$100M Worth of Sales Knowledge in 19 Minutes — Transcript

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1. 0:00these are the nine strategies that
2. 0:01transformed me from being truly
3. 0:03terrified of rejection to closing deals
4. 0:06with confidence I picked up some of
5. 0:07these strategies by working with the top
6. 0:09sales experts in the world and others I
7. 0:12picked up the hard way which was going
8. 0:14from making $55,000 a year to millions
9. 0:17of dollars a year today through learning
10. 0:19the art of selling so let's dive into
11. 0:22the nine most effective sales strategies
12. 0:24that can change the way you sell and
13. 0:26change the way you live ladies the first
14. 0:28strategy is for you it is time to flip
15. 0:31the script sales isn't gross it is
16. 0:33impactful it's only gross if you don't
17. 0:36actually believe in your product think
18. 0:38about being a car salesperson you would
19. 0:40feel really gross about being a car
20. 0:42salesperson if you're selling cars to
21. 0:45people who can't afford them of course
22. 0:46you're going to feel bad about yourself
23. 0:48and you're going to think that sales
24. 0:49isn't for you but now think about
25. 0:51yourself as if you are the car sales
26. 0:54person for a Lamborghini dealership
27. 0:56you're bought into the product you know
28. 0:57that the product is premium you also
29. 0:59know know that you are not selling this
30. 1:01product to somebody who can't afford it
31. 1:03so the art of the sale is going to feel
32. 1:06a lot more interesting it's going to
33. 1:08feel fun because you know that you're
34. 1:09selling product that you actually
35. 1:11believe in this makes sales not gross
36. 1:14because what you're now doing is solving
37. 1:15that person's problem so get sold on the
38. 1:17product and if you aren't currently sold
39. 1:19on the product sell a different product
40. 1:21don't work at a place where you do not
41. 1:22actually believe to your core that the
42. 1:24product helps people because when you
43. 1:25believe that it helps people changes
44. 1:27everything think about it like you are
45. 1:29truly helping somebody make a decision
46. 1:32that gets them closer to achieving the
47. 1:34life that they want my single favorite
48. 1:36quote from Grant Cardone who is a master
49. 1:38of all Masters at sales he says to the
50. 1:41extent that you are sold you will sell
51. 1:44but if you are not sold on the product
52. 1:46it's why your sales numbers are going to
53. 1:47be bad so whenever you're thinking that
54. 1:49you're a bad salesperson that the
55. 1:51product doesn't work just remember let
56. 1:53that little trigger go off to the extent
57. 1:55that you are sold you will sell and then
58. 1:57the reverse is true to the extent you
59. 1:59aren't sold you won't sell so how do we
60. 2:02get you sold on your offering so that
61. 2:04then you can sell when you are bought
62. 2:05into your product that is how you feel
63. 2:08everyday selling it you're helping
64. 2:10people make a good decision get closer
65. 2:12to their dream outcome their ideal scene
66. 2:14for themselves and you are the conduit
67. 2:17to allow that to actually happen but in
68. 2:19order to help someone else achieve the
69. 2:20life that they want step two is you have
70. 2:23to get sold on you you can't sell others
71. 2:25on your vision if you aren't sold on you
72. 2:28first the first time realized that I
73. 2:30wasn't sold on myself was when I was
74. 2:32sitting in a conference room and
75. 2:34somebody asked the question why would
76. 2:36somebody buy from US versus our
77. 2:38competition I didn't have a good answer
78. 2:40because the reality was they should be
79. 2:41buying from the competition because the
80. 2:43competition Works harder the competition
81. 2:45knows more about the customer's problem
82. 2:47and does actually create a better
83. 2:49solution but as soon as I realized that
84. 2:52that was the problem and that I wasn't
85. 2:54sold on me and how I had helped solve
86. 2:57that problem I just prioritized solving
87. 2:59those problems and I took more
88. 3:01responsibility so that I could actually
89. 3:03be sold on the product but also be sold
90. 3:06on myself see when you know that you're
91. 3:08not putting your all into something you
92. 3:10know that you've told yourself you want
93. 3:11to wake up early you want to work out
94. 3:13every day you want to eat right and
95. 3:15you're not doing those things you're not
96. 3:16showing up as your best self it's going
97. 3:18to be really hard to get other people to
98. 3:21buy in on themselves and make
99. 3:23investments in themselves because you
