gitomer

What is your biggest fear - speaking, rejection, or failing?

It is said that speaking in public is a bigger fear than death. I don't buy it. I think if someone put a gun to your head and said speak in public or die -- you'd find that lost William Jennings Bryan oration within you.

By far the biggest fear of salespeople is fear of failure. It has a cousin -- fear of rejection. Rejection is the pathway to failure -- if you fear it. While failure itself is real, the fear of it is a condition of the mind.

Earl Nightingale's legendary tape "The Strangest Secret" says, "You become what you think about." If that's true, why doesn't everyone think "success?" The answer is a combination of what we expose ourselves to, and how we condition ourselves.

We live in a world of negative conditioning. The three big motivators are.fear, greed and vanity. They drive the American sales process -- and they drive the American salesperson.

Our society preys on the fear factor. It's in 50% of the ads we see (the rest are greed or vanity). Ads about life insurance for death and disability, credit cards stolen, anti-freeze for stalled cars, tires that grip the road in the rain, brakes that stop to avoid hitting a child on a bike, and security systems so your home won't be robbed. You see that crap enough, you become "fear-conditioned."

We are constantly reminded to carry mace, get a burglar alarm, and be sure we have The Club. To make matters worse we now see police at ATM machines, metal detectors in schools, and can rely on the local news to promulgate the trend. They are dedicated to promote issues of fear every minute they're on the air.

Once society gives you fear, it's natural that you take it with you into the workplace. It transmutes into a fear of failure. This fear intensifies in workplaces with hostile environments. Bosses and managers who threaten, intimidate and ridicule.

In the midst of this we struggle for success. And while we think we fear failure, or at least don't want it around us -- we all face it in one form or another every day. Everyone fails. But, failure is relative. It's measurement is subjective. Mostly it occurs in your mind. If you exchange "I failed" for "I learned what never to do again," it's a completely different mindset. The status of failure is up to you.

Over the years of my failures, I have developed a great way of looking at it (lots of practice). I learn from it, or I ignore it.

Thomas Edison - failed 6,000 times before the light bulb, Donald Trump had monumental failures on his way to the top, Mike Schmidt - third baseman for the Philadelphia Phillies, failed at the plate (at bat) two out of three times for 20 years, and was inducted into baseballs hall of fame as one of the greatest ball players of all time. Were these men failures? Did they fear failure?

There are degrees of failure in sales. Here are some external ones:

• Failure to prepare
• Failure to make contacts
• Failure to make a sale
• Failure to meet a quota
• Failure to keep a job

External (outside) fears, lead to internal (inside) fears -- fear based on what happens when you fail or are close to failing. Your reaction to internal fear determines your fate. It's not what happens to you, it's what you do with what happens to you. Here are the five typical reactions to rejection or failure:

1. Curse it.
2. Deny it (a nice way of saying lie about it).
3. Avoid it.
4. Make an excuse about it.
5. Blame others (the easiest thing to do).
6. Quit.

Failure actually only occurs when you decide to quit. You choose your results. Here are a few simple things you can do to avoid getting to the "quit" stage:

Look at failure is an event not a person. Look for the why, and find the solution (If you look at "no" hard enough, it will lead you to yes). List possible opportunities. Ask yourself what have I learned, and try again. Don't mope around with other failures -- go find a successful person, and hang around him.

Here are a few complicated things you can do to avoid getting to the "I quit" stage:

• Create a new environment.
• Cultivate new associations.
• Access new information.
• Get a new mind set -- create new background thoughts.

It's always too soon to quit.

Afraid to speak, or afraid to fail? Which is the greater fear? When you consider the complications and ramifications of failure, making a speech to 1,000 people, by comparison, is a walk in the park.

FREE GitBit... Want to laugh at failure? Learn to be more persistent. A list of 23.5 ways o be more persistent is yours free. Just go to www.gitomer.com - click FREE STUFF then click GitBit - register and enter the secret words, "PERSISTENCE".

