For the second week of my four part strategy series with tips to help you end the year BIG, I’m talking about CLOSING! This is it baby! Do or die. You want to end the year strong? Ask for the business and CLOSE!
The ability to close separates the dreamers from those who make dreams come true. Understand that closing doesn’t only apply to sales. Get used to closing others on your ideas and become more impactful and valued.
Many people ace the presentation and demonstration of a product or service and still fail to close the deal. Often it’s because people have negative noise in their minds about closing. They are afraid of being too “sales-like.” You must break through this in order to truly be successful.
Switch the thinking towards closing with the purpose of helping people make decisions and watch your results grow these next few weeks. Play out transactions in your mind before they happen. Just like an athlete who knows what they will do once they get the ball, know what you’ll do at each phase of your sales process to get to the close. What will you ask them? How will you respond to their questions and concerns? Are you prepared to handle objections and get them to make a decision to sign on the dotted line?
Look, if you learn to close, you will never be without work or money. The ability to close and predict how transactions will play out will lead to more productivity and income. Closing takes skill. It is not based on luck. What better time than the last month of the year to take your closing skills to a higher level?
When you close a deal, this means you helped your customer solve a problem they had by procuring your product. That critical value exchange occurred when you helped get them the solution to their problem and they exchanged the purchase price with you.
Tips to bring out your INNER CLOSER over the next 3 weeks:
- Close yourself on you, your product and asking for the Close!
- Work on your closing skills by putting them into action and drilling with a partner.
- Write down your goals each morning and each night to remind yourself what you are working toward and that will give you the courage and nerve to ask for the close.
I would love to know how you’re ending the year strong. Reach out to me on Twitter @grantcardone and share your year-end success story.
Many people hear me say that success is your duty, obligation and responsibility. Add to that your moral and ethical code that speaks to your purpose. Understand that it is not ethical to be unsuccessful, to not have money and to not get your products and services into the marketplace.
I don’t think of money and success separately. Real ethical success means I am earning money and doing the right things with it. I’m using money to take care of my family and to reinvest in my business to further my mission to help others accomplish their goals.
So I suggest that you stop looking at success as a dollar amount and instead, tie your success to your own personal moral and ethical code. This will fuel you.
You know what you are capable of. Dig deep and get real on what you have to offer and where you may be easing up. Hit the gas and tie your drive and ambition to your own mission and purpose. Maybe it’s to provide for your parents, your family, or to donate to a charity you are passionate about. Find a bigger ethical mission and tie success to that.
When you are ethically driven instead of financially driven, you will see a shift in your level of motivation, commitment, productivity and reward.
It’s the last month of the year! Make it count and get sold on ending the year strong.
In order to help you have your strongest year end ever, I am giving you a 4 part series of weekly strategies to help build momentum towards a successful end to 2013 and a prosperous start to 2014. Are you ready to go all in these last 4 weeks? Here’s Week 1′s strategy…
Get sold on making and exceeding your own year end targets. You must sell yourself on achieving your own goals, otherwise, why even set them?
In my book, Sell or Be Sold I talk about how salespeople drive economies. These are the last weeks of the last quarter of the year. You have a hand in driving not only “the economy” but in maximizing your economy. How do you want to end 2013?
Now is the time to get sold on what hasn’t been done before. You have nothing to lose. Get your battle plan together. This is the perfect time to connect with all of your customers from the past year to personally wish them a happy holiday. Maybe their friend, or family member is in the market for the exact thing you offer. Use this time wisely, reconnect, and end the year at the top of their minds.
Be aware and look for opportunities to sell. This is the season for socializing. When you meet people, tell them what you do and the problems you’re prepared to solve. Tell them your goal of ending the year strong. You never know, they may become your next big deal.
Some important things to keep in mind as we start building momentum to carry us into a new year are…
- The holidays are not an excuse to slack off. It’s the time to rev up!
- There are plenty of opportunities out there. Find them!
- Don’t forget about the second sale. It’s easier than the first and establishes trust and loyalty between you and your customer. Go for it!
- While everyone else is distracted, remain focused.
- Get obsessed about ending the year strong.
Right now think about the next few weeks, what you have going on and all the opportunities that exist. Get serious about you want to accomplish in this timeframe and then sell yourself on committing to making it happen.
Have you ever made a mistake and then replayed what happened over and over in your mind? You try to move on but find yourself going back to that event or conversation as if thinking about it could somehow undo it.
We’ve all done this. There is a way to stop dwelling on your failures… write down your successes.