100. 3:25know that you already let yourself off
101. 3:26the hook but if you didn't let yourself
102. 3:28off the hook in life if you actually
103. 3:30held yourself to the highest standards
104. 3:32that you have for yourself you would
105. 3:34then hold other people to those
106. 3:36standards as well so the biggest hack in
107. 3:38sales outside of having a great product
108. 3:40and believing in your product is
109. 3:42actually getting sold on you well for me
110. 3:44personally I had to get sold on working
111. 3:46out every single day showing up as the
112. 3:48person that I wanted to be instead of
113. 3:50the person that I was at the time I had
114. 3:52to have a totally different vocabulary
115. 3:55and learn words that I didn't know and
116. 3:57didn't feel comfortable with and kind of
117. 3:58felt like a little bit of imposter
118. 4:00around because if I was able to hold
119. 4:02myself to this new higher standard and
120. 4:03get sold on myself I was no longer
121. 4:05willing to accept no from other people
122. 4:08because I wasn't accepting no for myself
123. 4:10you have to know why you should be
124. 4:11trusted and ultimately this comes down
125. 4:14to trusting yourself I know that when I
126. 4:16wake up every morning I can trust me I
127. 4:18can uphold my commitments I can follow
128. 4:20through with people I can do the things
129. 4:21that I say that I'm going to do because
130. 4:23I am the person that I tell people I am
131. 4:25so if you aren't sold on all of those
132. 4:26pieces it's going to be very easy for
133. 4:28you to see that your sales numbers are
134. 4:30off the good news is you can start small
135. 4:32and you can start today start by keeping
136. 4:35promises to yourself you tell yourself
137. 4:37that you're going to get your butt in
138. 4:38the gym at 5:30 tomorrow morning get
139. 4:40your freaking butt in the gym you tell
140. 4:42yourself that you are going to wake up
141. 4:43at the first time your alarm goes off
142. 4:45and you are not going to hit snooze
143. 4:47don't hit the snooze button it is these
144. 4:49little tiny choices that you make every
145. 4:52single day that either build into your
146. 4:54confidence that you can trust you or
147. 4:56erode your confidence that you can trust
148. 4:57you so start small once you're sold on
149. 5:00you and your product strategy number
150. 5:03three is to start offering Solutions
151. 5:06everybody on this planet has a problem
152. 5:08do they want to be more beautiful do
153. 5:10they want to look younger do they want
154. 5:12to come across as more classy more
155. 5:15elevated whatever it is that they have a
156. 5:17problem around there are solutions on
157. 5:19this planet so when you think about your
158. 5:21role in sales it is as simple as you
159. 5:23just asking what their problem is and
160. 5:25understanding their problem and truly
161. 5:27providing the right solution for their
162. 5:29sted problem so I like to think about
163. 5:31this when it comes to somebody who wants
164. 5:33to buy a car well what is the problem
165. 5:35that they're solving you see before I
166. 5:37bought my first car when I was 20 years
167. 5:39old I had my grandma's hand me down and
168. 5:41my grandma's hand me- down was a
169. 5:44gorgeous 1993 Buick Century it was
170. 5:47silver it was like a couch in the back
171. 5:49it's very fluffy and rode like a
172. 5:51Grandma's car it's honestly today why
173. 5:53still drive like I'm a grandma because I
174. 5:55drove on a Grandma's car for the first
175. 5:57four years of me being able to drive I
176. 5:59would show show up to my job making
177. 6:01$8.32 an hour with all of these cars in
178. 6:04the parking lot that were so nice and so
179. 6:06beautiful and knew they were made within
180. 6:08the last decade and then there was me
181. 6:10who had my Buick Century and I was so
182. 6:13embarrassed by it so when I did get the
183. 6:15chance to buy this car the salesperson
184. 6:18understood the pain point I was trying
185. 6:20to solve it wasn't just because I wanted
186. 6:22a car for the purpose of getting to and
187. 6:24from work or to and from my friend's
188. 6:26house was because I wanted to no longer
189. 6:28feel embarrassed but at least I wasn't
190. 6:30showing up being mortified by the car
191. 6:32that I was driving so I'm so thankful
192. 6:34that the person who sold me my first car
193. 6:36they did their job they ask me all of
194. 6:38the relevant questions so that I could
195. 6:40properly figure out what car was in my
196. 6:41budget what car would no longer make me
197. 6:44feel the way that I felt and I was so
198. 6:45proud I showed up different every day to