Jeffrey Gitomer is the author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com

#1008 Fear of rejection is bogus! And so are the people who warn you it's the reason for failure. I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus. Managers and sales trainers alike try to smooth it over by telling you crap like, "They're not rejecting you. They're just rejecting the offer you made them." Horse manure! People reject both people AND offers. THE MYTH IS: Salespeople don't like to cold call because they fear rejection. Hey Sparky, salespeople don't like to cold call because it sucks and it's a waste of time!  THE TRUTH IS: Salespeople aren't in fear. (Except maybe of their abusive bosses or proposed "changes" in their comp plan.) They're vibrant people who make the economy run. "Nothing happens until somebody sells something," said Red Motley in 1946. Fear of rejection is an easy way for sales managers and leaders to explain why their turnover is high. "Bob quit because he feared rejection." Really? I doubt it. Bob quit because your leadership is weak and your soft skills training are weaker. Fear of rejection and its evil twin fear of failure are best described as excuses. What you're looking for, as a would-be successful salesperson, are reasons and answers why a sale does not take place. So, what (other than fear) are the 10.5 reasons rejection takes place? And how can you decrease your rejection rate? Wouldn't you rather have those answers? Read on...  1. Lack of attitude. Not just lack of a positive or a YES! Attitude, but also the lack of a winning attitude. You need to carry a copy ofThe Little Engine That Could on your iPad or Kindle and read it every morning. 2. Lack of preparation in terms of the customer. You may know what you offer, but you may NOT know what the customer wants, or (more importantly) why he wants it. 3. Lack of belief. Belief is the most important and most complex, yet least understood emotion in the science of selling. Belief is broken down into five parts.    Part 1: You have to believe you work for the greatest company in the world.    Part 2: You have to believe that your products and service offerings are the greatest in the world.    Part 3: You have to believe you can differentiate yourself from the competitor in a manner that the customer perceives as valuable.    Part 4: You have to believe you're a great salesperson capable of transferring a message and understanding customer needs.    Part 5: You have to believe that the customer is better off having purchased from you. Not believing it in your head. Rather, believing it in your heart. Belief is both painfully obvious and completely ignored when teaching salespeople how to be successful. 4. Lack of sales skills. Since most companies provide poor sales training, it's the responsibility of the salesperson to gain their own knowledge by investing in books, seminars, online courses, and all other means to gain sales wisdom, not just sales knowledge. CAUTION: Do not learn a "system" of selling. Sell in a way that makes you feel comfortable. 5. Lack of personal self-confidence. Self-confidence and preparation go hand-in-hand. It's amazing to me that salespeople think they're nervous when actually they're just unprepared. 6. Lack of resilience. This is a key element in the rejection-failure syndrome. Resilience is your inner strength to react to what happens to you, your outer strength and mental strength to respond to what happens to you, and all your strength to recover from what happens to you. Building resilience wipes away fear. 7. Lack of personal pride in your work. Lack of attention to detail. Consistent lateness. Missed appointments. Cynical comments. Need I say more? 8. Lack of personal pride in yourself. Most people take more pride in their favorite sports team than they do in their career. This will be a direct reflection of the pride that you have in yourself and your performance. Think back to the time you made your biggest sale, and recall that memory and that feeling each time you're in a sales presentation. 9. Limiting self-thought. (I'm not good enough.) Most self-thought comes from the negative side, worried about what might happen versus dedicating yourself to changing the outcome. If you walk into the sale believing it probably won't happen, or you probably won't get it, than you're probably correct. If you want to change your outcomes, you have to change your thinking. 10. Low self-esteem. Someone told you that you're not that good, or not that smart, and you (like a fool) believed them. 10.5 Limited self-image. You don't consider yourself equal to the buyer, or good enough to sell the buyer. EXAMPLE: Stockbrokers talking to people of enormous wealth. Car salespeople trying to sell a car they can't afford to buy themselves. Fear of rejection? Totally false. Fear of failure? Equally false. People that espouse these false fears - avoid them.

rejection2

Rejection has probably destroyed the careers of more salespeople than any other single thing. No one likes rejection and only a very few get to a point where they are not affected by it. But in sales you will need to learn out how to constructively handle rejection.

These are a few techniques I use to get through it:

1. Be rational about your rejection.
Stay rational, not emotional when you hear “no.” Convince yourself that it doesn’t mean you or your offer are being rejected, but that the customer merely needs more information. No doesn’t mean you are deficient or personally being rejected. There is zero value in getting emotional about a client’s rejection. Instead, find out what the no means.

