• Research your target ahead of time • Speak slowly and clearly • Have definite goals for the call • Have a real conversation instead of quote a script • Plan for any and all objections or distractions • Don't waste time or words • Ask open ended questions • Know when to be quiet and listen • Understand when to push and when not to push • Try to make a personal connection • Ask for the next step in the process • Smile when you speak - even on the phone it comes through • Stand up - it helps with confidence • Role play constantly and record it for analysis • Follow up, follow up, follow up • Have Fun and make it fun for your target
slow the heck down and have a conversation don’t throw up out the mouth take time ask questions and listen so you know the next move be personable want you t role play with me too!
It's your job as a sales person to talk with and communicate what you're trying to sell. Your job is not to sell, your job is to help your client and potential customers understand how you can help them. Stop trying to sell and start finding out if you can help the person/company then you'll sell like it's nobody's business.
This was a train wreck... but, huge that he took everything with humility and was brave enough to step on the stage with giants! Mad props. He needs to stop being so forceful. Stop forcing the pitch and have a human conversation too.
He’s imposing himself on the prospect. And isn’t even waiting to listen. LISTEN! He’s not someone I’d want on my team. He needs to learn to listen and stop being so desperate and even rude (by telling the prospect what they should think and do). Has balls though for getting up there, respect for that. But definitely needs to build genuine confidence and learn to listen and allow people to speak or he’ll not only lose sales but piss people off and damage his company’s brand.
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You can not teach HEART and FOCUS and ENTHUSIASM for what he has to offer, and once he learns how to engage more and interact with the customer, he will only get better 👏
I’m actually having the same problem rn in an Inside Sales role. I’m way too quick on the phone and too quick to pitch. Gotta be more customer service oriented and friendly opposed to just getting right too it. Grant and his partner are right about the script just being the skeleton. Guy had courage but definitely should try to take heed to the information provided.
@@lillocosta1777 Absolutely. The greats I’ve had the pleasure of witnessing were masters at getting the customer to focus on our product’s superiority vs their concerns. I think problem-focused salespeople naturally become just as frantic as the customer if not more.
The script is just that, a script. You have to inject the human element into it and a lot of that is just being who you are and some of it can be learned
I hope homeboy from the audience had some good takeaways from Grant. The days of fast talking robotic word for word script pitches are over. That’s the last thing a buyer wants to hear getting spit at him through the phone after an interruption. Chill out and be real with your heartfelt affection for your product and your company.
The salesman in the role play has the knowledge base it's just the application used to prospect more effectively fair play to him and his company learning is achieving everyday we learn and we get better
Yes he is too fast and nervous, but one main point was when you get an opening, like Grant liking the name, use it! Be a human and interact. Don't just stick to t he script. You'll be back on it in a few seconds anyway. He was better at the very end for sure though.
Towards the end when he literally made Grant do a double take. That was awesome, this guy has learning to do, but he will be a great salesman. He's got the basis already down, just needs tuning.
Honestly!!! I learned a lot from this video! I've never liked scripts because of the same reason, people that have called me to sell me something, they never listen to me, they just hurry to finish the script. But at the same time I feel I've done it when I used to work at a car dealership and I didn't really like the way I sounded. Also, I like the way Grant describes the "Script" like a structure, like the skeleton, the bones and we need to bring in the rest to make the script a part of us to make it sound natural. I also learned that whenever I talk to someone on the phone... Is a conversation. I need to listen and ask questions, listen more and take the conversation to the end goal. Not just spitting words like an UZI gun. I learned that a phone call is a way to establish a relationship and that there's is nothing to be worried about. There's also another thing I noticed in this "Grant-Billy" interaction that is a SKILL that we all need to learn... (THE SHIFT OF ENERGY) Did you notice how anxious Billy was and how his temper was rising at the point he was getting combative with Grant? Did you notice how he started defending himself saying that he was doing it like that because that's the way he learned from Grant's courses? GRANT noticed this right away and he reacted immediatly by saying "No! You're RIGHT!!!" with a big smile and giving Billy a hand shake! Notice how Billy immediatly shifts his energy, he relaxes his body and also smiles back, allowing him to be more receptive to feed back. So yeah! learning how to shift other people's energies in order to communicate better is a SKILL that can be used to avoid unnecessary conflict within an organization or even in family situations. So thank you Billy for your courage on stage and thanks Grant for teaching us all this stuff. ~Mario
The one thing about phone sales is you’ve got the customer when you’re not doing much talking and your listening.. You have to genuinely care about the customers success then you will have an opportunity.
I was just like him when i started selling d2d, bro the best advise cardone gave you "Slow it down", talk to the client, build some raport, But anyway, the best of luck
I’ve been In sales my entire life so far, and this guy has a long way to go. He’s got a lot of guts to get up there and do that, but damn is he a robot. People want to feel a human connection over the phone more than anything, phone calls are too automated these days anyway. Don’t seem fake. Just treat them like you would your closest friend. Talk to them like you’ve known them forever.
