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:
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.
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:
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.
Asking questions is important to the pitch and followup, but you can't just ask any question.
What makes a question bad?
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.
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.
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.
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.