If you were to write a short list of the most successful, influential sales leaders, Grant Cardone has to be on it.
His hard-hitting, obsessive approach to sales has helped him build a big fortune and one of the most famous sales training programs in the world. He’s written ground-breaking sales books like If You’re Not First, You’re Last and the 10x Rule. Whether you’re in outside sales, inside sales, field sales, or door-to-door sales, he’s got something to teach you. Here are six sales and canvassing tips from the man himself.
“Nothing happens until something is sold and sales people are responsible for the creation of entire economies. Nothing happens without sales people. What people don’t like are ‘bad’ sales people. Untrained and unprofessional sales people waste customers’ time and don’t provide them with an opportunity to do something positive. Dress like you’re proud, act like you’re proud, and be the most positive person your customer will ever meet.”
The energy and optimism that you bring to your work will impact the people you sell to and the people you work with. There are some negative taboos around the sales, and that can make it difficult to recruit others and to have high satisfaction with your job. But like Grant says, you can do your part to increase the reputation of sales people in the world by maintaining an attitude of respect for yourself, your profession, and those you talk to.
Always Present a Proposal in Writing
“People do not believe what they hear, they believe what they see. Always have a contract available and a writing pad. Anything offered or points of value that are included should be written down to show buyers what they get when they make a decision with you.”
We only half agree with this one. Yes, people are often visual learners, and being able to see your proposal written or drawn out is a reassuring thing. But the writing pad is outdated, and there are much more efficient and engaging ways to communicate visually with your customers. If you want to keep it simple, just use our digital sales tools, such as the sketch pad or an uploaded pdf or video. You can also build out digital contracts to give a sense of true professionalism to your presentation. If you really want to go above and beyond, check out our integration with Tiled, which will help you build microapp presentations that are smart, interactive, and trackable.
Double Dollar Demonstration
“If the product or service you sell is $20,000, make sure you double that value through your demonstration of the product. No one spends $20,000 on something that’s worth $20,000. They only spend that much when they believe they’re getting something of value in excess of what they’re spending. Super freak your presentation so that people can’t live without your offer and make that sale.”
A lot of our suggestions on the previous tip tie in here, as well. A professional, engaging presentation increases the value of your offering because it demonstrates the professionalism of your brand and the reliability of your service.
When you’re building your presentations, it’s also smart to be as clear as possible on the value of your offering and help your customers visualize the impact your product/service will have on their life and not just their wallet. If you’re selling solar, help your client visualize the $0 electric bill and what that will save them over time. If you’re in pest control, help them visualize a safe home and great looking lawn. If you’re in security, help them visualize the safety of their family. These things have much greater value than what you’re asking for.
Always Treat Prospects Like Buyers
“Regardless of the circumstances: no money, no budget, not the decision maker — always treat the buyer like he is a buyer. I always survey the prospect for signs that demonstrate they have bought in the past. The watch, the shirt, the suit, the necklace, the car they drove, the house they live in, the credit card they use, and others. All are evidence that this prospect has actually demonstrated the ability and history of closing. I always tell myself, “Every buyer is a buyer. Treat them as a buyer and they will turn into a buyer.””
This one is pretty self-explanatory. You can choose your attitudes about your prospects, and you should never disqualify someone as a buyer before putting in a lot of effort with them. Our entire economy is a consumer economy, and everyone’s money is going to go somewhere. The question is, why should/shouldn’t it go to you? If you can convincingly argue to that point, you’ll find a lot of success in the field.
Always Be Correcting Yourself
“Never take the position that things just happen to you; rather, they happen because of something you did or did not do.”
When things aren’t going well, it’s easy to assume that that’s just the nature of the job. Sales reps face a lot of rejection, and that sometimes makes it difficult to imagine things getting much better. When that’s the case, we lose any motivation to try and make things better.
But if you can focus on the things that are in your control and make improvements where you can, you will start to experience less and less rejection over time. We firmly believe that everything– be it area management, canvassing approach, appointment setting, closing, etc– can and should be optimized. By taking increased responsibility for those things, you give yourself more and more opportunities to improve and succeed.
Commit to Your Goals
“Never reduce a target. Instead, increase actions. When you start rethinking your targets, making up excuses, and letting yourself off the hook, you are giving up on your dreams!”
One of the main benefits of a sales software like ours is that it helps you set, track, and complete data-driven goals. Almost everybody has a general goal in life, but unfortunately most of those goals go unrealized because we don’t write them down, articulate them, or commit to them.
Everyone in sales should focus on specific goals, establish timelines for them, and always look for ways to improve in order to reach them. Using leaderboards and other tools, you and your teams can monitor live progress every day and hold each other accountable to specific objectives that you’ve set. That will help everyone stick to goals, and not be tempted to fudge numbers to fit subpar results.
Grant’s energy and sales knowledge are exciting. He’ll help you realize how much more you could be accomplishing and then give you the tools to get there. If you’re looking for more, visit his YouTube channel or website.
If you want to learn more about our sales tracking software, feel free to set up a time with one of our sales experts by clicking our chatbot in the bottom right of your screen.