I’ve been listening to Grant Cardone’s podcast for a while now and I’ve been loving every minute of it.

The dude is super motivational and gets me revved up to go out there and grow my biz.

He’s kinda polarizing, but I like that about him. You will either like him or you won’t.

Recently, I’ve come to the conclusion that I need to get better a sales if I want to grow the revenue for my business. It’s not enough just to be good at writing and marketing. I also need to improve my sales skills.

I’ve also realized that so many of the people that I look up to, like Tony Robbins, are really, really good at sales.

If I want more people to buy my courses and books, I need to improve my sales skills. Considering that I’m already doing pretty well, I can’t wait to see what effect that could have.

I saw this book, Sell or Be Sold by Grant Cardone, in Barnes and Noble and decided to pick up a copy. I’m glad that I did!

This book really primed my mindset. It made me think a lot more about how I treat my own products and the mindset shift that I need to make when selling.

The chapters on selling yourself about your own products and persuasive techniques resonated with me. I also realized that I need to learn more closing techniques.

One quote that really stood out to me is:

“Sales is identifying needs, selecting the right solution, and then demonstrating how your product or service solves the problem.

Closing is getting the buyer to take action and agree to exchange something of value for what it is you offer; that is, close on your offer and solution.”

I definitely have basic sales skills. I can do things like build rapport, increase positive emotions, and identify problems. Of course, I can get better, but I at least have working knowledge.

The area that I think will make the biggest impact on my sales is building a case and closing. I need to “build up value” through the sale and then get them to take action.

Next, I want to read a book on closing a sale and everything that goes into that. I plan to use these techniques on my webinars and also when doing my YouTube videos to persuade people to check out links or resources.

I would recommend buying the book if you want a good primer on the psychology and mindset of sales.

Notes

• Sales is persuasion.
• Difference between amateur and professional.
• Need intense commitment to get results.
• Record videos of yourself talking to see how you come off.
• To predict is to know.
• You are a professional when you can predict results and get them.
• “Only the degree to which you are sold can you sell.”
• “In order to become a great salesperson, you have to sell yourself on what you’re selling. Make this the most important sale of yourself and continue making that sale over and over to yourself.”
• Be unreasonable, even fanatical. You gotta be convinced that you won’t consider logic suggesting otherwise.
• What is true to others or not is less important than your own conviction.
• “Conviction is the ability to be so firmly sold on your beliefs that you demonstrate to your buyer with such complete and utter certainty that no other choices appear to be available.
• A sale is made when your conviction and belief about something are stronger than another’s at which point they give up some of their conviction.”
• Who is more sold on what he believes? Who is the most believable and the most convincing? It will e the one who is most sold.
• “A highly trained U.S. Army ranger is so deeply sold on his mission and so sold on the cause that he’s able to do things that would appear super human to others.”
• Convinced of the need to perform on a particular level. When sold, you don’t think you operate. You’ve already decided.
• “They are sold on the idea that it needs to be done for some reason.”
• If you have trouble selling, look at the degree of conviction in what you’re selling.
• Get rid of all of the negative considerations. Believe it is the right thing and will benefit the person you are selling. Do everything to convince yourself your product must be purchased from you at your pricing.
• Ninety day phenomena. What are you sold on?
• Believe it would be terrible for buyers to do business elsewhere.
• If you are sold, you don’t care about money.
• “Getting a sale isn’t about money; it’s ultimately about the buyer having confidence that the product is the right one.”
• Your product has advantages over the price.
• If price is too cheap, people won’t see any value in the product.
• Price is never the issue, even when they say it is.
• Buyer wants product more than they want their money
• Move buyer up to a higher priced product, not down.
• If it’s too much, it’s too much for the solution being offered.
• People are afraid of making a purchasing mistake. They don’t want to make the wrong decision.
• Customer must be sold on the need. When the need is important enough, the price is not an issue.
• Second money is easier than first money.
• Consumer uses second or follow up purchase to support the rightness of the first decision.
• The more people spend, the better they feel.
• “To hit the right button to close the sale, you have to realize that you are in the people business, not the shoeshine business.”
• “What is it that really makes them feel good? If they could get everything they wanted, what would that be?”
• If you don’t get into communication with the buyer, you have no chance of making the sale.
• “People are attracted to products, ideas, and people that represent the things with which they’e in agreement.”
• “People who agree with one another move towards one another, whereas people who disagree move apart.”
• Always agree with the person. Disagreement solidifies their need and decision.
• “Assume that your buyer, no matter how well you know the person, never believes a word you are going to show him.
• “Always, always, always write down what you’ve said, offered, proposed etc.”
• People put huge emphasis on the written word. Show don’t tell. Prove.
• “Because it was written, people assumed it was true and adopted it as their own reality.”
• Use data, written promises, documentation, third party data, etc.
• Be insane with the amount of action you take to get the job done.
• Never neglect your former customers
• You have the same amount of time as everyone.
• Protect your time.
• Maximize every minute.
• Be around people who have money and success.
• A person who can make someone feel good can sell anything.
• A price can be beat but attitude is priceless. Nothing is more valuable.
• How you act to others determines how they act to you.
• Stay positive when everyone is losing minds.
• Treat negative talk like garbage.
• Target your demonstration to the hot buttons.
• “What is the senior or dominant buying motive in how your buyer will justify and validate this product as the right thing to purchase. Build value and increase desire.”
• Relentless gotta have it all pursuit.
• Good parents do whatever it takes to care for their children.
• Everyone be on board with you. Accept no excuses or logic to the contrary.
• “You have to be known, thought about, considered, and hopefully, the first or dominating choice in your clients’ minds in order to ever sell anything to anyone!”
• “If you start to think less of your product or offer after being told no then you are being sold on someone else’s agenda.”
• NO NEGATIVITY ALLOWED
• More stability = more secure and certain.
• Always have pipeline full so you don’t become desperate and easily shaken.
• “Sales is identifying needs, selecting the right solution, and then demonstrating how your product or service solves the problem. Closing is getting the buyer to take action and agree to exchange something of value for what it is you offer; that is, close on your offer and solution.”
• Never bring up un-returned calls.
• Kill fear by taking action. And a great sense of humor.
• Fear = what you must do.
• You might might person angry due to stirring up their fears, failures, and frustrations from the past.
• “Think of a person who has really positively affected you and made you feel good about yourself. Write down the 5 qualities that made them feel good.”
• “The degree to which you fear feeling like an idiot is the degree to which you look to others for your self-worth.”
• Make physical contact to break touch barrier. Keep smiling.
• Always be moving so you don’t focus on what went wrong.
• “People will not separate from their money or make decisions without someone building value and then insisting on someone taking action.”
• Be persistent.
• Book on closing.