There are multiple reasons why deals don’t go through and it has a lot to do with communication, navigation, and the decision process. 

If the communication in the sales cycle does not go well then both parties can feel like they are not getting the deal done, which is exactly what will happen. 

It all comes down to knowing what you, your team, and the customer are doing in order to get the deal done. 

The best closers in the world truly understand their customer and know how to navigate objections, challenges, and problems with the right words. 

To understand the customer you have to know one simple thing that will make your closing experience easier…

Understand that you are providing an answer to a customer who has a problem and looking for a solution. Believe that you are that solution and offer them what they need to make them feel like they are the hero. 

What I’m trying to say is that there is already a need for the product or service in their life…

…your job is to help finalize their decision to create a solution to their issue with your product or service. 

Here’s a statistic you might not know…

 

The customer is already 67% of the way through the buying process before they even get to your product or service. 

So what does that mean for you?

It means they have been shopping online and looking at other products, the different pieces of inventory, but this does not mean they are on the right product.

This is where you have to start offering options and be prepared with your arsenal of closing techniques.

There are always going to be new ways to improve your sales process so you can bring in more revenue, elevate your business, and increase your clientele…

In The 10 Reasons Closers Fail course you will get why deals fail and learn the steps that you need to take so you can succeed in closing. 

Just to give you a basic outline, the top ten reasons why most people fail to close is due to…

1. Not enough attempts. 
2. Pressure is perceived as a bad thing.
3. Unwillingness to deal with emotions.
4. Lack of belief in the product or service.
5. Incorrect estimation of effort.
6. Being “Reasonable”.
7. No financial plan in place.
8. Handling objections that are only complaints. 
9. Shortage of Closing Material.
10. Incorrect Barriers.

If you want to know more and find out how you can avoid losing a sale then I encourage you to dive deep into this course. You can master your sales technique and Cardone University has all your tools and resources to make that happen. 

 

 

CLICK HERE to get access The 10 Reasons Closers Fail course.

Be great,

Grant Cardone

It’s time to break the chains. Are you feeling like your life has gotten repetitive? 

Do you find yourself trapped in the daily grind?

You are not the only one but you are the only one who can do something about it.

It’s time to take a step back, analyze your situation and determine how you can break the chains that are holding you in place. I can show you how to get started and all you have to do is to open your mind to new possibilities and realize that change begins with you. 

These four actions will help you break free from whatever is holding you back:

• Regroup –  Get your priorities in check! Make a list and make it count.
• Refresh – Update your daily routine with some new positive add-ons. 
• Refocus – Put yourself in a winning mentality so you can regain your confidence.
• Repeat – Carry out your action plan every day as written (no shortcuts). 

There’s no better time to execute these four actions than NOW!
Sometimes we get stuck and the only way we can move on is to make a life-changing decision.

I want to remind you that you are powerful. We are all born powerful. It’s how we choose to channel that power (or not) that differentiates us from the rest – from the  ordinary to the extraordinary. With my coaching you’ll be able to access your power, learn what you need to do to increase your income and map out your path to success. I’ll show you how to dominate your space by incorporating the following elements into your life:

• Positivity – A mindset which establishes good energy and vibrations. 
• Action – Risks, opportunities, and decisions create productivity. 
• “YES” thinking – Brings on new possibilities for abundance.
• Belief – Solidifies goals, dreams, and creates reality. 

The process of working on yourself never ends. You need to constantly grow to be the best version of yourself. 

 

CLICK HERE to get started.

 

-Grant Cardone

 

PS- Here’s a great way to get in gear! In my 5 Steps to your Best Year Ever course you’ll learn the top things NOT to worry about—and the things you MUST pay attention to if you want to get unstuck. I encourage you to watch my 5 Steps to your Best Year Ever course today and start living your best life.

Importance of a powerful customer greeting can make all the difference. Your first impression can make or break a deal. Having a powerful customer greeting will not only create the possibility of successfully closing a sale but can also solidify a new client relationship.

If you have a business or a position in sales, one of the first things you must master is the greeting if you truly want to be successful in the field. 

The key is to have confidence, act in a professional manner, and articulate clearly with all your clients. When you have their respect they will keep doing business with you.

Your goal with the greeting is to make a great impression- that’s it.

What you say and how you say it will set the tone for the rest of the deal so you need to nail the greeting! 

Those first seconds of meeting a customer or potential new client can NEVER be taken back or changed.

Here are some tips: 

• Smile and speak clearly with confidence. Also wear a name badge if you have one. It will reinforce your presence and help to build a rapport. 
• Make eye contact, be present, listen for their name, and use their name in the conversation – you want to make them feel important. 
• Don’t be offended by brush-offs. There will be people that will think about you as another salesperson who they didn’t like in the past. 

