Raw and Uncut Sales Role Play- Grant Cardone

Grant Cardone

20 Apr 201904:57

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

00:00

🤝 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

The term 'product' refers to an item or service that is offered for sale. In the context of the video, it is the core subject of the sales conversation, with the main theme revolving around why customers did not purchase it. The script mentions the product in various instances, such as when the speaker asks, 'Why didn't you buy our product?'

💡Sales

Sales is the process of persuading someone to purchase a product or service. The video's theme heavily focuses on sales techniques, as seen when the speaker practices selling and discusses strategies to overcome objections like 'I don't think it's gonna work.'

💡Objection Handling

Objection handling is a sales technique where a salesperson addresses and overcomes potential customer objections. The video script illustrates this with the salesperson agreeing with the customer's concern and then providing counterarguments, for example, 'I agree with you... and actually, I have lots of customers who have the same question.'

💡Customer Doubts

Customer doubts refer to the uncertainties or reservations a customer may have about a product. The script addresses this concept when the customer expresses, 'I don't think it will work,' indicating a lack of confidence in the product's effectiveness.

💡Training

Training in this context is about preparing or instructing individuals to use a product or service effectively. The script mentions training when discussing how the customer's staff is not currently being trained, implying a potential solution to their doubts about using the product.

💡CRM

CRM stands for Customer Relationship Management, a system used to manage a company's interactions with customers and potential customers. In the script, the customer mentions a past experience with a CRM system that was not utilized, highlighting the challenge of getting staff to adopt new tools.

💡Adoption

Adoption refers to the acceptance and use of a new product, service, or method. The video discusses the issue of product adoption when the customer doubts that their staff will use the new product, as they did not use the CRM system previously.

💡Roleplay

Roleplay is a method of practicing interactions or scenarios, often used in training or sales to rehearse potential conversations. The script includes a roleplay scenario where the salesperson reverses roles with the customer to demonstrate how to handle objections.

💡Insistence

Insistence is the act of firmly maintaining a statement or proposition. In the script, the salesperson suggests that if the customer does not insist on using the product, it will not be used, emphasizing the importance of reinforcement in the adoption process.

💡Guarantee

A guarantee is a promise or assurance that certain conditions will be fulfilled. The salesperson in the script offers a guarantee, saying, 'I guarantee your people will use this like they do the parking spots, Computers the electricity in the toilets,' to instill confidence in the product.

💡Utilities

Utilities in this context refer to everyday services or facilities such as electricity, computers, and toilets, which are used routinely. The script uses utilities as a comparison to demonstrate how the product should be integrated into daily use, asking the customer if their staff uses these essential services.

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.