top traits checksheet tủ tài liệu bách khoa

www.getwsodownload.com www.getwsodownload.com www.getwsodownload.com Course Checksheet Word from Grant: Every person who has been a success in business or in life has had the ability to influence (sell) others on their ideas Wouldn’t it be great if you knew what successful people know? Wouldn’t it be helpful to know what actions lead to success, and where to put your focus? Well, I have broken the code on the art of selling and have identified the top traits held in common by the best of the best Now, I am sharing those traits with you Here are the most common characteristics I have found amongst those that are highly successful Most of these people didn’t consider themselves natural salespeople, but they were able to embrace the following qualities to become great at selling and they excelled in life There is no one personality type that makes a great salesperson It is the actions you take everyday that will lead you to greatness See if you can spot yourself in these traits When you come to a trait you know you are not operating with, take the steps to adopt it to your life Be great, nothing else pays, Grant Cardone CardoneUniversity.com CardoneOnDemand.com 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople Watch “Introduction.” Pass the test at the end of the segment Watch “Trait - Great Salespeople quit thinking about a sale and start thinking about a business.” Pass the test at the end of the segment PRACTICAL: What three essential actions you need to take to build relationships that in return build your business? Watch “Trait - Great Salespeople treat each customer with a high level of customer service.” Pass the test at the end of the segment PRACTICAL: Today provide a high level of customer service by asking four of your clients: “What can I for you?” and “How are things going?” What occurred? Watch “Trait - Great Salespeople take the time to understand a customer’s needs.” 10 Pass the test at the end of the segment 11 PRACTICAL: On the next sale, ask your customer these essential questions to better understand the buyer Then note how you felt and what occurred a b c d Initials Date Why this product? Why now? What’s the most important to the customer? What is the dominant buying motive? 12 Watch “Trait - Great Salespeople OVERpromise and OVERdeliver.” 13 Pass the test at the end of the segment 14 PRACTICAL: What words should you avoid when OVERpromising and OVERdelivering on your path to becoming a great salesperson? Practice avoiding these in your upcoming three sales CardoneUniversity.com CardoneOnDemand.com 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 15 Watch “Trait - Great Salespeople invest in activities that will grow their business.” 16 Pass the test at the end of the segment 17 PRACTICAL: List three ways you can take action and utilize time to grow your business 18 Watch “Trait - Great Salespeople are always looking for new ways to serve their customers.” 19 Pass the test at the end of the segment 20 PRACTICAL: Create a list of three new ideas you can use to better serve and exceed your customers’ expectations Use at least one of these ideas today Explain what happened 21 Watch “Trait - Great Salespeople invest in networking, community, and building relationships.” 22 Pass the test at the end of the segment 23 PRACTICAL: Write down three ways you will make yourself known in your community, city, and job What can you expect when you invest in becoming more known? 24 Watch “Trait - Great Salespeople get obsessed with selling as an art.” 25 Pass the test at the end of the segment 26 PRACTICAL: Make a list of three actions that you can to get obsessed with selling as an art 27 Watch “Trait - Great Salespeople are not dependent on the economy.” 28 Pass the test at the end of the segment 29 PRACTICAL: Give an example of how you can be proactive, trusting your abilities and actions during economic troubles CardoneUniversity.com CardoneOnDemand.com Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 30 Watch “Trait 10 - Great Salespeople surround themselves with overachievers.” 31 Pass the test at the end of the segment 32 PRACTICAL: List four things you can to become an overachiever with a relentless battle plan 33 Watch “Trait 11 - Great Salespeople are never, ever satisfied.” 34 Pass the test at the end of the segment 35 PRACTICAL: To get inspired, write three sky-high goals that align with your potential, not your current status 36 Watch “Trait 12 - Great Salespeople not view failed sales as lost sales.” 