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7 Reasons You Are Missing Sales by Grant Cardone

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Grant Cardone will show you the top seven reasons your company is missing sales and what to do about it.

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7 Reasons You Are Missing Sales by Grant Cardone

  1. 1. Grant Cardone will show you the top seven reasons your company is missing sales and what to do about it.
  2. 2. Who Is Grant Cardone? Cardone recently turned the sales training industry upside down by creating a new way to deliver sales training to the salesperson’s phone, tablet or computer, saving organizations millions in airfares, hotel fees, rental cars and missed production days. CardoneU.com is the #1 sales training tool of its kind with over 19,000,000 sales professionals served worldwide. Grant Cardone is a New York Times bestselling author of four business books and was ranked amongst the Top 10 Most Influential CEO’s in the world in 2016. Cardone is the CEO of four privately held companies with sales of $100 Million per year. Cardone is best known as The Godfather of modern day sales, challenging outdated approaches. He believes most salespeople produce below their ability because the sales process being used is outdated. Cardone has created customer experience and customized sales training programs for Fortune 500 companies around the world.
  3. 3. 1.  Hiring Mistakes Pgs 4-6 2.  Disengagement Pgs 7-9 3.  No Playbook Pgs 10-11 4.  No Follow-Up Pgs 12-14 5.  No Close Pgs 15-17 6.  Time Management Pgs 18-20 7.  Failed Training Pgs 21-25 WHY 87% OF SALES PEOPLE MISS QUOTA?
  4. 4. 1. HIRING MISTAKES The biggest hiring mistake is not hiring people. The second one is not hiring the right people, with a close third being you hire people without understand their strengths and weaknesses. Hiring the wrong people people results in turnover cost of up to $36,000 per person, missed customers and poor customer experience. Not hiring sales people costs you millions because lets face it, at some point it’s a numbers game. If you want to make more sales you must continue to hire and get the hiring right. It’s not a secret that today it is harder to find good people more than any other time. That does NOT mean there are no good people. Over 80% of sales organizations surveyed suggest they quit actively recruiting because of previous hiring decisions. Personality assessments have proven to reduce hiring mistakes and show you how to get the most out of new hires. Very simple testing at the time of interview will show you what you have in front of you. Your sales team most definitely will be made of different personalities. My VP of Sales is a millennial. He has been with me six years and started at age 25. While we come from different generations that is not the only difference. Our personalities are much different. He is much more paced and structured than II, who is dominant and demanding and always in a hurry. By knowing this at time of hiring and throughout our relationship I am able to get the most out of him and vice versa. I invested $129 in a personality assessment so I could best know how to work with him. While we are VERY different we know how to work together. The cost of bad hires and turnover is estimated between $3,500 and as high as $36,000 per person. We include personality assessments in CardoneU.com because it improves the organization to incorporate different personalities and is proven to make sales people more effective with customers. Disc Assessments, our personality assesment of choice, along with proper training have proven to increase the production of the sales team, reduce turnover and give management the confidence to continue to build the team out. Remember the number one reason for missed sales is too few sales people calling on too few customers and personality assessments help you recruit and manage people more effectively. CardoneU.com 310.777.0255
  5. 5. CardoneU.com 310.777.0255
  6. 6. Proper Personality Assessments Increase Sales Effectiveness 1.  Recruit more confidently 2.  Manage more effectively 3.  Get a well-rounded sales force 4.  Manage generational differences 5.  Make fewer mistakes when recruiting. 6.  Show you how to properly motivate your sales team. 7.  Scale out sales team without adding salespeople. 8.  More aggressively recruit due to having the right hiring tools. 9.  Know how to provide ongoing training and support. 10.  Recruiting new people keeps existing sales team motivated 11.  Management understanding personality reduces turnover and increases productivity. By understanding where the individual is strongest you can better manage. DISC stands for Driver, Influencer, Compliant, Steady and each comes with strengths and weaknesses. Personality assessments are VITAL to getting the most out of your salespeople and sales managers and must be considered when implementing systems, policies, pay plans and hiring. CardoneU.com 310.777.0255