Don’t just think about your successes. Actually get them down on paper. That process is powerful. See your successes right there in front of you. This will show you all the things you did right. How did these successes impact you, your family, friends or your co-workers? Now go over what steps you took to pull those off. Where else can you apply that level of action to create even more success?
Successful people live in the present as they think about and work towards the future. Replaying negative conversations and events in our minds takes energy and effort away from our production and forward momentum. When you find yourself going down that failure-focused thought path, stop yourself and replace it with all your successes.
The more we set out to achieve, the more we accomplish, the higher our standards become and the harder we are on ourselves. While it’s good to take an honest look and not make excuses for ourselves, we can’t waste time obsessing over failures. If you’re going to obsess over anything, let it be the great future you envision for yourself. Get obsessed with success!
Kick off this week by writing down your successes and watch how more successes come your way.
This is the time of year when we think about all we have to be thankful for.
I’m thankful for my beautiful wife and our two girls. I’m thankful for my team and the support they give me. I’m thankful for my clients, my friends, and my church.
Thankful? Yes, absolutely! Satisfied?? No way!
Like the song goes, “I can’t get no satisfaction.” Why? Because nothing kills dreams and motivation faster than satisfaction with the way things are. Being satisfied means you no longer want more. There’s no demand to learn, expand, grow or go all in. You think you have enough. You think you can just coast along or get by. You might as well be dead.
What if we stopped at the first version of the computer or the first model of the automobile? Technology is constantly evolving and improving and so should we.
You’re probably reading this thinking I’m a lunatic. Really, Cardone, never be satisfied? Isn’t the payoff for hard work satisfaction, comfort and the right to relaxation? It has to do with one question: What is your purpose? When you know your purpose, then there’s always more to do, ways to do it bigger, better or faster.
Think of the term “customer satisfaction.” This commonly used expression makes me nuts. Why would anyone want a satisfied customer? What you should want is a customer who is so ecstatic that they tell everyone they know about the excellent experience they had with you. Customer Excellence, yes! Aim for that.
So this Thursday think about all you have to be thankful for. Make a list. Be gracious and take nothing for granted. Then flip the paper over and write down your goals and the things you want to improve and expand on. Go ahead and eat the turkey, watch the game and enjoy your family… and when the holiday is finished, get moving and make things happen.
Look at places in your life where you have told yourself you are satisfied, where you have settled for average. What can be better? What more can you do? What’s your big goal? Are you satisfied with your progress towards reaching it? Ask the right questions and go beyond satisfaction. Go for greatness.
Want to stay motivated? Set out to do what others say is impossible.
Look, there will always be naysayers. Let them talk. The more they tell you that you can’t, the more you need to say, “oh, yes, I will!” The greater the odds against something happening, the more obsessed you must become and the more rewarding it will be when you pull it off. Not to mention, your personal stock is going to go through the roof with any employer or client you are doing the impossible for!
Far too many people set their targets too low to begin with; or even worse, lower them when it seems unrealistic to reach them. Understand that “realistic” goals give you average results. When you aim higher and operate at a higher level, you start to see bigger action and greater results. You’ll even start to raise the bar because staying at the same level isn’t enough anymore. You need to challenge yourself to stay motivated.
Today I’m in Monterrey, Mexico preparing for a global launch, beginning with a Latin American partnership. Imagine if I listened to the people telling me, “Grant, you don’t even speak Spanish. What can you do in Latin America? The culture is so different.” Instead, I use their naysaying as an indication that I’m going in the right direction. My goal is to help as many people as possible and that means reaching out across the world! Success knows no boundaries.
Given the Thanksgiving holiday, this week will be short for many. What if the goal this week is to do more in less time? If you have to make 200 calls, make 400 calls. If your have 5 deals pending, lock them all down in 3 days. Imagine how great you’ll feel producing at a level that others said was impossible.
Remember, when other people tell you something is impossible what they really mean is that it is impossible… for them. Set big goals this week and see what you can do. As you surprise others, you may even surprise yourself.
In life, and especially as we head into the holiday season, there are constant demands that will consume our time and can take our eye off the main thing and the bigger prize. Navigating these distractions is a challenge for everyone, even the most productive people.
Allow yourself to get too far off course and you will find it impossible to provide for yourself and your family in the way they deserve.
Life serves up enough distractions, now let’s add Thanksgiving and Christmas to the mix. Even if you don’t participate in these great traditions, your customers do. To continue your commitment to 10X production levels, it is mandatory to limit your distractions to the bare minimum.