2. Figure out what they don’t like.
When clients say no, find out what they are rejecting specifically. Ask them: “What is it about my proposal you are saying no to?” Most people assume a rejection is about everything being offered, when it’s really only a small part your client doesn’t like. Break down the no to clarify what exactly your prospect is rejecting.

3. Don’t take no for an answer.
People often say no as an automatic reaction. You could offer more than your client wants and still be rejected. My first high rejection sales job was cold calling multimillionaires. They were telling me no before they even heard my offer, just to get rid of me. Keep a positive attitude, smile, get the buyer’s full attention and say, “I appreciate your position, but I refuse to allow you to not take me up on my offer.”

4. Be persistent with strong personalities.
The stronger a buyer’s personality, the more difficult it will be for your competition to get in front of them. Strong personalities tend to be the most loyal customers. When you hear what feels like a serious rejection, bone up for the challenge. Remind yourself you have a great opportunity to show that you are a truly exceptional professional who doesn’t take rejection personally or quit in the face of it.

5. Keep track of your rejections.
When I get shut down by a buyer for what appears no apparent reason, I will put them on a help list. A help list is comprised of those people in a market I’m unable to sell to or even get in front of. I keep this list with me everywhere I go so I can ask a client to scan the list and see if they can help me with anyone on it. This has resulted in many more deals for me.

6. Get great at closing.
The best way to handle rejection is to turn rejection into a closed deal. Most salespeople never become great at closing and quit selling because they don’t like rejection. The close is where you will experience the most rejection and the single area of sales most responsible for your compensation.

Sales Expert Grant Cardone on Setting Price, Closing the Sale and Dealing with Rejection

You had burning sales questions. Sales expert Grant Cardone had the answers.
Executive producer and star of National Geographic Channel TV show "Turnaround King," Cardone participated in a live chat Thursday afternoon, offering his best tips for selling and growing your small business in a still-uncertain economy. Entrepreneur.com readers submitted questions over email, Twitter and directly during the event.
A few highlights from Cardone's live session:
On convincing customers to not shop on price alone:
Cardone recommends salespeople focus on the value proposition of their product and service. "Not everyone is interested in cheaper product," he says. "There can only be one 'lowest cost provider' in a market, and you don't want to be it. … Be a profitable company with a great product and reinforce [to customers] why your product is worth the price."
On closing the sale:
Selling a customer and closing the deal are two different arts, Cardone explains. When you move into the closing phase, you're no longer building up the value proposition. One major problem when closing, he says, is that salespeople wait until the very end to mention the price.

"Start by presenting price, in the first few minutes," he says. "Tell them the price and spend the rest of the time explaining why it's priced that way." Then follow up to make sure your explanation justifies that price.
On handling rejection:
Salespeople, like everyone else on the planet, needs to learn how to manage rejection, Cardone says. But for a busy salesperson, it should be easy.
"I fill my pipeline up so much, I literally don’t have time to deal with rejection because I have another client to go see," he says.
Bottom line, rejection is a thing of the past and salespeople should focus on the future. "Rearview mirrors are to see what's behind you, not where you're going," he says.

6 Ways to Profit from Sales Rejection

By: Grant Cardone

Rejection is defined as, “the dismissing or refusing of a proposal, idea, etc” and has destroyed the careers of more automotive salespeople than any other single thing. Look, no one likes rejection. Whether it’s in business or your personal life, rejection is everywhere, yet very few get the point where they are not affected by it. I once had a guy tell me, “I could never be a salesman, I hate the rejection”, I thought to myself… life is gonna be tough for this guy. Life is filled with rejections, the promotion you missed, the girl that said no, the test you failed, the job you didn’t land, rejection is everywhere. So you need to learn how to deal with it. In automotive sales you’re facing customers on the phone, in person, and over the internet all day — and if you want to rise to the top of your store you will need to learn how to manage the effects of rejection.

The first thing you must understand is that rejection is not a sales issue. It is part of the human condition. It is an experience or illusion created by the person experiencing it. If you don’t like rejection, well that makes you more normal than abnormal. I have never met anyone who likes rejection, even those who know how to handle it. Also, if you think you can avoid rejection, sorry, you’re on the wrong planet.