I’m a little nervous…then get over it! Freaking love this. The market is brutally honest so if we focused on real advice like this and build skills to fix this problem we’d have much higher conversion rates
Wow, Cardone is a beast! I love the tips given in this live role play. I could actually start to see the mistakes I make too in selling, establish rapport with your buyer else you will sell Nada! Nice!
Kudos to the guy jumping in the fire. I work in real estate acquisitions and after getting your teeth kicked in on the phone your start to adapt. Biggest thing I learned was to slow it down, brief intro, ask probing questions try to find pain and let them do the talkin. After that if you’re not interested? “Totally understand (insert name). Would you happen to know anybody else that’s looking to buy or sell real estate?” Nurture this relationship and move on to someone who needs your product until you find someone that’s a fit. Rinse and repeat. Just be chill and ask the right questions.
Man what the first guy did was what I do, speaking way too fast because "I don't want to waste their time and also not get hanged up on so I will blurt everything i have to offer fast", my boss told me two things, First he said the content i was saying was correct but Slow down And have a nice posture, even though you're not in front of a person, having a nice posture while making a call makes a difference in your energy and confidence.
This is guy has guts!! He is very analytical.. very knowledgeable just needs to slow down use pauses and actually listen to what grant is saying. He'll be fine
Respect. He just seems to only be able to maintain one tone though. The “salesman” tone. Each persona grant did, the guy sold exactly the same way. Like he was only in rapport with himself or something lol
Absolutely agree with Grant!!!! Looose all trust with the way Billys approaching. Theres no conversation here. Billy sounds forcefully which it equals to no trust no communication✌
As a customer (generally), the first thing that will get me to hang up the phone on you, is if you look like you are trying to sell me something that you think I need, especially since we have never met and you have not asked me any questions about what is relevant to my business.
You never admit you are "pitching" someone, people don't want to feel like they are being closed. He also went straight into numbers (900% in 90 days) sounding like an infomercial.
Cold call it's not for selling, is to set up a meeting. So, here is my steps: 1- personal presentation; 2- Reason i called: What is my solution and if he/she can answer me 3 questions from a survey about this type of service or product; 3- The questions: 1) You consider this kind of solution as important thing to you or your company? 2) Do you already have this solution? 3) Why not? You have to suit the questions to your area; 4- If he answer the questions and demonstrate interest, you do the 4 question: If I presented this solution to you, would you be interested in knowing it and, if you like it, applying it to your life/business? 5- Set up the meeting.
Billy just wants to get his point across regardless of the pace or tone of the customer, since its a 6 to 8 months sales cycle the first thing he should focus on establishing a rappot as quickly as he can before talking fast to the point of irritation, having sales point or sales catch is something but what really matters is how you deliver it
Billy is a straight up Shelley Levine. It’s not the 1980’s anymore man, people can pick up salesman rapid fire bullshit. You gotta connect with people dude. Grant totally called it when he said “talk to me” you wouldn’t believe how many customers will just wanna talk to you about bullshit like sports or something then next thing you know you’ve got $300-$4,000-$10,000 of their money in your pocket and you didn’t even tell them what the fuck they’re buying.
The gentlemen speaks to dam fast & he is trying to get a meeting, not a sale. He even admitted to being a little nervous. Confidence is Key just notice how much more clear he sounds at the end of the video compared to the training exercise presentation call. Just slow it down and you will be fine. He will gain great experience from this 1 on 1 with Grant.
He's actually quite good and does exactly what GC teaches. The problem is no one takes these kind of calls anymore. As GC demonstrates. It was different back in the day (1980/90). The internet has changed the sales process and now this type of call has been replaced with content marketing .
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Gotta give him props.. Takes guts to go up on stage and spar with the master But ya he needs to work on his communication skills for sure. He makes the insanely common mistake of believing that sales is about talking and "the gift of gab".. wrong! It's about listening and when you do talk you should mostly be asking questions. The better the questions the more you sell
Daaaamn I love this guy that came up at the stage. Such a modesty, enthusiasm and devotion. Damn x2 hahah I hope you took away a lot from this check-up with Grant!
This is where any script that actually hasn't been tested is horrible period. Just listen and adjust. Simple points always. Good to go. This guy is in his own way 😂
In B2B sales you want to call “Warm” leads not cold leads. Companies that have visited your website either filling out a form or domain capture software like LeadLander.com. (There are other solutions, but this is the most popular) LL won’t give you their name, but you know someone at the company is interested in your products. You mileage may vary.
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so mad respect for him to go up there but in the real world if someone calls me to sell something and is speaking at that pace my thinking is "he's trying to trick me," and hung up