37 Pass the test at the end of the segment 38 PRACTICAL: Devise one positive way to view failed sales as an investment and revisit this when a failed sale occurs How did this shift your viewpoint? 39 Watch “Trait 13 - Great Salespeople never give up on unsold clients.” 40 Pass the test at the end of the segment 41 PRACTICAL: Write down five ways you can creatively follow-up on an unsold client Use one of those follow-up ideas on an unsold client today What occurred? 42 Watch “Trait 14 - Great Salespeople are like magicians.” 43 Pass the test at the end of the segment 44 PRACTICAL: Pair up with another person and practice your negotiation skills until you feel you have a renewed confidence in this ability CardoneUniversity.com CardoneOnDemand.com Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 45 Watch “Trait 15 - Great Salespeople see problems as opportunities.” 46 Pass the test at the end of the segment 47 PRACTICAL: List three problems you are currently experiencing and describe how you can convert each problem into an opportunity 48 Watch “Trait 16 - Great Salespeople invest in their education and personal development.” 49 Pass the test at the end of the segment 50 PRACTICAL: Tonight, research and list two articles or websites and one book that you can use as tools to continue your education and personal development 51 Watch “Trait 17 - Great Salespeople invest in making themselves known.” 52 Pass the test at the end of the segment 53 PRACTICAL: Today, introduce yourself to three people in every room you enter How did this task affect you? 54 Watch “Trait 18 - Great Salespeople hold themselves to performance standards higher than normal.” 55 Pass the test at the end of the segment 56 PRACTICAL: List one of the norms of your company and set a related performance standard higher than that norm for yourself 57 Watch “Trait 19 - Great Salespeople are constantly looking for new ways to build their pipeline.” 58 Pass the test at the end of the segment 59 PRACTICAL: Write down three new ways you can build your pipeline Today put one of these ways on your to-do list What occurred? CardoneUniversity.com CardoneOnDemand.com Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 60 Watch “Trait 20 - Great Salespeople protect and guard their clients like they are gold.” 61 Pass the test at the end of the segment 62 PRACTICAL: List three ways you can protect and guard your clients Do one of these activities today 63 Watch “Trait 21 - Great Salespeople are convinced that their products are more valuable than the money they get for them.” 64 Pass the test at the end of the segment 65 PRACTICAL: Explain what Grant means when he states “value exceeds price.” 66 Watch “Trait 22 - Great Salespeople have a deep belief that they won’t be challenged by economies, competition, or low prices.” 67 Pass the test at the end of the segment 68 PRACTICAL: What are the two main reasons great salespeople are not challenged by economies, competition, or low prices? 69 Watch “Trait 23 - Great Salespeople know how to listen more than they talk.” 70 Pass the test at the end of the segment 71 PRACTICAL: Today, practice the skill of listening to collect data from one client Using that vital data, rapidly close the sale What happened when you listened more? 72 Watch “Trait 24 - Great Salespeople not see themselves as selling, but as serving and assisting.” 73 Pass the test at the end of the segment 74 PRACTICAL: List three new ideas you can use to build your deep belief in your product and proposition in order to become purpose-driven when serving and assisting the customer CardoneUniversity.com CardoneOnDemand.com Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 75 Watch “Trait 25 - Great Salespeople are not satisfied with awards and paychecks.” 76 Pass the test at the end of the segment 77 PRACTICAL: Discover your drive and utilize it! Define your drive 78 Watch “Trait 26 - Great Salespeople always get answers to a question.” 79 Pass the test at the end of the segment 80 PRACTICAL: Form three questions to ask clients that will always provide you with data-driven answers Today, make certain you get all your questions answered 81 Watch “Trait 27 - Great Salespeople want to disrupt the status quo for their industry.” 82 Pass the test at the end of the segment 83 PRACTICAL: Name an inventor or businessperson who has disrupted their industry with change Write the change this person introduced to the industry 84 Watch “Trait 28 - Great Salespeople focus on results, not effort.” 85 Pass the test at the end of the segment 86 PRACTICAL: Create two lists titled “Busy Work” and “Productive Work.” Evaluate the activities you have done today and organize the tasks as being busy work or productive work What have you decided as a result of this exercise? 