I think the experience of rejection as an emotion is actually what happens when a person has a low responsibility level in getting things done. “I didn’t get what I want, so now I am going to feel sorry for myself, label it as rejection, and act like a victim.”

Ain’t nothing happens to you; it’s happens because of you!

How you handle rejection is the key. Try to avoid it and you are doomed because you will withdraw. If you start to think less of your product or offer after being told no, then you are being sold on someone else’s agenda and ideas. When you’re told “no,” or “not yet,” or “we bought from someone else” have you personally been rejected? Of course not. You will only feel this thing called rejection as a negative sensation if you do not take full responsibility for the situation and its outcome.

Here are 6 other techniques I use to get through the rejection cycle:

1. Be rational about rejection.

When I am told “No” I don’t equate it with rejection; I interpret it as “Not Yet”, meaning, the buyer is just not ready to close right now. But don’t give up! Most buyers will say a number of times before they say yes. So be rational about rejection, the buyer isn’t rejection you, just what you have presented to them. For example, in a recent mystery shop campaign that we did with a major OEM, more than half the time we found that the customer was on the wrong product. Your customer will seldom say yes to a product they do not feel will solve their problem… how could you expect them to? So one way to eliminate rejection is to provide information, and ask GOOD questions so you can be sure the buyer is presented something they can actually say YES to.

2. Figure out what the rejection is really about.

Think about this… how many deals have you closed when the buyer said “We are not buying anything today”, or “We need to think about it”, or how about “I need to talk to my spouse”… EXACTLY.

Buyer’s say “No” when they don’t know what else to say, or don’t want to tell you the real reason they can’t say “Yes”. A true professional knows that under every “No” there is a “Yes”. So find out the reason for the “No”. Next time a customer tells you they need to talk to their spouse before buying, agree with them, then ask “I understand, let me ask you, what would you do if your spouse says no?” If the customer says they would not buy, find out what the spouse would say no to… the color, the model, the payment, the down payment, etc? 9 out of 10 times, the buyer will come out with the REAL reason they “need to talk to their spouse”.

3. Have your pipeline so full rejection becomes a relief.

Think about a day when you were dead all day, no ups, no appointments, no phone calls. Then, the one appointment at 4:30pm that you had been looking forward to all day cancels… BOOM, rejection shows its ugly face. You feel let down, defeated, and likely HATE the car business. Now imagine this… it’s noon, you have 2 deals on the board and four appointments back to back from 1pm-5pm… oh yeah, and you are double booked at 4pm. When one of your 4pm appointments no shows, do you feel loss or relief? See how this differs from the first example?

Rejection is only felt by those who rely too much on too few opportunities.

4. Don’t be discouraged or get emotional from rejection.

Getting discouraged or riding an emotional roller coaster as a sales person will KILL your productivity. One trick that I used to help myself get over the emotions associated with rejection is I assign a dollar value to every customer interaction. By doing this, I am able to place a dollar value on every time I speak to a customer. For example, let’s say you talk to 150 people in a month, and that month you sell 20 cars and make $10,000. Divide the commissions by the total amount of customers that you spoke with ($10,000/150). In this case every customer you spoke to regardless of what the outcome, was worth $67 to you. Now… if you knew that I would put $67 in your hands for everyone you spoke with… how many people would you talk to in a day? See what I’m saying?

5. Benefit from strong personalities.

The stronger the buyer’s personality, the more you want them as a customer… I am serious here. The tough buyers tend to be the most loyal once convinced. The more difficult the buyer is, the more difficult it is for your competition to get in front of them as well. When a customer gets strong with you, bone up for the challenge. Remind yourself you have a great opportunity to show that you are a truly exceptional professional who is different from everyone else in the market. You will not cower to their bravado, you will not feel rejected and run scared. Stick it out, maintain your composure and positive attitude, and be persistent until the customer does the right thing… they do business with you… and trust me, they will respect you more for this.

6. Become a master closer.

Above all, the best way to handle rejection is to become a master closer. Nothing gives me more confidence in a deal than knowing I am able to handle ANY objection or curveball that comes at me in a deal. Think about how different your perspective would be if you knew… I am talking 100% certain that you could handle EVERY objection that a buyer could ever have. You would feel unstoppable, your confidence would be through the roof. People would call you cocky and arrogant because you “thought you could close anyone”… accept you actually could.

