objections
This is the thing most salespeople fear, but it often means the prospect is engaged.
Objection
This rule says success requires actions far beyond what most people consider reasonable.
What is the 10X Rule?
The moment a salesperson asks for the business.
Answer: What is the close?
What is the close?
Most sales are lost because salespeople fail to do this consistently.
Answer: What is follow up?
This must be controlled before a salesperson can control results.
What is attitude?
According to Cardone, most objections are actually these.
What are complaints?
The amount by which Cardone says you should multiply your targets.
Answer: What is 10?
Cardone teaches that this should happen multiple times throughout the sale.
What is asking for the sale?
Cardone says fortunes are made in this phase of the sales cycle.
What is follow up?
Cardone teaches that success is your duty, obligation, and this.
What is responsibility?
This objection usually means the customer does not yet see enough value.
Answer: What is “It’s too expensive”?
What is “It’s too expensive”?
The biggest mistake people make when setting goals according to 10X.
What is setting goals too low?
A customer saying, “I need to think about it” often indicates a lack of this.
Answer: What is certainty?
What is certainty?
The number of follow-up attempts most salespeople quit after.
What is one or two?
The habit of blaming the economy, leads, or customers is called this.
What is making excuses?
The most dangerous objection is the one you never hear because the customer gives you this instead.
What is silence (or no response)?
This level of action is required when conditions become difficult.
What is increased action?
The salesperson’s responsibility is to help customers make this.
What is a decision?
This mindset causes salespeople to stop following up too early.
What is fear of rejection?
Cardone teaches that all objections ultimately stem from this single issue.
What is uncertainty?
Cardone says there is no shortage of this, only a shortage of attention.
what is success
Cardone teaches that failing to close is often the result of not building enough of this.
What is value?
The salesperson who follows up the longest usually wins this.
What is the sale?