87 Watch “Trait 29 - Great Salespeople stretch way beyond their comfort zones.” 88 Pass the test at the end of the segment 89 PRACTICAL: List one aspect of the lifestyle you desire and match it with an uncomfortable obstacle you are willing to overcome in order to accomplish it CardoneUniversity.com CardoneOnDemand.com Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 90 Watch “Trait 30 - Great Salespeople want to create clients for a lifetime.” 91 Pass the test at the end of the segment 92 PRACTICAL: Refer to an upcoming sale and write a list of what potential contacts/referrals you can gain 93 Watch “Trait 31 - Great Salespeople never blame others; they always accept responsibility.” 94 Pass the test at the end of the segment 95 PRACTICAL: List two ways you can accept more responsibility in your profession 96 Watch “Trait 32 - Great Salespeople are obsessed with building clientele.” 97 Pass the test at the end of the segment 98 PRACTICAL: Write down three new ways you can build clientele Choose one and implement it today What occurred? 99 Watch “Trait 33 - Great Salespeople are inspired by failure.” 100 Pass the test at the end of the segment 101 PRACTICAL: Explain how you can utilize failure 102 Watch “Trait 34 - Great Salespeople stay hungry, act hungry and tell people they are hungry.” 103 Pass the test at the end of the segment 104 PRACTICAL: What kind of actions are staying hungry and acting hungry? Act hungry with one person you meet today What occurred? 105 Watch “Trait 35 - Great Salespeople show up early and stay late.” 106 Pass the test at the end of the segment 107 PRACTICAL: Today, stay late at work How did this extra time benefit you? CardoneUniversity.com CardoneOnDemand.com 10 Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 108 Watch “Trait 36 - Great Salespeople view problem customers as opportunities to create fans.” 109 Pass the test at the end of the segment 110 PRACTICAL: List two ways you can convert a problem customer into a raving fan Put one of these ways into practice today What occurred? 111 Watch “Trait 37 - Great Salespeople see a job with a salary as more of a risk than a commission job.” 112 Pass the test at the end of the segment 113 PRACTICAL: List three opportunities a commission-paying job can offer you 114 Watch “Trait 38 - Great Salespeople value the connections in their community as their main aim of commerce.” 115 Pass the test at the end of the segment 116 PRACTICAL: Choose one connection to pay more attention to today Write how you can build a better relationship with this connection 117 Watch “Trait 39 - Great Salespeople are devoted to being in great physical, emotional and spiritual condition.” 118 Pass the test at the end of the segment 119 PRACTICAL: Today plan out your schedule to allow time to invest in yourself physically 120 Watch “Trait 40 - Great Salespeople have the work ethic of an obsessed maniac.” 121 Pass the test at the end of the segment 122 PRACTICAL: Create a list of three actions you can to dominate in your market place Choose one action from the list and put it into practice today CardoneUniversity.com CardoneOnDemand.com 11 Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 123 Watch “Trait 41 - Great Salespeople trust instinct, creativity and passion to fuel them.” 124 Pass the test at the end of the segment 125 PRACTICAL: Explain how you will develop trust in your instinct 126 Watch “Trait 42 - Great Salespeople are very smart with their money.” 127 Pass the test at the end of the segment 128 PRACTICAL: Write three ways you can align your financial and target drives to build money 129 Watch “Trait 43 - Great Salespeople are good at starting things, and they are unbelievable at finishing them.” 130 Pass the test at the end of the segment 131 PRACTICAL: Take a sales appointment you have on your calendar today and envision how you want it to end up Write down what you want to happen 132 Watch “Trait 44 - Great Salespeople are willing to make the uncomfortable or difficult calls.” 133 Pass the test at the end of the segment 134 PRACTICAL: Today choose the hardest call and make that one first Write about your experience 135 Watch “Trait 45 - Great Salespeople are magicians: geniuses at communication and unbelievable at keeping negotiations alive.” 136 Pass the test at the end of the segment 137 PRACTICAL: What are the four qualities great salespeople have to keep negotiations alive? CardoneUniversity.com CardoneOnDemand.com 12 Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 138 Watch “Trait 46 - Great Salespeople hold themselves accountable.” 