199. 6:47work cruising around in my little three
200. 6:49Series BMW I was honestly through the
201. 6:51moon so think about this when you're
202. 6:54selling somebody they have a problem it
203. 6:57might not be that they want a car maybe
204. 6:58they want to lose weight they feel
205. 7:00really insecure in their body they don't
206. 7:02like the way that they show up to their
207. 7:04work every single day they don't like
208. 7:06the way that they show up to their
209. 7:07significant other every single night
210. 7:08they feel just a lot of Shame you're
211. 7:11solving that problem that pain point and
212. 7:13you can only get there by asking really
213. 7:15great questions ask yourself what the
214. 7:17customer needs and then think about how
215. 7:18your solution can make their life better
216. 7:21easier and more fulfilling the fourth
217. 7:22strategy bust a common myth you see you
218. 7:25don't have to be aggressive to be good
219. 7:27at sales you actually just have to be
220. 7:29authentic one of my beliefs around sales
221. 7:31is that the customer's money is in
222. 7:34better hands with me than it is with
223. 7:37them this has gotten me over having
224. 7:39difficult conversations where I'm fact
225. 7:41finding with customers and I hear their
226. 7:43pain to be able to move them through
227. 7:45that process so that they can get the
228. 7:47results on The Other Side by making an
229. 7:49investment see if they don't make the
230. 7:51investment they're not going to get the
231. 7:52change and I know that I can help them I
232. 7:56actually believe in my product and I
233. 7:57believe in me so their money is better
234. 7:59off in my hands because I have success
235. 8:02stories I have things that I can point
236. 8:03them to to say if you do this this is
237. 8:05what's going to happen for you inside
238. 8:07your business and because of that
239. 8:08confidence I'm able to go through a
240. 8:10sales cycle with somebody and really
241. 8:12move them through all of the fears all
242. 8:14of their self-loving beliefs because I
243. 8:16am sold on my product and then I don't
244. 8:19have to be aggressive in the process I'm
245. 8:21just working them through the steps so
246. 8:23they can actually get their desired
247. 8:25results and see this is why women are
248. 8:26better at sales because you can solve
249. 8:28these problems
250. 8:30with empathy while also holding them
251. 8:32accountable I put myself in my client
252. 8:34shoes I don't need to be aggressive when
253. 8:36I just ask myself this question has
254. 8:38anyone truly held this person
255. 8:40accountable to their goals most of the
256. 8:42time I can answer that wholeheartedly
257. 8:43and say no no one has ever cared about
258. 8:45this person enough so they're going to
259. 8:47make this investment and in exchange I'm
260. 8:49going to care about them I'm going to
261. 8:51get them the results that they're
262. 8:52looking for and it has the opportunity
263. 8:54to entirely change that person's life so
264. 8:56there's no need to be aggressive around
265. 8:58here we just listen we back a great
266. 9:00product we get sold on ourselves and we
267. 9:02help people solve their problems next is
268. 9:04the fit strategy which is all about
269. 9:06rejection and how hearing no makes you
270. 9:08feel but here's the deal this is a
271. 9:10question I ask myself are they actually
272. 9:12telling me no or are they just telling
273. 9:13me that there is something that they
274. 9:15don't yet know about how my product my
275. 9:18service is the answer to their problem
276. 9:20and it's my job to build this bridge for
277. 9:22them so that I can help them see what
278. 9:24they don't currently know so that they
279. 9:26move forward if the prospect says no
280. 9:28don't take it personally
281. 9:29it just means that you haven't fully
282. 9:31made known the value of your offer what
283. 9:35does the buyer not know instead of you
284. 9:37just talking about the value what about
285. 9:40a full demonstration if you're selling
286. 9:42skincare and you show me how you can put
287. 9:44the under ey patches on and all of a
288. 9:46sudden the little wrinkles underneath my
289. 9:48eyes just they vanish I'm going to get
290. 9:50sold very differently then if you just
291. 9:52tell me that it's going to reduce my
292. 9:53under eye wrinkles there's different
293. 9:55things that you can do in the sales
294. 9:56process to get the client to actually
295. 9:59know more about your product that is on
296. 10:01you as a salesperson but luckily as a
297. 10:04badass woman in business it's really