The master closer does not feel rejection, he knows how to handle it. The master is prepared for anything, like a well-trained soldier going into battle. Bottom line, show me a salesperson who cannot deal with rejection, and I will show you an amateur who spends little to no time training, preparing, and refining their craft and too much time complaining and making excuses. Start an objection log so that every time you hear a customer objection, you log it into your book, then go home and figure out closes for every objection that you log. As an amateur salesperson I did just that daily. I logged objections, I videoed myself in negotiations, I role played daily, and that without a doubt made me the professional I am today. Today, I have negotiated over $500 million in deals with some of the most shred and savvy businessmen you will meet, and the reason I never feel rejection, is because I apply the principles above every single day. They worked for me and trust that they will work for you too.

Be great,

Grant Cardone

Grant Cardone TV: http://grantcardonetv.com/articles/6-ways-to-profit-from-sales-rejection/#ixzz41aMWDTCF 
Follow us: @grantcardonetv on Twitter

6 Ways to Profit from Sales Rejection

Rejection is defined as, “the dismissing or refusing of a proposal, idea, etc” and has destroyed the careers of more automotive salespeople than any other single thing. Look, no one likes rejection. Whether it’s in business or your personal life, rejection is everywhere, yet very few get the point where they are not affected by it. I once had a guy tell me, “I could never be a salesman, I hate the rejection”, I thought to myself… life is gonna be tough for this guy. Life is filled with rejections, the promotion you missed, the girl that said no, the test you failed, the job you didn’t land, rejection is everywhere. So you need to learn how to deal with it. In automotive sales you’re facing customers on the phone, in person, and over the internet all day — and if you want to rise to the top of your store you will need to learn how to manage the effects of rejection.

The first thing you must understand is that rejection is not a sales issue. It is part of the human condition. It is an experience or illusion created by the person experiencing it. If you don’t like rejection, well that makes you more normal than abnormal. I have never met anyone who likes rejection, even those who know how to handle it. Also, if you think you can avoid rejection, sorry, you’re on the wrong planet.

I think the experience of rejection as an emotion is actually what happens when a person has a low responsibility level in getting things done. “I didn’t get what I want, so now I am going to feel sorry for myself, label it as rejection, and act like a victim.”

Ain’t nothing happens to you; it’s happens because of you!

Related article: Quit Saying These Things in Sales or Business

How you handle rejection is the key. Try to avoid it and you are doomed because you will withdraw. If you start to think less of your product or offer after being told no, then you are being sold on someone else’s agenda and ideas. When you’re told “no,” or “not yet,” or “we bought from someone else” have you personally been rejected? Of course not. You will only feel this thing called rejection as a negative sensation if you do not take full responsibility for the situation and its outcome. 

Here are 6 other techniques I use to get through the rejection cycle: 

1. Be rational about rejection.

When I am told “No” I don’t equate it with rejection; I interpret it as “Not Yet”, meaning, the buyer is just not ready to close right now. But don’t give up! Most buyers will say a number of times before they say yes. So be rational about rejection, the buyer isn’t rejection you, just what you have presented to them. For example, in a recent mystery shop campaign that we did with a major OEM, more than half the time we found that the customer was on the wrong product. Your customer will seldom say yes to a product they do not feel will solve their problem… how could you expect them to? So one way to eliminate rejection is to provide information, and ask GOOD questions so you can be sure the buyer is presented something they can actually say YES to. 

2. Figure out what the rejection is really about.

Think about this… how many deals have you closed when the buyer said “We are not buying anything today”, or “We need to think about it”, or how about “I need to talk to my spouse”… EXACTLY.

Buyer’s say “No” when they don’t know what else to say, or don’t want to tell you the real reason they can’t say “Yes”. A true professional knows that under every “No” there is a “Yes”. So find out the reason for the “No”. Next time a customer tells you they need to talk to their spouse before buying, agree with them, then ask “I understand, let me ask you, what would you do if your spouse says no?” If the customer says they would not buy, find out what the spouse would say no to... the color, the model, the payment, the down payment, etc? 9 out of 10 times, the buyer will come out with the REAL reason they “need to talk to their spouse”. 

