While Ryan was attending the Success Resources event in Brisbane, he caught up with Grant Cardone to pick his brain about all things sales.
Cardone is a highly successful, and well-known, entrepreneur, businessman and real estate investor and created the 10X movement.
It goes without saying that you can’t make a sale unless you have a sales techniques close that will seal the deal, as Ryan says ‘without sales, business fails’.
Number 1 – Have you seen enough to make a decision?
GC: When I sharpened my sales cycles up, everything changed for me. The guy I studied years ago that you asked me about, he was in the belief of a very long sales cycle. He existed in the seventies, it’s just a different thing but he was right for that time. But you don’t have to spend that much time with anyone.
Now, I’m showing you this clip board (Cardone holds up a clipboard and emphases its existence), this clipboard is unbelievable. Look what it does. The price on it is $606.69, have you seen enough to make a decision?
Number 2 – Why would you do this?
GC: Why would anybody want to spend $6.69 cents on a clipboard, I just can’t even imagine that. And they’re like “why would you ask that question?”. Because I want them to tell me why they would rather than me trying to tell them why they would.
RT: Have them validate it.
Number 3 – Have somebody tag the close
GC: My third favourite close is actually having somebody tag the close.
RT: So, second voice?
GC: Yep. “Why didn’t you do this?”
RT: Almost a quality control; “is there anything we could’ve done better?” Taking accountability.
GC: Even in deals I think are good, e.g. “I know I’m on this deal with this guy, he doesn’t need it”.
RT: We do that as salespeople, don’t we?
GC: Oh yeah! “This is mine! Don’t touch him, don’t say anything to him, I got it.” You don’t got it. If you’ve got it, he’s buying, he’s already given you the money. Anything short of that is not done.