298. 10:06easy for us to think about different
299. 10:08ways that we can show people what the
300. 10:09successful end product actually looks
301. 10:11like my theory on why women hate
302. 10:13rejection is we are normally chased it's
303. 10:16something very biological something that
304. 10:18is very normal and so it's actually
305. 10:19abnormal for a woman to accept rejection
306. 10:23because we're so used to just being
307. 10:24pursued that's how we were made well if
308. 10:27you can get over this and I believe you
309. 10:30can you will be lethal in a sales
310. 10:32environment because a woman who is smart
311. 10:35and confident and can take rejection and
312. 10:37keep showing up deadly you are a
313. 10:40freaking gangster and just by you
314. 10:42learning this skill set alone you will
315. 10:44make so much money in your career
316. 10:46because so few are willing to go through
317. 10:49that little tiny period of discomfort
318. 10:52through the rejection phase to actually
319. 10:54get what they want which is on the other
320. 10:55side the cool thing about sales is it's
321. 10:57actually not personal it's something
322. 10:59that is not you so you are not being
323. 11:02rejected the product is being rejected
324. 11:05so how do you make the product more
325. 11:07appealing to the person that you were
326. 11:08trying to sell it to and take yourself
327. 11:11and your ego and all of your fears and
328. 11:13worries about rejection and just remove
329. 11:14it from the equation because the good
330. 11:16news it's not about you next up strategy
331. 11:196 is realizing that everything that you
332. 11:21want in life is on the other side of a
333. 11:24yes my favorite gr Cardone book called
334. 11:26sell or be sold you are either be being
335. 11:29sold by somebody else's ideas what their
336. 11:32concept of what your life should look
337. 11:33like or you were selling them on where
338. 11:36we're going to dinner tonight where you
339. 11:38live do you live close to your family
340. 11:40every single thing in life is a sale so
341. 11:43are you selling or are you being sold I
342. 11:45realized that for much of my life I was
343. 11:47just being sold 7 years ago I realized I
344. 11:50was a victim in my own life I was being
345. 11:53constantly sold on what my significant
346. 11:55other wanted to do what my parents
347. 11:57wanted me to become who I thought I
348. 12:00should be and never really looked at
349. 12:02myself to say what do I want where do I
350. 12:05want to go and in this process of
351. 12:08listening to other people and getting
352. 12:10angry that I wasn't where I wanted to be
353. 12:12I realized that because I wasn't sold on
354. 12:14me and I didn't know where I was going
355. 12:16it was very unlikely that I was ever
356. 12:18going to get there but that first sale
357. 12:20started with me so when you think about
358. 12:22your customer are you sold on where
359. 12:24they're going see I think one of the
360. 12:26greatest gifts that any salesperson can
361. 12:28have is them believing that their
362. 12:30customers's whole life can change
363. 12:32through working with them the way that
364. 12:34they view themselves the way that they
365. 12:35walk into rooms can actually be impacted
366. 12:38by the product or the service that
367. 12:39you're selling to them just remember
368. 12:41that when you are the one selling you're
369. 12:43getting somebody to a destination that
370. 12:45they might not believe is possible for
371. 12:47them to go it is your job as the
372. 12:49salesperson to get them over all of the
373. 12:51potential roadblocks all the potential
374. 12:54traffic delays all of the accidents that
375. 12:56could happen along the way from getting
376. 12:57to where they're at to where they want
377. 12:59to go you are that bridge you are that
378. 13:01person saying you've got this I will be
379. 13:03your GPS I will help you we can overcome
380. 13:05this this is important to learn because
381. 13:08you are in the driver's seat if you
382. 13:10really want to be a great salesperson
383. 13:12you have to take on that responsibility
384. 13:13of being in the driver's seat and having
385. 13:15more confidence in where your client can
386. 13:17go than they might have in themselves
387. 13:20strategy 7 is something you have
388. 13:21definitely heard your parents say over
389. 13:23and over again which is practice
390. 13:25practice practice practice practice and
391. 13:28just keep practicing I remember when I
392. 13:29first tackled this idea of sales and I
393. 13:32use this tool called Cardon University C
394. 13:34University provides 15minute sales