3. Have your pipeline so full rejection becomes a relief.

Think about a day when you were dead all day, no ups, no appointments, no phone calls. Then, the one appointment at 4:30pm that you had been looking forward to all day cancels… BOOM, rejection shows its ugly face. You feel let down, defeated, and likely HATE the car business. Now imagine this… it’s noon, you have 2 deals on the board and four appointments back to back from 1pm-5pm… oh yeah, and you are double booked at 4pm. When one of your 4pm appointments no shows, do you feel loss or relief? See how this differs from the first example?

Rejection is only felt by those who rely too much on too few opportunities. 

4. Don’t be discouraged or get emotional from rejection.

Getting discouraged or riding an emotional roller coaster as a sales person will KILL your productivity. One trick that I used to help myself get over the emotions associated with rejection is I assign a dollar value to every customer interaction. By doing this, I am able to place a dollar value on every time I speak to a customer. For example, let’s say you talk to 150 people in a month, and that month you sell 20 cars and make $10,000. Divide the commissions by the total amount of customers that you spoke with ($10,000/150). In this case every customer you spoke to regardless of what the outcome, was worth $67 to you. Now… if you knew that I would put $67 in your hands for everyone you spoke with… how many people would you talk to in a day? See what I’m saying? 

Related Article: Are Those Around You Increasing or Decreasing Your Income?

5. Benefit from strong personalities.

The stronger the buyer’s personality, the more you want them as a customer… I am serious here. The tough buyers tend to be the most loyal once convinced. The more difficult the buyer is, the more difficult it is for your competition to get in front of them as well. When a customer gets strong with you, bone up for the challenge. Remind yourself you have a great opportunity to show that you are a truly exceptional professional who is different from everyone else in the market. You will not cower to their bravado, you will not feel rejected and run scared. Stick it out, maintain your composure and positive attitude, and be persistent until the customer does the right thing… they do business with you… and trust me, they will respect you more for this.

6. Become a master closer.

Above all, the best way to handle rejection is to become a master closer. Nothing gives me more confidence in a deal than knowing I am able to handle ANY objection or curveball that comes at me in a deal. Think about how different your perspective would be if you knew… I am talking 100% certain that you could handle EVERY objection that a buyer could ever have. You would feel unstoppable, your confidence would be through the roof. People would call you cocky and arrogant because you “thought you could close anyone”… accept you actually could. 

The master closer does not feel rejection, he knows how to handle it. The master is prepared for anything, like a well-trained soldier going into battle. Bottom line, show me a salesperson who cannot deal with rejection, and I will show you an amateur who spends little to no time training, preparing, and refining their craft and too much time complaining and making excuses. Start an objection log so that every time you hear a customer objection, you log it into your book, then go home and figure out closes for every objection that you log. As an amateur salesperson I did just that daily. I logged objections, I videoed myself in negotiations, I role played daily, and that without a doubt made me the professional I am today. Today, I have negotiated over $500 million in deals with some of the most shred and savvy businessmen you will meet, and the reason I never feel rejection, is because I apply the principles above every single day. They worked for me and trust that they will work for you too.

Be great,

Grant Cardone

Cincuentón, ex-drogadicto, “kill them all”, #WhatEverItTakes,

Cincuentón, ex-drogadicto, “kill them all”, #WhatEverItTakes, brutalmente honesto, cienciólogo y demás… Grant Cardone es todo un héroe Americano.

Aparte de tener un curriculum muy folklórico y variado, Grant Cardone también es un multimillonario Americano, dueño de más de 2,500 departamentos, 4 empresas y estrella de su propio reality (Whatever It Takes). Llego a la fama después de su primer libro “Sell To Survive” y si lo tuviera que describir con una palabra seria… INTENSIDAD.

Su libro “Sell or Be Sold” (“Vendes o Vendes” en español) es verdaderamente una Biblia para cualquier vendedor. Motivacional, practico y estratégico – ¿Ya dije motivacional? Si de verdad te interesa tener una carrera en ventas este libro es un MUST READ.

A continuación encontraran mi resumen del libro, dividido en 52 BIG IDEAS. Claro esta leer esto no compensa leer el libro y trabajarlo ya que tiene ejercicios, retos y demas. Si quieren el libro, el cual recomiendo muchísimo, comprenlo aquí.

