Cardone University
Step one of the Sales Process
What is fact finding?
Distinctive hedge material known or it's "blue" foliage
What is Icee Blue Podocarpus?
Dracaena trifasciata
What is Snake Plant?
The creator of every objection and must take full responsibility for whatever objection
Who is me?
Our delivery pricing
What is $200.00 or 6% of the Subtotal?
Name 3 of the 20 traits of a great attitude
What is Smile, show up early, stay late, problems = solutions, etc.
Native to Argentina and Bolivia. It is a deciduous tree that grows 25-50'. Known for its Purple Blooms
What is Jacaranda?
Phoenix roebelenii
What is a Pygmy Date Palm?
Name 3 of the 6 types of objections
What are
1. Internal
2. External
3. Valid
4. Invalid
5. Spoken
6. Unspoken
What is....
Great sales people focus on _______ not ______.
What is Results, Effort?
Evergreen tree that grows to 15 meters. It is native to an area from the Peruvian Andes to southern Brazil. Contains bright pink "fruits"
What is the California Pepper?
Buxus microphylla
What is Japanese Boxwood?
Name 5 objections (from Cardone) in 60 seconds
Just looking
Price is too high
I'm not buying
I don't have time
We are shopping
I have bad credit
I have great credit
I don't have time
Mulch per square foot
What is $3-$4?
Give me the 5/7 requirements to closing the sale
What are:
1. Decision Maker
2. Wherewithal
3. Sold on the Product
4. Believe in YOU
5. Confidence in the Product
6. Written Offer
7. Urgency
A thin-leaved deciduous hardwood tree of the genus Betula, in the family Betulaceae, which also includes alders, hazels, and hornbeams
What is a Birch?
Dietes bicolor
What is Bi Color Iris?
Name 5 things objections can be about
What is:
Price, Terms, Contract, Product, Timing, The Company, You, Competition, Buyer uncertainty, Third party data, Confusions, and Lack of information
Price the order:
2 36" Fruitless Olives
1 24" Sycamore
3 15g Wax Leaf Privet
Everything Installed and Delivered
Pre tax 6550
Delivery 393
Taxes 711.66
TOTAL - $7654.66
Will accept anything from as low as $5,877.98 - $7,654.66
Role Play a Sale w/ Adrian
...
A species of gymnosperm tree native to China. It first appeared over 290 million years ago. Fossils very similar to the living species belonging to this genus extend back to the Middle Jurassic times approximately 170 million years ago.
What is the Ginkgo Biloba?
Stachys byzantina
What is Lamb's Ear?
The 8 steps to handling objections
1. Commit
2. Responsibility
3. Define Real Objection
4. Identify Location
5. Identify Objection vs. Sales Process
6. Prepare until you can predict
7. Practice 'til you master
8. Work on Objections EVERY DAY
Complete the pricing chart in 60 seconds
JUST DO IT