The Perfect Selling Machine! by Grant Cardone
Here's a great item from my hero and friend Grant Cardone. If you ever have a chance to attend one of his training sessions, don't miss the opportunity!
Have you ever noticed the enthusiasm, the flexibility, creativeness, persistence, the follow up, the range of communication skills and tenacity of a child? A child will ask one hundred times a day until they succeed. They will employ whatever tactics will most effectively achieve their desires from terror, kicking, begging, crying, manipulation, enthusiasm, deal making, alternative choices or flat our terrorism until you break!
Consider a child's success rate. Compared to the number of attempts, they fail more often than they succeed. But as a parent, you see their success rate as very high. However, on a good day, they will fail most of the time only getting what they want after 99 failures. That is a ONE PERCENT success rate, but notice that they did get what they wanted. They don't quit until they get the sale closed! It is as though they are so focused on what they want; they have the ability to completely disregard the failures.
Why are children so successful as sales people?Let's examine: first, the child makes it very clear what he/she wants. Then they tell you the color, flavor, in detail, in the very specific request. They start early in the day and will not let up until the goal is achieved. The child will bypass resistance when necessary and seek out weaker terminals like daddy, knowing other parties may be more of a softy and an easier close. But notice, they are NEVER giving up, looking at all possible avenues to close the sale.
Second, failure is never any kind of deterrent for them. Absolute perfect execution of the old adage, " 'No' means try again later." They have no negative conditioning to the 99 times they were turned down, and the younger they are, the less they compromise their desires. Unlike the socialized you, the child who is selling doesn't say to himself, "Oh, I've failed, maybe I'm not meant to have ice cream, and maybe I should just learn to like this broccoli stuff." No they just keep asking, disregarding the 83 no's and continue to stay highly interested in the ice cream.
Lesson: Failure simply means TRY AGAIN. It does not mean anything about you, that you are not worthy or not special or not meant to have what you want. It doesn't even mean the customer doesn't want to say yes to you. It only means you've got to stay persistent, committed to your goals and keep trying.
Third, the child quickly adapts to situations and conditions. You will notice that they refine their request from time to time when they consider the customer (the parent) most vulnerable and susceptible to the close. If a child can notice these things, certainly you should be aware enough to notice when the buyer is tiring or starting to break.
Lesson: Pay attention to the customer! The better trained you are in your process. the more awareness and capability you will have as to what is going on with your customer. Look for times when the customer is having reduced states of resistance and wants to say yes to you, then capitalize and close!
Lastly, children have the ability to lose with a smile (that is after they have exhibited every other emotion available). But they understand that if they stay friends, they can go on to negotiate another day. So many sales people lose a deal and have a loser's face, then go down tone with the customer. Then everyone feels like a loser!
Lesson: Take life's bumps with a smile; Treat everyone like a winner, no matter the outcome. Position yourself so that you can negotiate another day, so in the future, your customer will still feel good about you even though they didn't hook up last time.
Everyone is a natural sales person simply due to the fact that you were once a child. So go back to being child like with your perseverance and tenacity.
Have you ever noticed the enthusiasm, the flexibility, creativeness, persistence, the follow up, the range of communication skills and tenacity of a child? A child will ask one hundred times a day until they succeed. They will employ whatever tactics will most effectively achieve their desires from terror, kicking, begging, crying, manipulation, enthusiasm, deal making, alternative choices or flat our terrorism until you break!
Consider a child's success rate. Compared to the number of attempts, they fail more often than they succeed. But as a parent, you see their success rate as very high. However, on a good day, they will fail most of the time only getting what they want after 99 failures. That is a ONE PERCENT success rate, but notice that they did get what they wanted. They don't quit until they get the sale closed! It is as though they are so focused on what they want; they have the ability to completely disregard the failures.
Why are children so successful as sales people?Let's examine: first, the child makes it very clear what he/she wants. Then they tell you the color, flavor, in detail, in the very specific request. They start early in the day and will not let up until the goal is achieved. The child will bypass resistance when necessary and seek out weaker terminals like daddy, knowing other parties may be more of a softy and an easier close. But notice, they are NEVER giving up, looking at all possible avenues to close the sale.
Second, failure is never any kind of deterrent for them. Absolute perfect execution of the old adage, " 'No' means try again later." They have no negative conditioning to the 99 times they were turned down, and the younger they are, the less they compromise their desires. Unlike the socialized you, the child who is selling doesn't say to himself, "Oh, I've failed, maybe I'm not meant to have ice cream, and maybe I should just learn to like this broccoli stuff." No they just keep asking, disregarding the 83 no's and continue to stay highly interested in the ice cream.
Lesson: Failure simply means TRY AGAIN. It does not mean anything about you, that you are not worthy or not special or not meant to have what you want. It doesn't even mean the customer doesn't want to say yes to you. It only means you've got to stay persistent, committed to your goals and keep trying.
Third, the child quickly adapts to situations and conditions. You will notice that they refine their request from time to time when they consider the customer (the parent) most vulnerable and susceptible to the close. If a child can notice these things, certainly you should be aware enough to notice when the buyer is tiring or starting to break.
Lesson: Pay attention to the customer! The better trained you are in your process. the more awareness and capability you will have as to what is going on with your customer. Look for times when the customer is having reduced states of resistance and wants to say yes to you, then capitalize and close!
Lastly, children have the ability to lose with a smile (that is after they have exhibited every other emotion available). But they understand that if they stay friends, they can go on to negotiate another day. So many sales people lose a deal and have a loser's face, then go down tone with the customer. Then everyone feels like a loser!
Lesson: Take life's bumps with a smile; Treat everyone like a winner, no matter the outcome. Position yourself so that you can negotiate another day, so in the future, your customer will still feel good about you even though they didn't hook up last time.
Everyone is a natural sales person simply due to the fact that you were once a child. So go back to being child like with your perseverance and tenacity.
1 Comments:
We have been using Grant Cardone for 12 years and send all of our people to him. We like what we see on your site as well and will have someone from our company contact you for some info on training. Good material.
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