Libro: Vendes o Vendes.

Autor: Grant Cardone.

Año de publicación: 2012.

– BIG IDEAS –

1) Tu habilidad para vender define tu habilidad para sobrevivir y proveer. No importa tu posición, titulo o giro profesional.

2) La vida es una venta y todo lo que obtengas que te beneficie es una comisión. Tu trabajo, tu espos@, tus hijos, tu salud – Todo es resultado de un proceso de venta donde impusiste tu influencia para salirte con la tuya y obtener lo que deseas.

3) Una venta se lleva a cabo en cualquier proceso de comunicación o intercambio de ideas ¿Identificas estos momentos?

4) Todos en este planeta estamos involucrados con vender y no existe persona exitosa que no reconozca el mérito de la negociación, las ventas y la influencia.

5) Los vendedores movemos la economía de todo país. El mundo dejaría de girar sin los vendedores.

6)  Todas las profesiones dependen de las ventas: doctores, politicos, abogados, entrenadores, godinez, músicos, pintores, brokers y cualquier negocio.

7) Hay una escasez de vendedores comprometidos con la profesión, esto es una gran oportunidad.

8) ¡Comprométete! La única forma de ser grande en cualquier tema es obsesionarte. Volverte un maniaco y devorar y aplicar toda la información relevante al tema que estas aprendiendo. Que la gente diga lo que quiera – Tu estarás encaminado y logrando objetivos.

9) Define de una vez por todas que el problema no es la economía, el cliente o el producto… ¡El problema eres tu y tu falta de compromiso! ¡Cambia eso YA!

10) Compromiso = Resultados = Felicidad.

11) PREDICE: Predecir es simplemente detectar los patrones en cuanto a las objeciones que recibes. Tip* Lleva un cuaderno de objeciones donde escribas todas las que recibes. Identifica los patrones y las mejores respuestas posibles, solo así podrás predecir.

12) La única razón por la que no te gustaran las ventas es… ¡Por qué no sabes lo qué estas haciendo! Un doctor que no salva vidas no disfruta su profesión, un abogado que no gana casos tampoco…. Un vendedor que no cierra tratos menos. ¡Hay que estudiar!

13) Para vender algo, debes de creer que lo que vendes es la mejor opción del mercado.

14) ¡No seas razonable en cuanto a tu fe hacia tu producto! ¡Muestra convicción!

15) Cuando el rendimiento de un vendedor cae lo primero que se debe analizar es el nivel de fe que el vendedor tiene en el producto ¡Uno se debe vender la idea de su producto! No engañarse a si mismo, si no, enfocarse en las cualidades y beneficios que tu producto tiene.

16) Compra el producto que vendes y obtén credibilidad.

17) Los buenos vendedores no tienen miedo a gastar dinero. La avaricia no genera buenos vendedores.2

18) El precio no es el problema. El problema es que no has demostrado por que tu producto es EL mejor producto para las necesidades de tu cliente.

19) Tienes que convencer a tu cliente de querer tu producto más que al dinero que tiene guardado en la cuenta del banco.

20) Al negociar no bajes tus precio, subelo. Enseña una opción más cara que la original pero que verdaderamente se adapte a las necesidades del cliente. El problema no es que tu producto sea caro si no que es demasiado caro para las soluciones que oferta. Si ofreces más soluciones, mayor oportunidad tendrás de vender. Al mismo tiempo, al enseñar un producto más caro el original se vuelve más accesible y descubrirás si el precio es la verdadera objeción.

21) Amar tu producto y saber que tus clientes son como tu, gente normal, que se endeuda, que compra y que se quiere sentir reconocida y admirada por sus decisiones1 es la llave del éxito.

22) No existe una escasez de dinero, existe una escasez de gente comprometida con obtener su parte. Cambia tu mentalidad a una de amor y abundancia y te darás cuenta.

23) Da para recibir. La gente generosa recibe más.

