SELL TO SURVIVE

Nothing will get you through these economic unusual times more than getting back to effectively selling your products, your services and your company. It is more critical at this time than ever that you learn everything there is about selling, negotiating and closing.

Those that are able to effectively sell will survive and those that can not will suffer. At no time in my life will the mistakes a company and its people make with regards to selling be more expensive than right now. Even the smallest mistakes in selling will be greatly expensive running off customers and opportunities. SELL SELL SELL-nothing else matters. The management teams that spends less than 95% of their time on selling will find itself going backwards. "The only reason a business or an individual will fail is the inability to sell their products and services at prices high enough and in quantities great enough!"

95% of all the energy and efforts of the company, management and its people has to be on selling. Advertising and marketing are important but if they don't result in sales the company will abandon those efforts due to its lack of sales.

Management's daily attention must be on:
1) ensuring people's attitudes are positive,
2) effective 21st Century selling skills (not just old school tactics),
3) effective negotiations in order to maintain gross profits,
4) how to close the deal so that your efforts actually hit your books

While much of management is looking for ways to figure out how to reduce expenses nothing will get a company through these times more than increasing the gross sales line of its income statement. Nothing else matters at this time more than selling. ONLY THOSE TRAINED DAILY ON HOW TO SELL WILL SURVIVE!

Grant Cardone, (about Grant)
Author of Selling Is the Secret to Success

Your Actions Today

Your Future is Determined by Your Actions Today!

What you do today, not yesterday, is what will determine how you live your life tomorrow.

Its unfortunate that so many people spend time regretting yesterday, stewing over it, planning their life around it when its over, gone, finished! Yesterday in no way can impact tomorrow. "Yesterdays" only ruin your ability to create a tomorrow.

Consider your marriage: For a marriage to prosper you have to keep your attention on the future of it. Things like dates, dinners, plans, vacations, new adventures, mutual goals and projects are what will ensure its future. The marriage will not survive on the love of yesterday, but only on what is created in the future.

Take your business. Let's say you want to build your customer base and haven't been doing that for some years. The only thing that matters now is that you see how you want your future to look and then take the actions necessary today in building your customer base from here on out. No reason to spend time on yesterday as it is only filled with regrets, remorse, guilt, etc.

This is why newspapers are so damaging for people to read! Because they are focused on yesterdays not tomorrows. And the only time they discuss tomorrows is when they are projecting something negative and then compare to some other past devastating event!

Your future is a summation of your actions today, not what you did or did not do yesterday! Read newspapers and you are less likely to take positive actions at creating a positive future. Because the newspaper is written with the past in mind! This is why thousands of people are benefitting from my training CD's, as the material I teach constantly gets you to focus on your next action, thereby causing the listener to take positive actions today and create a great future tomorrow!

You can learn from the past but what you do today, not yesterday, is the only thing that will determine your success tomorrow! You can learn where you picked up the nail that gave you a flat; which would be good to know so that you avoid that spot of the road in the future, but right now, I suggest you change the tire as quickly as possible, be thankful you didn't have an accident and get on with your trip! Put your attention on where you are going, not on the nails of the past, and step on the gas pedal of action!

Only your actions of today will impact and ensure your future! The next thing you do or don't do is what will create the future for you! Taking any action to build your client base is better than none at all. And the more action you take the more your future will look like you want it to.

Anytime things get a little slow for me, these are the five steps I take to make sure my future shows up the way I want it to:

- Put my attention on and write down what I want my whole future to look.
- Then I put my attention on and write what I want certain areas to look like, for example a specific project.
- Do ONLY those actions necessary to create that future.
- Do those actions in massive proportions.
- Hire someone else to help me promote and continue those actions!

Forget yesterday, forget five seconds ago, and take action right now on your future.

See My Live Seminar!
Oct 7th - Buena Park CA
Oct 16th - Dallas TX
Oct 22nd - Richmond VA
CALL 800 - 368 - 5771

Thanks,
Grant Cardone, Author

A SECRET TO SUCCESSFUL SELLING

TO BE SUCCESSFUL YOU HAVE TO BE TRAINED TO SELL PRODUCTS IN QUANTITIES LARGE ENOUGH AND AT PRICES HIGH ENOUGH.

Price and volume are critical to reaching high levels of success. You can not be good at just one or the other but need both!

This article is about the myths regarding price and later articles will be about increasing volume.

If you were to survey all of the salespeople in the world, you’d find that most of them believe that the number one reason they lose a sale is due to price. This is absolutely not the case and in fact, nothing could be further from the truth.

Price is not only not the buyer’s biggest concern but is at the bottom of the list of reasons why people don’t buy your product. Most sales are loss because you are not on a product that the buyer truly loves or because the buyer lacks confidence in the product solving his/her problems.

