Is Your Phone Worth Millions?

The biggest deals I have ever done in my life were closed over a telephone. My company sells $50,000 contracts over the phone every day to people that we never meet. My real estate division closed 126 million dollars in deals last month and we never met anyone. I even once closed a deal on an iPad (like a phone) from 44,000 feet in the air, which resulted in a multi-million dollar contract.

The phone is powerful when used like a weapon and when you are in total control of the communication.

Two things you must first know to master a phone:

? Debunk any and all negative beliefs.  If you have any negative ideas about selling over the phone we have to get rid of them for you to understand the structure and strategies that we will employ to make you millions. If you believe you can't close on the phone or that if you think that I am just full of BS then none of what I show you will work.

? Control the communication. You must learn the difference between conversations and communication. Conversations are what most salespeople do. They just talk on the phone and never control the communication because they talk with no structure, intention or desired outcome. "How are you today", "how is your business", "thank you for taking my call" and on and on. Too much chit-chat and then finally the sales person gets a few moments in about his/her product when finally everyone realizes the call is going nowhere and ends.

Related article: How to Turn Cold Calls Hot

I personally made all these mistakes, and then one day, thirty years ago, I made a commitment to studying sales as a profession and especially studied how to sell over the phone. Over 30 years I have observed and developed proven strategies that will improve your effectiveness in both sales and especially when selling over the phone. Here are a few things you need to know about phone sales so your conversations become controlled communications that result in closed sales.

1) Get attention in your greeting. 95% of all salespeople blow the call in the first 25 seconds simply by how they introduce themselves. You need a greeting that immediately sets you apart from everyone, not just those in your industry but everyone this person has ever met.

2) Set the intention for your call. What is your intention for the call?  "My intention in this call is to show you a product that you find so valuable you will force me to get it to you tonight."   

3) Qualify for the dominant needs. Find out what is important to your prospect before you present your product/service or solution. I covered each of these points in detail during my video webcast.

4) Make a written proposal. Seventy-two percent of all sales people never present a written proposal to the prospect. This is a massive opportunity for those that can wrap their head around putting yourself at risk of losing a deal. Most can't get this simple point and is probably the reason 87% of all salespeople miss their quota.

5) Close on an appointment or a purchase. This is the final step in the call where you shut the deal down, moving the prospect from interest to an owner. This step is what separates the amateur from the pro's and why some people love sales and others hate it.

I hope you enjoyed this short write up on the sales call. I know there is not a lot of details and I could spend hours talking about each of these points including custom scripts and sales pitches for different industries.

Related article: 132 Ways to Follow-Up with Automotive Sales

In fact on August 20th I delivered a 3+ hour video webcast with an 80+ page eBook to show sales professionals how to 10X their income with phone skills. I have made millions of dollars on the phone across four different industries and have codified a process that others have used to print money for themselves.

Here is Heath Powell, a road warrior who recently got my training:

"I was great in front of the buyer and terrible on the phone and because of that I spent 300 days on the road.  Grant showed me how to get off the road and make those same sales over the phone. Now I travel maybe 20 days a year allowing me to settle down and have a family and now I make 30,000 per month with a fraction of the expenses!" 

I hope you take the time to watch my webcast. You can access the live webcast wherever you are as long as you have internet access and have it available for all of your devices, anytime, 24/7.

My mission is to help millions of people with what I know so that those that are willing to make the time, the commitment and do the work can provide for their families and make their dreams come true. Watch my webcast on How to Make Millions on the Phone.

Be great, nothing else pays... much,

Grant Cardone

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