Raw and Uncut Sales Role Play- Grant Cardone
Summary
TLDRIn this engaging sales training transcript, a participant practices addressing customer objections. The dialogue highlights the importance of listening to the customer's concerns, agreeing with them to build rapport, and then addressing specific issues like past product failures. The trainer emphasizes the need to make the product indispensable, like essential office utilities, and offers a compelling five-minute demonstration to prove its value, aiming to overcome resistance and close the sale.
Takeaways
- 😀 The script is a role-play scenario focused on sales and customer engagement.
- 🤔 It emphasizes the importance of understanding customer objections and addressing them effectively.
- 🗣️ The dialogue highlights the need for salespeople to listen and encourage the customer to express their concerns.
- 🔄 The script suggests that agreeing with a customer's concerns can be a powerful tool to build rapport.
- 💡 It illustrates the technique of using customer's doubts to introduce successful experiences of other customers.
- 📚 The role-play includes a discussion about the importance of training and the need for products to be used effectively.
- 💼 The script points out that salespeople should focus on the value of a product and how it can be integrated into the customer's routine.
- 👥 It demonstrates the need to identify and understand the customer's existing habits and preferences to tailor the sales pitch.
- 🔑 The dialogue shows the salesperson trying to find a 'key' product or service that the customer already uses and values.
- ⏰ The salesperson offers a short demonstration to prove the product's value and ease of use, emphasizing a no-risk proposition.
- 👍 The script concludes with a call to action, asking for a brief time commitment from the customer to see a product demonstration.
Q & A
What is the main issue the speaker is addressing in the script?
-The speaker is addressing the issue of why customers did not purchase a product and how to effectively engage with them to understand their concerns and potentially change their minds.
What is the initial approach the speaker suggests when a customer expresses doubt about a product?
-The speaker suggests agreeing with the customer's doubt as a way to hook them into the conversation, showing empathy and understanding before addressing their concerns.
What is the role of the person who is practicing selling in the script?
-The person practicing selling is trying to improve their sales skills by role-playing a scenario where they attempt to convince a customer who initially did not buy the product.
What does the speaker mean by 'you need to get me to talk' in the context of the sales conversation?
-The speaker is emphasizing the importance of listening to the customer's concerns and allowing them to express their doubts or reasons for not purchasing the product, rather than the salesperson dominating the conversation.
What is the speaker's strategy for dealing with a customer who believes the product won't work?
-The speaker's strategy involves acknowledging the customer's concerns, relating to similar experiences with other customers, and then trying to find a common ground or a specific feature of the product that the customer might find valuable.
What example does the customer in the script give to illustrate their skepticism about the product?
-The customer cites the example of a CRM system and a swimming pool that initially excited people but were not used after some time, indicating a pattern of initial interest followed by disuse.
What is the significance of the speaker's mention of 'training' in the context of the product?
-The speaker is trying to understand if the customer's reluctance to purchase is due to a lack of training or understanding of how to use the product effectively.
What does the speaker mean by 'reverse it' in the script?
-The speaker is suggesting a role reversal where the customer stands in the salesperson's position to experience the sales pitch from a different perspective, which might help them understand the sales process better.
What is the speaker's final proposal to the customer in the script?
-The speaker proposes to spend five minutes demonstrating the product, guaranteeing that the customer's people will use it as they do with essential facilities like parking spots, computers, and toilets.
What is the underlying message of the speaker's approach to sales?
-The underlying message is the importance of understanding the customer's perspective, addressing their concerns directly, and offering a compelling reason or demonstration that shows the product's value and utility.
Outlines
🤝 Sales Practice and Customer Objections
The script begins with a role-play scenario where a salesperson is trying to understand why a customer did not purchase a product. The customer expresses doubt about the product's effectiveness. The salesperson uses the technique of agreeing with the customer to establish rapport and then shares that other customers had similar doubts but were later convinced. The salesperson emphasizes the importance of listening to the customer's concerns and not talking too much during the sales pitch. The conversation also touches on the challenges of getting people to use new products and services, with examples like a CRM system and a swimming pool that lost its novelty over time. The salesperson suggests that the key to success is to make the product easy to use, like everyday items such as computers, toilets, and electricity.
Mindmap
Keywords
💡Product
💡Sales
💡Objection Handling
💡Customer Doubts
💡Training
💡CRM
💡Adoption
💡Roleplay
💡Insistence
💡Guarantee
💡Utilities
Highlights
The importance of understanding customer objections and practicing how to address them effectively.
The role of active listening and agreeing with the customer to build rapport and trust.
The common challenge of customers not using products or software even after purchasing them.