395. 13:37trainings where you can learn how to
396. 13:38ideally overcome objections and get the
397. 13:41deal done back when I wanted to learn
398. 13:44the sales game I started training every
399. 13:47single day I would watch 15 minutes
400. 13:50every day on some training topic whether
401. 13:52it was learning how to greet somebody
402. 13:54how to fact find and really understand
403. 13:56what their motive was how to ask really
404. 13:58great questions in order to overcome
405. 14:00objections to close the deal see I
406. 14:02needed Tools in every single one of
407. 14:04those areas so I set up the discipline
408. 14:07to train every single day 7 days a week
409. 14:10for at least 15 minutes and this
410. 14:11training allowed me to go into every
411. 14:12conversation ahead of time thinking how
412. 14:15am I going to sell in this conversation
413. 14:17it could have been the most mundane
414. 14:18conversation maybe it's with my husband
415. 14:20and he and I are deciding where to go to
416. 14:21eat I would decide ahead of time I want
417. 14:24to go to the F place I feel like
418. 14:25Vietnamese food I do not want to
419. 14:26negotiate so I would start the
420. 14:28conversation knowing that I had this
421. 14:30intention to go to F eat some great
422. 14:32yummy soup and when I would go to have
423. 14:34the conversation with him I set my
424. 14:35intention we're going to go get F and
425. 14:37when he's like no I don't want soup
426. 14:38every night I would practice the
427. 14:40overcoming of the objection so it got me
428. 14:42in this habit of every single day
429. 14:44practicing what I was learning so that I
430. 14:47could actually improve on what I was
431. 14:48trying to get better at you have to
432. 14:51practice if you want to be great at
433. 14:52sales and here's the deal you do not
434. 14:55want to practice on your customers
435. 14:57ideally you are practicing with with
436. 14:59your friends with your co-workers with
437. 15:00your family with your children with your
438. 15:02spouse you can do so much in such a
439. 15:04short period of time to get really great
440. 15:06at sales if you just commit to
441. 15:08practicing every single day and using
442. 15:10the tiniest little opportunities as your
443. 15:12shot to say this is what I want out of
444. 15:14this conversation this is where I'm
445. 15:16going to drive this conversation to I'm
446. 15:18going to handle this objection in this
447. 15:19way I might even give the other person
448. 15:21an objection to give me so then I can
449. 15:22practice handling the objection and you
450. 15:24start to create a game out of everything
451. 15:26that happens in your life that brings us
452. 15:28to the eighth strategy which is to know
453. 15:30when to stop selling you see too much
454. 15:32talk can absolutely unsell your customer
455. 15:35have you ever been to your favorite
456. 15:36restaurant you show up there you're
457. 15:38excited to order your favorite appetizer
458. 15:41for me that' probably be meatballs and
459. 15:43then the next dish is going to be your
460. 15:44favorite pasta but you know that instead
461. 15:46of having the normal pasta they have the
462. 15:48special pasta on the side that you can
463. 15:49request and then for dessert you've just
464. 15:51been salivating all day thinking about
465. 15:53your favorite dessert that you're going
466. 15:54to order your favorite restaurants and
467. 15:56when you sit down at your favorite
468. 15:57restaurants the waiter comes over and
469. 15:59the waiter is nice friendly maybe a
470. 16:01little bit new and the waiter proceeds
471. 16:03to tell you about the specials and
472. 16:05Orient you to the menu for five minutes
473. 16:07this is an example of overselling I was
474. 16:09already sold on every single thing prior
475. 16:11to even showing up I was even going to
476. 16:13add in a cocktail just to have an extra
477. 16:15little spice to my evening but now my
478. 16:16mood is ruined because I've just had to
479. 16:18listen to Somebody try to tell me all
480. 16:20these things that I already know when my
481. 16:22mind was already made up this is one of
482. 16:24the most important questions that you
483. 16:26can ask in any sale and ideally you do
484. 16:28it as quickly as possible because you do
485. 16:30not want to oversell somebody the
486. 16:32question is have you heard enough to
487. 16:34make a decision it will Amaze you how
488. 16:37quickly you were able to move through
489. 16:38deals because you asked the simple
490. 16:40question and I take zero credit from
491. 16:42this because Grant Cardone himself
492. 16:43taught me this I will never forget the