24) La gente se pone “chistosa” a la hora de soltar dinero. El dinero da identidad y seguridad a la gente, a la hora de entregar la tarjeta de crédito tus clientes actuaran raro, darán excusas y podrán hasta torcer la verdad – ¡Apegate a ellos! Apoyalos a pasar esos momentos incomodos resolviendo cada una de sus dudas. Tratalos con amor y ellos harán lo mismo.

25) “Second Money is Easier Than First Money” – Si ya vendiste una vez, la segunda venta siempre sera más facil. La gente compra de nuevo para reafirmar que se compra inicial fue una buena decisión.

26) Estas en el negocio de la GENTE, no en el negocio “X”. Pasa 80% de tu tiempo vendiendote a ti mismo y conociendo a tus clientes y 20% vendiendo tu producto.

27) Si tu cliente no identifica que compartes su preocupación por el mismo y su familia, te identificara como un charlatan.

28) Haz preguntas para conocer a tu cliente, sus expectativas y necesidades.

29) La gente es más importante que los procesos. Si romper un “proceso” te asegurara la venta, hazlo y soluciona lo demás después.

30) SIEMPRE esta de acuerdo con tu cliente SIEMPRE. Aunque diga una estupidez, dile que estas de acuerdo en que tiene derecho a ver las cosas de tal manera.

31) Solo se necesita a UNA persona para estar de acuerdo.

32) Si el cliente te limita el tiempo para hacer tu presentación, no discutas. Acéptalo y has el mejor resumen posible. Mejor empezar estando de acuerdo con el que discutiendo.

33) La CREDIBILIDAD te puede costar ventas. Muestra todo lo que puedas por escrito y pruebales que tu y tu producto son todo lo que dicen ser. Utiliza contratos, ordenes de compra, información impresa, data externa que valida lo que dices, ten pruebas a la mano.

34) Vender es el arte de dar, no de recibir. Es el arte de servir, no de vender.

35) La esencia de vender no es querer la venta si no querer servir.

36) Entrégate sin reservas a tus clientes, apapachalos y excede expectativas.

37) El cliente más importante es el que tienes enfrente. No te distraigas con otros prospectos o posibilidades.

38) El servicio es la única forma de justificar precios elevados y dejar atrás a la competencia.

39) Problemas con tus clientes = Oportunidades para ventas futuras.

40) La formula para un “HARD SELL” : Debes verdaderamente creer que tu producto es el indicado para tu cliente, no debes de tener miedo de llegar al momento incomodo donde se da el dinero y debes de estar preparado para cualquier objeción.

41) Aprende técnicas de cierre.

42) Nunca negocies de pie, siempre sentados.

43) “The 10X Rule” – Calcula adecuadamente la cantidad de esfuerzo necesario para lograr tu objetivo y después trabaja lo suficiente. Haz 10 veces lo que consideras necesario y no hay manera en la que no encuentres el éxito. Grant tiene todo un libro sobre “The 10X Rule” que aunque esta muy motivador, no tiene mayores técnicas o aplicaciones practicas y dice casi lo mismo que los capítulos de este libro.

44) Exprime tu POWER BASE. Es decir, véndele a la gente cercana a ti que ya conoces y que ya confía en ti. Cada uno de ellos podrá darte al menos 10 referidos quienes también podrán beneficiarse de tu producto.

45) Mantén a tus clientes tan cerca como a tus prospectos. Siempre cultiva las relaciones de negocios que crees.

46) Usa todos los momentos para vender. Desayuna, come y cena con posibles clientes.

47) Una actitud positiva es más importante que el producto.

48) Protégete de toda la negatividad que pueda encontrarse en tu camino; noticias, amigos, familia, ¡TODO!

49) The Perfect Sales Process:

a) Saluda, b) Determina necesidades y preferencias, c) Selecciona el producto y presenta/agrega valor, d) Haz una propuesta, e) Cierra la transacción.

50) ¡NUNCA JUSTIFIQUES UN FRACASO! Acepta la responsabilidad de tal y aprende.

51) Todo lo que acabas de leer no es nada si no lo aplicas. Practica a diario y crea un regimen disciplinado que te obligue a mejorar.

52) Tips para evitar los problemas más comunes de un vendedor (¡Muchos!  y leelos tu mismo).

– CONCLUSIÓN –

Conclusión… Grant Cardone es una pistola. Compra el libro, léelo, aplícalo y mejora tus ventas.