This is the time of the year when I make a complete list of all the activities that might possibly distract me. Then I look at the ones I’m willing to compromise on and be distracted by and the activities that I know have no value at all. Keep in mind that November and December only offer 33 weekday opportunities to work and the rest of the time is Thanksgiving, Christmas, New Year and weekends. Your last two months of the year are annihilated with distractions and that doesn’t even include parties, school, kids, ballgames and whatever other unplanned activities will show themselves.
Here are 5 ways to keep your head in the game and remain focused.
- Make a list of all possible distractions. Create two columns on a sheet of paper. In one, list the things that won’t ever contribute to your production. In the other column list your “must-do” distractions – the ones not even you can negotiate your way out of! Then avoid those activities in column one.
- Remove all whitespace on your calendar. The days in November and December that are free from holiday distractions must be filled with calls, people to see and tasks to complete. Have a strict policy during those times for no distractions and commit to new levels of action. When people complain that they “haven’t seen you in ages,” you know you’re on the right track. The more things you get done, the less distracted you’ll be.
- Create time don’t manage it. Divide each hour into four 15-minute blocks of time and see how much you can complete in each 15-minute block. Work fast and furiously to see how much you can accomplish. When you start to approach time this way, you start to move from one thing to the next with little room for distraction.
- Share your commitment and get support. The more people know about your commitment and dedication the better. You might even want those closest to you to agree contractually to support you. Let your friends, family and colleagues know your goals are to double sales this month and that you need their help and support.
- Get obsessed!! The only way to knock out any distraction is to get completely obsessed. Become as consumed by your production as most people get over eating a fried bird on Thanksgiving and as obsessed as your kids get over Santa delivering gifts. Your energy and posture at work must take on an intense, obsessed-like nature. This approach will cause everyday distractions to seemingly disappear. This is when you don’t even hear the TV or other noise going on around you.
Life is already filled with enough distractions and those consumed by distractions trade experiences for freedom. Successful people are willing to sacrifice the experience in order to build a future and do everything possible with the time they have.
When you become completely committed to providing security for your family, the distractions that seem so appealing to the average person will no longer trap you. Successful people are willing to trade the distractions of today for greater freedom tomorrow. Use this holiday to build your hustle muscle and make choices that will result in the life you want, not just a life filled with endless distractions that control the everyday person.
It’s easy to get distracted by typhoons and bullying and other awful news, but you must stay focused and maintain your financial security as your number one priority.
According to Pew Research, five years after the U.S. economy faced its most serious crisis since the Great Depression, a majority of Americans (63%) say the nation’s economic system is no more secure today than it was before the 2008 market crash.
Just a third (33%) think the system is more secure now than it was then. The fact is that these are still very uncertain times; it will continue to be this way, so you must make financial security your #1 priority. Here are 7 tips you can follow to change the game and secure financial freedom to support you, your family and your business for many years to come.
- Become self-reliant. Our government is broke and their programs and systems won’t save you. Hoping for this is a waste of time. Strive to create a life of financial freedom so you don’t need to depend on anything or anyone else for your survival and success. It’s up to you.
- Ask the right questions! Where are you going? What are you doing to get there? What’s going on around you that can get in the way of your success? What’s the bigger goal that you are working towards? Your answers will help you focus and make better decisions.
- Show up early and stay late. Now isn’t the time to relax and live on cruise control, content with being comfortable. Do more! Do whatever it takes to get more deals done and more income. Think of ways to be such an asset, to be so solid on a valued skill, that you become a company within your company.
- Add multiple reliable streams of income. Wealthy people never rely on one source of income. Get creative and start to build from an extra $20, to $200 to $2,000 and keep increasing from there.
- Earn more and spend less. Look, my goal is to have money to live on and in addition, money that is working for my family, my business and me. Get realistic on what you actually need and the lifestyle you want, how much that costs and then bank the rest. Accumulate money so that you can then invest it into things that will bring solid returns for years to come.
- Operate in survival mode. You must wake up each day hungry to contribute something to your profession. That hunger drives you and keeps you interested and committed to being better and pushing forward.
- Train and improve. Imagine if businesses told their customers that they invest in technology and advertising but not their people? You have to get great at what you do. The more you learn the more you can produce and that is the way to generating more income. Being great at what you do makes you valuable in the marketplace.
This is a whole new economy now. The American Dream has changed and after looking at the last 5 years, the significant drops in salaries and middle income level jobs, our survival strategy has got to change too. Tonight, really think about your finances. How would you like to live next year, then in 10 years, in 20 years? Then take massive action towards making it happen and don’t stop. If I can do it, so can you.
Be great, nothing else pays.