493. 16:46very first time that I was in a sales
494. 16:48situation with Grant it was 30 seconds
495. 16:50into this presentation and it was
496. 16:51supposed to be an hourong presentation
497. 16:53and he Slams on the table without the
498. 16:55other person knowing cuz it was a
499. 16:56virtual call and he said M it mute it
500. 16:59and so one person's still making the
501. 17:01presentation I mute it and we're like
502. 17:03smiling and he says ask them have you
503. 17:05heard enough to make a decision and I
504. 17:07look at him and I'm like you just just
505. 17:09HED no he's like ask them so we unmuted
506. 17:12the call and we said so have you heard
507. 17:13enough to make a decision and the person
508. 17:15said no and we continued on with the
509. 17:17presentation 45 seconds later he hits it
510. 17:20again and he says ask so he asks so have
511. 17:23you heard enough to make a decision and
512. 17:24the person said yeah I'd like to move
513. 17:26forward and I was shocked because it
514. 17:28worked the person didn't want to hear
515. 17:30all the things a lot of the time you
516. 17:32don't want to know all the information
517. 17:33when you're buying something so ask the
518. 17:35question have you heard enough to make a
519. 17:37decision and your conversions on your
520. 17:40sales will go up and you'll think it's
521. 17:41magic but it wasn't it was just Grand
522. 17:44Cardon people have to know what they
523. 17:45want right away so don't ignore the
524. 17:48signs number nine is our final strategy
525. 17:50to mastering the art of selling which is
526. 17:53accepting your failure you can
527. 17:55completely mess up then recover and
528. 17:57still get the deal I cannot tell you how
529. 17:59many deals I have blown I've messed up
530. 18:01the person's name I've been so nervous
531. 18:03that I didn't do the demo correctly I
532. 18:05fumbled around and showed how nervous I
533. 18:08was and never even asked for the cloth
534. 18:10because I was just so embarrassed and
535. 18:12guess what if you can hold this one
536. 18:14piece of data to be true it will change
537. 18:16your life when it comes to your
538. 18:17confidence in the sales process no one
539. 18:20thing blows a deal you can mess up you
540. 18:22can make mistakes it is okay and you can
541. 18:24still actually get the sale you could
542. 18:26even be too aggressive with somebody and
543. 18:28put a little bit too much pressure on
544. 18:30them I know we're not super aggressive
545. 18:31but sometimes you can be like you just
546. 18:33have to do this you have to do it today
547. 18:34cuz it's going to help you maybe it was
548. 18:36a mistake but the mistake doesn't have
549. 18:38to Define that that relationship doesn't
550. 18:40ultimately do business with you so hold
551. 18:42this to be true that no one thing blows
552. 18:45a deal and then you're going to be able
553. 18:46to walk into these conversations with
554. 18:48your shoulders back knowing I can be a
555. 18:50human being I can make a mistake and
556. 18:52even if I make a mistake it doesn't have
557. 18:54to blow the deal because I can still get
558. 18:56the job done think back to a time when
559. 18:57you've been in a department store you
560. 18:59were trying on a pair of shoes maybe it
561. 19:01was a shirt and you really liked it but
562. 19:03you didn't like it enough to move
563. 19:05forward at that moment and then the
564. 19:06salesperson maybe put a little pressure
565. 19:09on you and wanted you to buy and you got
566. 19:11frustrated you left you didn't want to
567. 19:13buy it any longer you moved away the
568. 19:15next day an event comes up where you
569. 19:18need those shoes to match the dress so
570. 19:20what do you do you go back and you buy
571. 19:23it because the fact that that person
572. 19:25might have been a little bit too pushy
573. 19:26or said something that potentially even
574. 19:28offended you isn't the thing that stops
575. 19:30you people change their minds constantly
576. 19:32you are not the same person that you
577. 19:34were yesterday you're not the same
578. 19:35person that you were an hour ago
579. 19:37honestly you aren't even the same person
580. 19:38as you were when you started this video
581. 19:40so don't think that your customer is the
582. 19:42same person because they have new
583. 19:44considerations they have new
584. 19:45opportunities no one thing blows a deal
585. 19:47and never overthink your mistakes these
586. 19:49are the nine strategies you need to
587. 19:51start mastering sales and if you love
588. 19:54this video check out my next video on
589. 19:55brutally honest business advice for
590. 19:57women