After the initial welcome, you want to put the customer at ease so they drop their guard. You want to establish some common ground with them while differentiating yourself from others at the same time. 

Why is your offer, product, or service better and what can YOU do personally that’s superior than others in your industry?

If you can’t put them at ease you’re not going to build trust. That means you’re going to struggle to build that relationship. If you want to control the process, be authentic, lead with facts, and sell the idea of working with you, not necessarily the deal. 

The steps are easy… 

• Welcome.
• Make yourself known.
• Put people at ease.
• Differentiate yourself.
• Grab control of the process. 

Control is essential to selling. You will either have control or you won’t have control and control equals close. 

“The greeting is like oxygen to your lungs—it’s vital to get it right.”

There is one thing that I want to suggest…

When it comes to scheduling a meeting – GO TO THEM. Go to the buyer. Don’t have them come to you. The further you go the closer they come to you… get it?

Remember, they aren’t interested in you—you need to be interested in them. The person that travels the furthest is the person most interested. They traveled 30 feet, you needed to travel 30 miles. Show them by your actions that you are interested in them. Know that every prospect you get in front of is real. One day, somehow, somewhere, they will buy—so treat them all like buyers. Regardless of what they say to you, there is opportunity with every client. Every prospect you meet is a sales opportunity. 

To review, and to give you some additional advanced tips to use in order to be powerful in your first greeting, remember:

• Prepare yourself for every possible encounter. 
• Never take anything the customer says personally. 
• Dress to the level that suggests you can actually buy the products that you sell.
• See the deal before you ever wait on a customer. 
• Go to them. Never have them come to you. 
• Check your facts before the greeting. 
• Put your problems aside and focus on the customer. 
• Look to build trust and gain common ground. 
• Know and act like you can make the sale. 
• Have a positive attitude.
• Act professionally. 

When it comes to completing a sale from start to finish there is a proven process that continues to work for me and my team over and over again. 

Cardone University’s courses can show you how you can master greetings, overcome objections, and close sales effectively so that you and your team can make the most of every lead.

 

For more information CLICK HERE.

 

Time To Impress!

 

– Grant Cardone

Did you know? Mastering sales means mastering objections. Are you hearing some version of “Not interested!” more often?

 

Do a prospect’s excuses shut you down completely?

 

Have you gotten to a point where asking anything from anyone has become discouraging?

 

Objections are a part of the sales process and if you don’t know how to overcome them then selling becomes extremely difficult, if not impossible.

People will always object when you try to sell them something. It’s just in our nature. That’s why I created the Mastering Objections Course in Cardone University, which helps you prepare before you get hit with that inevitable objection and come back stronger to close the sale.

 

First you have to start by making a commitment. The commitment to convert the disapproval or rejection into a SUCCESSFUL SALE!

 

Whether it’s a product, a service, or an idea – you can turn a “NO!” into a “YES!” or better yet prevent the customer from objecting in the first place. You might not know this but you have a break in your cycle (where the objection lies) so you need to identify what that is and reinvent your approach.

 

If you want to become a master at handling objections you’ll need to achieve a level of preparation where you’re able to pitch, offer a solution, handle any objection, and instantly regain control over the conversation in real time.

Here’s what you’ll learn in the Cardone University Mastering Objections Course:

• Prospecting
• Building Rapport
• Proposals
• Creating Interest
• Demonstrating/Presenting
• Determining Wants/Needs
• Why You Can’t Close Sales And How To Change That
• Why You Can’t Grow Your Income And The Solution

 

Sound like areas you might need work on? This is just the beginning of how I can teach you to amplify your sales technique for you to see immediate results. 

  

Get the training tools you need to handle even the most difficult verbal sales obstacles so you can become a better closer and a top producer. I can show you how you can take complete control over your sales process and dramatically increase your closing ratio.

There’s no better way to approach a call than being ready for anything that comes your way. 

Get the training to master all objections here. 

 

Be great!

 

-Grant Cardone

If you want to close more sales you have to learn how to close more deals.

 

Sounds a bit simplistic but the reality is the diminishing production of the salesperson starts with the inability to close the sale. Why prospect, make cold calls, or follow-up if you continue to fail in the close?

This is why so many salespeople continue to do less and less over their career. In fact, did you know that the top producers outperform bottom producers by 10 to 1?

