and discuss solutions tailored specifically to your needs.