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Cardone University (Agreement (People believe what they see, not what they…
Cardone University
Agreement
Agreement Drill: Try to agree with everyone in one 24 hour period
Agree and then close with your idea
It's too much money: Agree and then close with your idea, and ask a question to have buyer give their own decision.
Agreement is the most important part of sales.
Disagreement is like swimming against current.
This is understanding the customer.
Recite: You're right, I'm with you, I agree, I'll work it out, I understand,
Action: Take top 10 objections and then write down how you agree. The segue to solution.
Salesman is responsible for the sale. Turning responsibility over to someone else will never make a sale. Must take responsibility for the sale. The buyer who states not buying has a lack of trust.
1] You
2] Own ability to make a decision
Credibility A person can trust, but you lose credibility. If lose credibility, it is hard to establish trust. Once trusted, must come across as credible. Know people, product. Have others see you as a professional.
People believe what they see, not what they hear.
Assume that the buyer does not believe and you must show.
Mistrust often originates from the buyer themselves exaggerating. Has nothing to do with you.
Showing third party data builds confidence.
People make decisions when they have information.
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Third Party data. Always show third party data in
writing.
1] Show features and benefits with third party validation
2]Show statistics on how product will help customer
3] Facts and success stories
4] Show in writing what the competition will or won't do. If not in writing, delaying the sale
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1] Never sell with words, only show documentation
2] Write negotiations down on paper
3] Never ask for the close with words. Ask for signed contract
4] Never make verbal promises. Put in writing.
5] More data is better
6] Keep information current
7] Have written information available and easy to access
8] Use Third party data as much as possible
9] Real time access to data
10] Have internet access available always. Do research with the buyer now.
Make competitor offers available in office. Why shop.
Give, Give, Give
Give all energy, attention, service to the customer. Give more than they ask for.
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If getting grinded on price, your service is not apparent. The more you service the more closes. Still need to ask for close, but easier.
Someone will knock off a product, and then service will be critical to sell.
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The hard sell. When people quit, the sale dies. If it's the right thing, stay there until the sale is done.
You will experience discomfort. Persistence is the hard sell. The professional goes through with the hard sell. Not pressure. You know this is the right thing.
Recipe. Need to know what to say, and has to sound natural. Drill, and practice the close.
If you run out of material, you will not be in the hard close. Don't want to question what could have been done differently.
The Price Myth
It's almost never about price. Price is not the buyers main concern. The sale is lost over unvoiced objection.
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If price alone, the price would sell the product itself. Give the person a logical reason to close on emotional reaction
Go into transaction thinking price is not the reason for not closing. By solving other problems, price conflict will be solved.
Customer should
1] Love product-on scale of 1-10, what to make a 10
2]Have solution to problem-100% of time. Why now. What is the motivation
3] Provide differentiation for you and company- get them to like you and go out of your way to service.
Selling Basics
Massive Action
4 degrees of action:
1] No Action
2] Right Action
3] Wrong Action
4] Massive Action
a) Do more than you original planned on
b) Go bigger than planned on
= more problems
Never make just one phone call. Big numbers and action.
make an appointment and doesn't show--old problem.
Make multiple appointments. How to handle all at once--new problem.
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Take 10X more action than think is what is needed.
Can give up hope. Enough action will bring results. Son't ever
be reasonable
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Powerbase
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Neighbors, people of a club, family,friends. Build contact information. Each person knows others.
1] Make the list
2] Collect information
3] Make contact
Call,text, email,video. Drop in face-to-face. Most powerful.
No such thing as imposing. What are friends and family for if you can't rely on them. They want to help you as much as they want to help you
Existing Customers
Existing customer is easiest sale. Like knowing how sales person will treat them, based on past experience.
Already know habits, wants, and needs.
Complaints are opportunities to make additional sales.
Attitude
Positive attitude much more important than product they are selling. People want to be entertained and feel good. People spend money on items that make them feel good rather than what they need.
Treat everyone like they have money, and they'll spend money they don't have. Treat people the way you want them to act.
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