Mistakes:
1) Most sales people are not even on the right product.
2) Don’t know what would motivate the buyer to value the product more than the money required to purchase the product.
3) What problem the customer is trying to solve.

It is the unspoken objections, not the obvious and apparent price, payments, terms or budgets objections that stop the sale. 90% of sale is getting the product right not getting the price right. This requires you to know what iit is that the buyer truly values from a point of passion (love) and logic (solving a problem).

Getting the sale is first about getting the buyer to a place where he/she has confidence in you, your company and the product you are presenting. If there is a price difference between you and others, (and their should be), then you have to build value in your product by increasing the confidence the buyer has in making a decision with you.

Reasons People Buy:
1) Love the product to the point that I have to have it now.
2) Need this product now to solve a problem.
3) Confidence that this product will meet their needs
4) Confidence in the representative and choose to buy the product in order to help the person they like and are willing to pay more in order to do so.

To learn more about how to get a higher price for your products you should consider my book, "Selling: The Secret to Success", and my audio programs Maximizing Every Opportunity and Rules of Success.

Thanks for reading, see you next week

Grant Cardone
800-368-5771

Obama nor McCain Can Save You

Neither of the candidates running for the 2008 US Presidency can save you, your family, or your business during these current economic waters. Only YOU and YOUR TEAM can get you to "success" side of this economic contraction. The recent pullback in the market and any pain you may be experiencing is only an indication that you underestimated what it takes to create success for yourself and your company. If you think the outcome of the 2008 election is going to resolve your situation you will be sadly disappointed regardless of which party wins.

I have been telling business owners for years, do not rest on your laurels just because things are good. Any problems you are experiencing today was because you didn't properly prepare yourself yesterday. The reality is the problem existed years ago, but because the economic wind was at your back you didn't know it, until now.

Now it is back to basics; hard work, daily training, everyone pulling together and a relentless persistence t0 get the job done. Your daily efforts need to be a laser focus on moving you toward your destination, everyone KNOWING the destination you strive for, and the entire team pulling together! You have to knock off all foolishness, playtime, negative talk/think and pull together like it is a life or death matter!

1) Know where you want to go.
2) Know what it takes to get there.
3) Know how to do what it takes to get there.
4) Know through inspection that you are doing what it takes each day.

Neither a Democrat, a Republican, or anyone else can help you more than your daily effort to KNOW more and DO more. The more you know, the more you can do. The more you can do the more you will do! And more is critical during times where there appears to be less.

Grant Cardone, Author Selling the Secret to Success and Business Coach

TREAT ECONOMY AS TERMINAL DISEASE!

You need to treat the current economic climate as you would a terminal disease! If you were told you had a terminal disease what would you do? Unless you are ready to surrender and die, you would seek every possible solution? You would spend your last dollars in order to find a cure? You would travel to every corner of the planet seeking a solution? You would learn everything you could about the disease so you could find a solution to it!

This is exactly how individuals and businesses need to respond to the current economic situation. The economy is sick and it is no longer important that it is sick or how it got sick or who is to blame! The only thing that is important is what are YOU going to to find your cure!

There are only three possible actions to take and only one is correct:
1) Ignore- (that is what got us here- unwilling to confront the problem)
2) Retreat- (cut back, contract and get smaller- ultimately cease to exist)
3) Attack- (do everything possible to expand and live- survival)

Individuals, businesses and entire governments have already been through the stage of ignoring. (See foreclosures as one example of ignoring). This article is for those that are beyond ignoring and who are deciding whether to retreat or attack.

(SHOW THIS TO EXECUTIVES WHERE YOU WORK)

Most will incorrectly elect actions to retreat as a way to survive. Retreating shows up in management electing to cut spending, reduce payroll, stop hiring, eliminate advertising and quit training. While retreating may seem like the logical thing to do, you would never do this if you knew you had a terminal illness.

While it may seem counter intuitive to expand and attack the market at this time this is the only solution that will ensure you are a winner on the other side of the current scene.

Wilma Rudolph was the 20th of 22 children. She was born prematurely and her survival was doubtful. When she was 4 years old, she contacted double pneumonia and scarlet fever, which left her with a paralyzed left leg. At age 9, she removed the metal leg brace she had been dependent on and began to walk without it. By 13 she had developed rhythmic walk, which doctors said was a miracle. That same year she decided to become a runner and for the next few years she came in last in every race she entered. Everyone told her to quit, but she kept on running. One day she actually won a race and from then went on to win every race she entered. Eventually this little girl, who was told she would never walk again, went on to win three Olympic gold medals.

You can't win the race by not running. You can't hit the ball without swinging. You can't win in life by quitting and you will never find a cure by ignoring or retreating. "Approach your business challenges the same way you would a terminal disease- attack with all your resources, never retreat and never ignore!"

Grant Cardone, Author and Business Coach

Call 800-368-5771 to discuss your business strategies.