April 10, 2019


Do you wonder why others are talented salespeople, but you're not? Perhaps you think some people are cut out for it, but you're not one of them. Maybe you just don't like selling. But by learning the skills, you can become a rockstar salesperson. If you're committed enough to show up and disciplined enough to keep at it and prove your value to prospects, you'll get those sales, build your career, and grow your company while others find themselves stalled.

In today's episode, we'll cover:

  • How anyone can be a salesperson-
  • Why most people fail at any endeavor
  • 3 follow-up tips that will close the deal

Today I talked to Jarrod Glandt, the VP of sales with Grant Cardone, whose sales abilities have consistently impressed me. When Jarrod discovered Grant Cardone, he knew the company was a good fit, and he wouldn't let anything stand in his way. Eventually, the company realized this, too, and took Jarrod on as a representative and salesperson. His hard work not only propelled him up the ladder of success but has helped the company grow. Recently, Grant Cardone hosted an event for entrepreneurs that sold more than 340,000 tickets!

Jarrod discusses what it takes to become a great salesperson, whether you feel like you have that innate ability or not.

Everyone's a Salesperson

You don't have to have innate ability to be a good salesperson. In fact, the people who get by on their natural talents might never reach their full potential because they don't understand why those abilities are effective. These people often remain good enough but never become truly great. 

All it takes to become great at something is developing the skills. This is how you get ahead, even further ahead of people who are naturally talented salespeople. But you won't get anywhere if you don't accept that everyone has to sell themselves in life if they want to progress.

When you accept this, you'll take advantage of every opportunity to make sales, including the so-called elevator pitch. What do you do when you've got sixty seconds to make an impression? Many people make the mistakes of being too vague, so the people they're talking to never fully understand the pitch. You need to state what you do explicitly and, perhaps more importantly, how you do it differently. Find the balance between dressing it up and dressing it down by showing value without overhyping, and you'll pique their interest.

Once you're ready to become a rockstar salesperson, remember three things:

  1. Make those cold calls. Focus on frequency, not perfection. Figure out how many calls you need to make sales and profit and what you need to do to keep that call volume up!
  2. Follow up. Check in with prospects before and after the sale to ensure you close the deal and keep them satisfied.
  3. Close the deal. The questions you asked connect to your presentation, and your close will refer to the questions you asked. Show you've been listening, and you'll close the deal.

People Fail Because They're Not Committed

Whether it's sales or that beach body, there's a clear reason why people fail: they're not committed and disciplined. You need to show up every day and do the work. But that's not enough. You need to see it out. Too many people give up too soon. They don't see success because they don't do the right thing long enough.

The most successful people apply the same commitment to every aspect of life, whether they love it or not. No one gets paid for what they want to do in life. But if you can become great at doing the things you hate, nothing can stop you from excelling at the things you do love.

Great Questions Close the Deal; Bad Questions Close the Door

Asking questions is important to the pitch and followup, but you can't just ask any question.

What makes a question bad?

  • It shows insecurity because you already know the answer. If you want to appear confident, don't ask questions when you already know the answer. This only reveals your insecurities. If you don't have faith in yourself, why would anyone else?
  • There's too much extraneous information. Include only the pertinent information to make the question impactful.
  • It doesn't identify the problem. How can you propose a solution if you don't know what the problem is? How will prospects know you can solve their problems? Identify the problem so you know exactly how much money it costs and can rely on that when prospects are reluctant to pay for the solution.
  • It's not direct enough. Too many people beat around the bush, and it ultimately hurts sales. Those dumb questions usually patronize the person. Everyone wants to succeed and make money. Ask the hard questions if you want to stand out.

Asking the right questions shows that you understand every part of your interaction has a purpose. Failing to understand this won't lead to success.

When you ask the correct questions, you get people to drop their guard, and you have a chance to learn more about them. Listening is crucial if you want to ask the right questions, and the way you present your product shows you've been listening.

3 Tips for the Perfect Followup

1. Always Add Value

You know that every interaction is an opportunity to make a sale, but it's also an opportunity to show your value. If you repeat the same message, you'll annoy your prospect. But if you can come up with a reason why you're worth it, you'll get their attention. 

If you've sold yourself skillfully, you'll get an affirmative response when you ask who would win their business if the price were the same for both options. And if the answer is the other guy, you've already missed your chance. On the other hand, when you've proven you're the better value, you can charge twice as much for your product!

This exercise provides you with a list of reasons why any client should choose you, and those reasons are pertinent when you follow up. When you add that value, you can get away with multiple follow-ups.

2. Speed Is Everything

We live in a world where we can make purchases instantly. Clients expect you to operate quickly and lose faith if you can't. If you wait too long, you'll kill the deal. 

3. You Need Multiple Forms of Communication

Email and phone marketing aren't enough. You need to get creative and exploit every opportunity to close that deal: social media, snail mail, even fax. Here's where commitment and discipline come in. Most people lack the commitment to use more than one method of communication, and very few are disciplined to keep up with multiple communication methods.