 

If you want to close those extra sales, it will not just come to you because you call on more people. You must learn to be a better closer. Here are seven things you can do to ensure you become a better closer:

 

1. Make a Commitment to Greatness
 You have to get committed to being great, not just average. Sales can be a painful profession for the average and bottom performers and massively rewarding for those that are great. Those that live, breathe, and eat their profession become great. I have never met a GREAT closer that wasn’t all in and completely consumed by his/her trade.

 

All great success is preceded by a commitment to being great reinforced each day by the continuing commitment to being great. If you aren’t great you are average and I know you don’t want that.

 

2. Get Multiple and Creative Closing Strategies
 The easy sales go down easy and the rest of them require extra effort and persistence. If you only have three or four strategies for closing the resistant buyer, you cannot stay in the transaction long enough to close.

 

Closing the customer is like taking a trip, you are limited to the amount of gas you have in the tank. A great closer will have more closing strategies than a customer has objections, stalls and reasons for not closing.

 

3. Believe Price is the Issue
 Buyers are obsessed and consumed with price as the way to define value. The great closer knows this and is an expert at handling the price issue, knowing it is almost never the real issue. If the buyer is certain the product or service will solve the problem they will pay the price.

 

The same customer that has a black American Express card stands in line at Starbucks to pay too much for coffee, spends $90 for Pay Per View fight, and then complains about the cost of pizza and doesn’t want to tip the delivery guy. Price is never the issue it is how it is presented and how badly does the buyer believe the value of your offer exceeds its price.

 

The great closer is convinced that price is never THE reason people will not buy, no matter how many times their buyer says so. Price is a myth and it’s proven out every day by consumers, families, managers, and governments that are over budget. Everyone complains about price and then spends more than they want.

 

4. Sell Your Story, Quit Buying the Customer’s Story
 In every sale, someone is closed. The question is always who is doing the selling? Is it you selling why you should do it now or why the buyer should not do it. Salespeople who buy into the customer’s story will always limit their production. That does not mean you should ignore them or lack empathy with their situation. It also doesn’t mean you should avoid closing the transaction because of their situation.

 

Average producers have a bad habit of becoming convinced–sold–on the customer’s reasons for not buying and abandon their own belief in their product and company. Fix this one thing and your production will soar, but you will be required to have strategies–see #2 above–to stay in the close. Remember, you don’t actually provide a service to your customer until you close the sale.

 

5. Insist and Get the Close 
I talk a lot about how we have all been made to believe that pressure is bad, wrong, rude, and unprofessional. The reality is, pressure is necessary and vital to getting the extra sales closed and removing time from the sales cycle. Pressure makes diamonds after all and I will do anything and everything to close my customer because I believe in my product and offer. When you learn how to perfect the craft of insistence you can actually pressure a customer and they will admire you for it.

 

If you completely believe in your product, service, and your company you must be willing to apply the right amount of pressure to make the extra sales and earn extra customers. If your purpose and mission are valuable, you have an obligation to insist, and yes, even pressure your buyer. I once had a customer tell me, “are you pressuring me?” At which point I shared, “no, but I am willing to go there because I know this is the best solution for you–now let’s do this.” Some of my very best customers are one’s that I pressured to close.

 

6. Tie Financial Goals to Closing Sales
 Many people in America are just getting by financially. Did you know that 76% of all Americans are living paycheck to paycheck? The bottom line is that being average is a failing formula. Just getting by is painful and expensive and you need to knock it off. It is said that 20% of the people are responsible for 80% of the business. I don’t know if that is true or not, but I know that just making it doesn’t work for me or my family.

 

If you are struggling with the close, you may need to review your financial goals. Financial goals are tied in with what you want out of this life and when your financial needs are clear you will find yourself closing more sales. Make sure that you’re not just making a sales call to make a sales call, but to close the sale.

 

7. Train on Becoming a Closing Master
 Great athletes know there is a difference between learning, practicing, performing and perfecting. The greats perfect their craft before they bring their game to the stadium. It has been said that it takes 10,000 hours to master any skill. The close is where the sales person is paid. You don’t get paid to sell you get paid to close. The basketball player gets paid to make the shot, not just show up on the game. Closing is a skill and it can be developed and crafted.

 

I have a complete program for professional salespeople that want to perfect their closing skills. It is filled with scripts where you can customize your closing techniques to your personal industry. It’s all inside Cardone University.

 

Don’t believe that being a good salesperson takes no effort. For many years I was average and it was painful. The checks were too small and the failures too often. Being average takes more effort than being great, so learn to be great at closing the sale and you will love sales more.

 

Learn how to close more deals today with Cardone University — FREE for a limited time.

 

Be Great—Grant Cardone