Sell or Be Sold: How to Get Your Way in Business and in Life

by Grant Cardone

Overview

Whether it’s selling your company’s product in the boardroom or selling yourself on eating healthy, everything in life can—and should—be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind.

In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of

•    Selling in a bad economy
•    Overcoming call reluctance
•    Filling your pipeline with new business
•    Staying positive, despite rejection

With the experience of a seasoned sales vet at the helm, Sell or Be Sold will change the way you perceive the sale—and life.

Product Details

ISBN-13:	9781608322565
Publisher:	Greenleaf Book Group Press
Publication date:	03/01/2012
Pages:	200
Sales rank:	26,753
Product dimensions:	5.80(w) x 8.60(h) x 1.10(d)

About the Author

GRANT CARDONE is an international sales training expert and New York Times bestselling author whose books and programs have positively affected hundreds of thousands of people and organizations worldwide. Appearing regularly on Fox, Grant has also been covered on CNBC, CNN, Bloomberg, Huffington Post, Wall Street Journal and over 700 radio shows nationwide. Grant also stars in his own reality TV show, Turnaround King, where he demonstrates how to turn businesses around and get back to prosperity despite tough economic times.

Grant’s unique, commonsense approach, along with his humor, wit, and infectious energy, allow him to connect with any audience, giving him the title of the “Entrepreneur of the 21st Century.”

With his core tenets built on the basics, Grant believes that companies and individuals succeed only through selling and that even the family unit relies on selling to improve their station in life.

Grant Cardone currently resides with his wife, actress Elena Lyons, and family in Los Angeles.

Table of Contents

Preface xv

Chapter 1 Selling—A Way of Life 1

Selling Is a Prerequisite for Life 1

The Commission 3

Beware of False Data 6

Selling—Critical to Survival 8

Chapter One Questions 11

Chapter 2 Salespeople Make the World Go Round 13

Salespeople Drive Entire Economies 13

Sales or College? 15

All Professions Rely on Sales 17

Chapter Two Questions 19

Chapter 3 Professional or Amateur? 21

The Professional 21

The Amateur 22

The Great Shortage 23

Chapter Three Questions 25

Chapter 4 The Greats 27

Commitment 27

Greener Pastures 28

The Power of Prediction 32

The Only Reason You Won't Like Selling (As a Career or in Life) 35

To Qualify As Great! 37

Chapter Four Questions 40

Chapter 5 The Most Important Sale 43

Selling Yourself 43

Conviction is the Make-or-Break Point 45

Overcoming the Ninety-Day Phenomenon 49

Get Sold or Be Sold 52

Put Your Money Where Your Mouth Is 53

Ice to an Eskimo? 54

The Vital Point 56

Chapter Five Questions 57

Chapter 6 The Price Myth 59

It's Almost Never Price 59

The Price Experiment 60

It's Love, Not Price 61

Move Up, Don't Move Down 63

Salespeople, Not Customers, Stop Sales 66

$4 Coffee and $2 Water 68

Chapter Six Questions 69

Chapter 7 Your Buyer's Money 71

There is No Shortage of Money 71

Your Buyer and His Money 72

Second Money is Easier than First Money 73

The More They Spend, the Better They Feel 76

Chapter Seven Questions 77

Chapter 8 You are in the People Business 79

The People Business, Not the "X" Business 79

The Most Interesting Person in the World 82

Communication = Sales 84

People are Senior to Products (Critical for Executives) 86

Chapter Eight Questions 89

Chapter 9 The Magic of Agreement 91

Always Agree with the Customer 91

It Only Takes One 92

The Agreement Challenge 93

How to Soften Any Buyer 96

The Magic Words 97

Chapter Nine Questions 99

Chapter 10 Establishing Trustp101

Show, Don't Tell 101

Prospects Don't Make Sales—Salespeople Do 102

Credibility = Increased Sales 104

People Believe What They See, Not What They Hear 105

How to Handle the Buyer's Distrust 107

Tips on Using Written and Visual Information to Close 110

Help 'Em Believe You 111

Chapter Ten Questions 112

Chapter 11 Give, Give, Give 115

The Magic of Give, Give, Give 115

Love the One You're With 118

Are You a Holiday Inn or a Ritz-Carlton? 119

Service Is Seniorto Selling 121

Chapter Eleven Questions 123

Chapter 12 Hardsell 125

The Hard Sell 125

The Formula for Hard Sell 127

Closing Is Like a Recipe 128

Standing Is for Losing, Sitting Is for Closing 129

Chapter Twelve Questions 130

Chapter 13 Massive Action 133

Take Massive Action 133

The Four Kinds of Action 135

Massive Action = New Problems 136

Production Yields Happiness 137

The10X Rule 139

Act Like a Madman 140

Chapter Thirteen Questions 141

Chapter 14 The Power Base 143

Work Your Power Base 143

How to Build Your Power Base 144

Impose on Them or Help Them? 146

Capitalize on the Easy Sale 148

Creating Power! 149

Chapter Fourteen Questions 151

Chapter 15 Time 153

How Much Time Do You Have? 153

Use Every Moment to Sell 154

How Much Time Are You Wasting? 155

The Lunch Opportunity 156

Lunch Out = Sales Up! 158

Chapter Fifteen Questions 159

Chapter 16 Attitude 161

A Great Attitude Is Worth More than a Great Product 161

Treat'Em Like Millionaires 163

A Product of Your Environment 166

Tips for Having a Great Attitude 168

Chapter Sixteen Questions 170

Chapter 17 The Biggest Sale of My Life 173

Summary 178

Chapter Seventeen Question 179

Chapter 18 The Perfect Sales Process 181

Step 1 Greet 185

Step 2 Determine Wants and Needs 186

Step 3 Select Product and Present/Build Value 187

Step 4 Make Proposal 190

Step 5 Close the Deal or Exit 190

Chapter 19 Success in Selling 193

Ask Yourself These Questions 194

Be Honest with Yourself: Never Justify Failure 196

Chapter 20 Sales-Training Tips 199

My Training Regimen for You 203

Chapter 21 Create a Social Media Presence 205

$250,000 Sale Success Schedule 210

The Professional Salesperson's Daily Commitments 272

The Ten Commandments of Sales 213

Chapter 22 Quick Tips to Conquer the Biggest Challenges in Selling 217

Rejection 217

Negative Surroundings 219

Discipline 220

The Economy 221

Competition 222

Product Knowledge 222

Follow-up 223

Organization 225

Call Reluctance 226

Fill the Pipeline 227

Closing the Deal 228

Calls Not Returned 229

Fear 231

Peoples Emotions 233

Negative Connotations of Sales 235

Not Having the Right Response 237

Overwhelmed by Customer Objections 239

Feeling Like an Idiot 247

Meeting New People 242

Breaking the Ice 244

Staying Motivated 245

Starting Over with New Clients 246

Losing Business to Others 247

Lack of Consistency 248

Cold-Calling/Prospecting 249

Commission Only/No Security 250

Long Hours 257

Traits of a Great Salesperson 252

About the Author 257