  7. 7. 2. DISENGAGEMENT & DISCONNECTED EMPLOYEES It is well documented that over 70% of all employees are disengaged at their job. This has become a mass epidemic costing companies billions of dollars in production. Disengagement is even more evident and costly when considering your sales organization and further complicated by the presence of 80 million millennials entering the workforce. Want to know how disengaged your people are? Ask yourself this question, when is the last time an administrative, executive, tech, shipping or non salesperson assisted your company in a lead or produced a sale? Why not? Disengagement. Why would you have 75% of your company not engaged in the production of acquiring additional sales or sales leads for the company? One of the first things we do when working with an organization is look for easy sales we can help the company achieve to make an instant impact. Your sales team and other departments know people right now who will buy your product if they were simply contacted. Teaching the other departments how to effectively prospect and create leads produces engagement and results in immediate sales at no cost to your organization. We simply get the rest of the organization engaged in creating leads for your company by meeting for five minutes each morning as a group where all departments are present and we discuss the successes of the company. This increases engagement and the only thing required is a schedule of daily meetings so management and leadership can have a new topic each day to keep the meeting fresh. And your management team needs to know how to find out who your staff knows that can use your product or service. Then teach your people how simply reach out via mail, email or phone call. We aren’t talking sales here, we are talking ENGAGEMENT. Why is your entire team not engaged in producing sales? Because you are not a sales-focused organization. I have done this simple exercise with some of the most ferocious sales organizations in the world and proven management had created the disconnections and disengagement. A company I recently worked with increased their sales $20 Million by getting all departments engaged in producing sales. CardoneU.com 310.777.0255
  8. 8. How to Resolve Disengagement and Disconnection 1.  Daily meetings are proven to increase engagement & improve all department interaction. 2.  Provide training and motivation to all departments and teach skills to generate leads. 3.  All Departments assisting sales team with increased sales improves morale of entire company. 4.  Gives ALL employees opportunity to earn bonus money by assisting in the main purpose of the company which is the production of revenue. CardoneU.com 310.777.0255 “Your entire organization should be expected to provide prospects for your company.” -GC
  9. 9. CardoneU.com 310.777.0255 “Our companies have a combined 1500 employees at 17 locations in three states. We used CardoneU.com to get all departments involved in sales leads resulting in an increase in 2% increase in sales. That’s $20,000,000 a year.” -JJ CEO, Ft Lauderdale.
  10. 10. 3. SALES PEOPLE HAVE NO PLAYBOOK •  64% of salespeople claim they have no playbook •  90% of salespeople have never read a book on sales •  Sales is not an experience-sensitive profession. •  All around natural salespeople are very rare. •  Relationship builders have lowest overall performance amongst sales types. (Corporate Executive Board) •  Biggest reason for disparity in sales performance is due to weaknesses not strengths. CardoneU.com 310.777.0255
  11. 11. Salespeople need a sales playbook. This is a process map that manages everything – sales content, learning assets, sales tools, scorecards, as well as the sales process steps, prospecting, handling objections, scripts, motivation, sales meetings, and even how to follow up. Lawyers, actors, builders and professional ball clubs all have playbooks. Police, terrorist squads, fireman all have playbooks to use - what to do when. Yet 64% of all salespeople have no playbook at all. Even top notch salespeople need recipes – how to’s. This playbook should be easy to access – smart phones, tablets and computers. This is not something a weekend seminar or conference, or even a book can handle. These are quick fix situations and are the BEST times to facilitate information to your sales staff because it is at this moment of ‘NEEDING HELP’ that the person is most open to new ways of doing things. CardoneU.com 310.777.0255 Throughout the day, the week, the month and year ,certain situations come up that challenge the salesperson’s current set of beliefs and abilities. Design this playbook so the information is easy to find and categorized as follows: • Rejection • Motivation • Sales Objections • Product Objections • Times Objections • Customer Assessment • Stalls • Money Objections • Phone Calls • Follow-Up • Personality Types • Negotiating Strategies • Closing Strategies and Techniques The playbook has to be dynamic, configurable to any sales situation, deliverable when the salesperson needs it, on the subject they need help with, and must be scalable so that whether your organization consists of 5 people or 500 people, they can all get what they need quickly, when they need it. What dictates the process/playbook? Factors such as industry, deal size, customer size, or customer buying cycle can change the processes and tools needed to move through a deal. Think about it - the process map used for a small customer may not be the same map you should use for a corporate, strategic customer. Whatever the factor may be, the correct playbook needs to be served up on demand.