The analogy of children quickly losing interest in new toys to illustrate the challenge of maintaining product usage.
The need to identify specific concerns that customers have about a product.
The technique of sharing stories of other customers with similar doubts to normalize the customer's concerns.
The importance of getting the customer to talk more during the sales conversation.
The mistake of talking too much as a salesperson and the need to let the customer express their thoughts.
The strategy of asking questions to uncover the customer's true concerns and objections.
The concept of insisting on product usage and the impact it has on whether employees adopt new tools.
The idea of identifying essential tools or resources that employees already use and making the product as easy to adopt as those.
The sales technique of offering a short demonstration to guarantee the product's effectiveness and usage.
The importance of taking responsibility for the product's success and offering to prove its value in a short amount of time.
The strategy of comparing the product to existing resources that employees already use, like computers and electricity, to emphasize its potential adoption.
The need for role-playing sales scenarios to better prepare for real-life objections and conversations.
The value of practicing sales techniques to improve the ability to close deals and address customer concerns.
The power of persistence and offering a second chance to demonstrate the product's value to skeptical customers.
The significance of creating a sense of urgency by offering a limited-time demonstration to convince the customer.
Transcripts
okay why didn't you buy our product okay
who wants to do this one they left they
didn't buy it yes sir come on up they
didn't buy they're leaving or you're
calling them back okay what is the
product he sells what is the product you
sell sir I don't have a product but I'd
like to practice selling Carly
University no well you're on court your
license I I'm considering that I'd like
to practice that okay okay you you want
to practice what selling you garden you
know okay I didn't buy it I called your
company and didn't buy it come over here
no more
why didn't you buy a product Julie why
didn't you buy our product I don't think
it's gonna work said again please I
don't think it will work okay I'm with
you I also I alternate no let me tell
you when you agree with somebody dude it
hooks people like like people like like
as soon as he says I agree with you I
was like huh yeah I love totally instead
and actually I have lots of customers
who have the same question and they also
had the same doubts so and what we did
we actually spent a little bit of time
and I showed no exactly no see what he's
doing right now he's talking too much
okay okay
why didn't you buy a product you need to
get me to talk okay you don't need to
talk okay you're trying to close this
deal now why didn't you buy the product
you're trying to get this guy back in
okay I'll go in again okay so yeah I'm
with you out maybe maybe there's some
specific concerns you have yeah yeah
yeah look man I just don't think it's
gonna work because I got people I just
don't think they're gonna use it okay
have you maybe seen similar products in
the past oh yeah oh yeah oh yeah we we
got we got the software program the CRM
they didn't use it we got this III I put
a big swimming pool in the plays and
everybody was excited about it for a
week and then nobody was swimming a
month later totally get it
my kids I buy stuff for my kids every
day I get a couple bikes for them the
next thing you do they throw it down
they don't care about it understood
coming back to the product though do you
do you recall maybe some products that
work maybe some part of the product some
part of a functionality this kind of
machine at the house man we use it every
day that's five thousand dollars they
use that every day I mean okay what what
about the training product for for like
for yoursel stuff how do you train your
stuff we don't train them right now okay
would you would you see the value trying
something that would work and if it was
that you called me you call me ask me
why we didn't buy it it's cuz cuz I
don't think these people are gonna use
it okay if that happened for you will
not make a sale they're bakery this is
what happens every day okay because we
don't roleplay these situation so I'm
gonna reverse it you stand right over
here sir oh now I'm gonna do hey
let me ask you a question of why didn't
you back hard on you
well because I don't think is gonna work
it's not yeah number one it won't work
because you don't have it nobody can use
it because you don't have it right you
agree with that yeah number two it won't
work because if you won't insist on them
using it anything that you don't insist
on they won't use okay tell me about
something else that you have at your
company that they don't use well CRM no
they don't use yeah nobody uses the CRM
you got to find that place where
everybody's like yeah we'll use the
telephone
do they use the telephone no they don't
use how about how about the computers do
they use a computer oh yeah oh yeah oh
yeah okay how about the toilets do they
use the toilets yeah F do they use the
cafeteria they do do they use your
electricity yeah they do they use your
parking spots yes good so we got to make
it really easy for them to use card on
you and that's my job oh you selling now
you know right no no okay
hey hey would you give me five minutes
could I come back and spend five minutes
with you showing you how I guarantee
your people will use this like they do
the parking spots
Computers the electricity in the toilets
would you give me five minutes
what if it doesn't work that's on me
okay right now they can't use it right
you agree with that yes because they
don't have it right give me five minutes
after noon okay okay thank you all right
give a big hand
[Music]
[Applause]
[Music]
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