  12. 12. 4. 48% OF SALESPEOPLE NEVER FOLLOW UP The CRM business is an $18 Billion industry with over 82% of companies saying they don’t effectively use their CRM. Why? 1.  48% of salespeople never follow up 2.  25% make a second contact and stop 3.  12% of salespeople only make three contacts 4.  2% of sales are made on first contact 5.  80% of all sales are made between 5th and 12th contact 6.  64% of companies admit to no follow up strategy 7.  Salespeople and managers don’t know HOW to follow up a customer. CardoneU.com 310.777.0255
  13. 13. CardoneU.com 310.777.0255 The number of calls it Takes To reach a prospect
  14. 14. Solution to Ensure Sales Follow-Up 1.  Create Scripts for 365 days of Follow-Up 2.  Short video demonstrating follow-up strategies. 3.  Sales staff and management held accountable for follow-up. 4.  An exact Follow-up schedule with video prompts and ideas of how to Follow-up and what to say CardoneU.com 310.777.0255 “When we started using Grant’s Follow-Up Module we increased our sales by 32% by simply following the schedule.” Cary Glandt, President
  15. 15. 5. NEVER ASK FOR THE ORDER CardoneU.com 310.777.0255 You would think this is crazy, but 72% of salespeople engaged by a customer never even ask for the order. Crazier than that, 94% of the time a manager didn’t even take the time to touch that customer. A Fortune 500 company recently hired my firm to do a mystery shop exercise of their retail businesses in the USA in order to improve the customer experience process. Less than 22% of of the time did the sales staff present the interested shopper with a proposal to purchase. This results in wasted advertising dollars and a poor customer experience. The cost to acquire a customer is outrageous today, ranging from $125 per advertised lead to as high as $600 per customer acquired in some industries.
  16. 16. Solution to Presenting Increased Closes 1. Initiate 100% Proposal Policy 2. Measure each sales agent is on the 100% policy 3. Exit Survey all Customers on whether a proposal was initiated. 4. Train daily on the importance of 100% proposal Policy 5. Train salespeople how how to ask, negotiate and close 6. Simulate Role Playing to reinforce 100% Proposal Policy CardoneU.com 310.777.0255
  17. 17. “When we put our people on CardoneU.com and embraced the 100% proposal policy we increased our conversions of shoppers to buyers and our closing ratio went up 4X.” - Carey Glandt, CEO 100% PROPOSAL POLICY
  18. 18. 6. TIME MANAGEMENT CardoneU.com 310.777.0255 •  82% of sales managers don’t have time to train their staff. •  32% of time spent on desk-based work •  14% of time spent with sales reps & customers. •  32% of time spent on managing information. •  23% of time spent on admin activities •  42% of of a sales rep’s time is spent on selling activities.
  19. 19. TIME MANAGEMENT FACTS CardoneU.com 310.777.0255 •  51% of sales professionals who interact with their manager several times a day reported their manager is effective compared to 24% who interact with their manager only once a day. •  According to a survey of 1500 sales managers, High Performing managers spend 14% more time on selling activities than low-performing managers, resulting in 100 extra hours per year. •  High Performing managers spend 6% les time on management activities and 11% less time on non-selling related activities.
  20. 20. World Class Sales Managers Spend 75% of their Time on Sales Activities CardoneU.com 310.777.0255 Selling Activities Non-Selling Activities Lead / Opportunity Identification & Qualification Customer-Related Travel Customer Relationship Building and Networking Product Training Meeting Preparation and Call Scripting Sales Skills Training Account Planning and Management Internal Communications and Email Sales Calls with Customers Internal Reporting (including forecast updates) Customer-Facing Post-Sales Activities Internal Meetings (except training) Order Administration Activities Your Career Development Plan Certification Training Other Definition of Selling Time vs. Non-Selling Time
  21. 21. 7. SALES TRAINING & INCREASED SALES The only reason to do sales training is to increase sales. There is no other reason. If sales training is NOT getting you increased sales, it is being done incorrectly. For 30 years I have been delivering sales training to professional salespeople, sales managers and sales organizations around the world. When sales training is done correctly it will immediately result in a change in production for the better. The problem with traditional training for salespeople and managers is because it does not get immediate results you quit investing in it. So I created a way to use modern technology to deliver salespeople and sales managers what they want when they need it. CardoneU.com 310.777.0255
  22. 22. Sales Training is not a sales activity and should not be done on the job or ever take your salespeople or managers away from a customer (sales-related activity). CardoneU.com 310.777.0255
  23. 23. MODERN TIMES DESERVE MODERN SOLUTIONS CardoneU.com 310.777.0255 •  Create a training platform available from computer, phone or tablet •  Daily sales meetings distributed to all employees to increase engagement •  Provide Management training for changing sales environment •  Must have Accountability and reporting. If you can’t measure it, it won’t work •  Would provide scripts for: –  Follow up –  Phone calls –  Objections –  Closing –  Employee prospecting
  24. 24. THE SOLUTION TO TIRED OF MISSING SALES CardoneU.com 310.777.0255 For training to be effective it needs to occur daily, it needs to be accessible and it needs to be tailored to the needs of your sales staff. For 25 years I was paid millions to travel the world delivering sales seminars. It was a constant frustration to see the audience retain less than 10% of the information that they made such a significant investment to obtain. After years of working with sales organizations with as few as three salespeople to as many as ten thousand, I have learned that giving people the information that they want, when they need it, is the only way to ensure somebody learns something. Not to mention that with so many different personalities, and so many different challenges for sales organizations – selling, closing, negotiating, cold calls, follow-up, social media, leadership, time management, the list goes on and one, you need a way to deliver the information that fits each person and situation. The volumes of work that one would need to study in order to become proficient in these areas is massive and overwhelming. And keep in mind, that less than 5% of the population reads 95% of all the books. My point is your people are not readers and your people don’t have time. And salespeople and sales managers should spend 75% of their time on sales activities, not sales training. So traveling away from customers, investing money on planes, trains, hotels and rental card is outdated and ridiculous. Lets face it, there is no ROI associated with investing money on airfares, hotels, and being gone from customers. You can’t make sense of it, because it doesn’t make sense. Companies are spending more money on getting there than what they get. Over the years I have delivered over 10,000 speaking engagements and my team of coaches have handled over 4000 days of training within the last ten years. For the last five years I have been looking for a better way to train, educate, motivate and coach sales people and sales managers. A business owner once said to me, “If you could just be with my people everyday, on every call and in every situation, I know you could change their production forever.” For the last 6 years I searched high and low for the best solution to figure out how to be with sales managers and executives everyday when they need me. I invested millions in creating the perfect solution that would provide your salespeople access to every sales problem and every sales challenge… for every type of sales organization, selling any type of product or service for a fraction of the cost of traditional training. And unlike seminars, books and lectures, it would have to provide full reporting, testing, role-playing, weekly live coaching and would need to be accessed 24/7 from a desktop, smartphone, or tablet. The result is CardoneU.com.
  25. 25. CARDONE UNIVERSITY CardoneU.com 310.777.0255 THE #1 ON DEMAND SALES TRAINING UNIVERSITY INCLUDES: Scripts, Calls, Prompts, Video Training, Motivation, Selling, Closes Word Track, Personality Assessments, Sales Meetings, Objections, Follow-up, Prospecting, Selling Basics To get access to my multi-million dollar system that has delivered over 19,000,000 lessons to students, call 800-368-5771 or send an email to info@grantcardone.com •  Coaching •  Sales Meetings •  Motivation •  Sales training •  Phone skills •  Follow-up skills •  Handling customer objections •  Price negotiations •  Converting leads •  Prospecting skills •  Customer service skills •  Understanding today’s customer •  Personality Assessments
  26. 26. Don’t Have Access to These Solutions in Your Business? Don’t let your sales team practice on your customers anymore. Call us today for a 10 minute walk-through of what it would be like for your business to be on CardoneU.com. With over 19 million interactions and thousands of success stories, I am so confident this will improve your business, that I am willing to give you FREE access today. Just call 800 368 5771 and we will get you setup immediately. CardoneU.com 310.777.0255

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