139 Pass the test at the end of the segment 140 PRACTICAL: Keep statistics on what you today 141 Watch “Trait 47 - Great Salespeople are convinced that what they is making a difference for their clients and the world.” 142 Pass the test at the end of the segment 143 PRACTICAL: Write down three ways you are making a difference for your clients 144 Watch “Trait 48 - Great Salespeople want to be #1 in their industry, not #1 in their company.” 145 Pass the test at the end of the segment 146 PRACTICAL: List three essential steps you need to take to become number one in your industry 147 Watch “Trait 49 - Great Salespeople seek to dominate, not compete.” 148 Pass the test at the end of the segment 149 PRACTICAL: List four ways you can dominate and separate yourself from competition 150 Watch “Trait 50 - Great Salespeople go way beyond just selling Don’t stop at just selling.” 151 Pass the test at the end of the segment 152 PRACTICAL: What are the three key ways you can go beyond selling? Today put these ways into practice What occurred? 153 Watch “Trait 51 - Great Salespeople are immune to negativity.” 154 Pass the test at the end of the segment 155 PRACTICAL: Today, avoid negativity How did this make you feel? CardoneUniversity.com CardoneOnDemand.com 13 Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 156 Watch “Trait 52 - Great Salespeople are great listeners, but they can also be deaf.” 157 Pass the test at the end of the segment 158 PRACTICAL: Write Grant’s definition of deaf 159 Watch “Trait 53 - Great Salespeople not get emotional in negotiations.” 160 Pass the test at the end of the segment 161 PRACTICAL: Remain relaxed, logical, and non-emotional during a sale with an irate customer What were the effects? 162 Watch “Trait 54 - Great Salespeople know that until the close takes place, value is not exchanged.” 163 Pass the test at the end of the segment 164 PRACTICAL: For the next 15 minutes, practice perfecting your closes because value is not exchanged until you close 165 Watch “Trait 55 - Great Salespeople never stop learning.” 166 Pass the test at the end of the segment 167 PRACTICAL: Today, schedule a workshop or a convention to attend List the name, location, and topic of the learning opportunity 168 Watch “Trait 56 - Great Salespeople know the difference between an objection and a complaint.” 169 Pass the test at the end of the segment 170 PRACTICAL: During every sale today, identify customer responses as a complaint or an objection Use this new information to transition to the close CardoneUniversity.com CardoneOnDemand.com 14 Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 171 Watch “Trait 57 - Great Salespeople never lower their targets.” 172 Pass the test at the end of the segment 173 PRACTICAL: Write down your daily targets List ways you can increase your activity level to accomplish your targets 174 Watch “Trait 58 - Great Salespeople know the difference between selling, negotiating and closing.” 175 Pass the test at the end of the segment 176 PRACTICAL: Define the terms selling, negotiating, and closing Use the video to assist you 177 Watch “Trait 59 - Great Salespeople are willing to persist and insist in the close.” 178 Pass the test at the end of the segment 179 PRACTICAL: Explain how you can connect your purpose to your product 180 Watch “Trait 60 - Great Salespeople know that the most important sale they will ever make is to themselves.” 181 Pass the test at the end of the segment 182 PRACTICAL: Write one way you can sell your purpose, duty, and success to yourself 183 Watch “Trait 61 - Great Salespeople build value They don’t discount price.” 184 Pass the test at the end of the segment 185 PRACTICAL: In this video, what does Grant say to when dealing with a price objection? CardoneUniversity.com CardoneOnDemand.com 15 Initials Date 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 186 Watch “Trait 62 - Great Salespeople take the time to practice, drill, rehearse and role play.” 187 Pass the test at the end of the segment 188 PRACTICAL: Schedule time daily to practice your selling skills 189 Watch “Trait 63 - Great Salespeople follow-up relentlessly.” 190 Pass the test at the end of the segment 191 PRACTICAL: Today choose one client to follow-up with relentlessly How did the client react? How did you feel? 192 Watch “Trait 64 - Great Salespeople believe their personal value, what they bring to the game, exceeds the value of their product, their service, and their company.” 193 Pass the test at the end of the segment 194 PRACTICAL: List three traits that add to your personal value CardoneUniversity.com CardoneOnDemand.com 16 Initials Date 800.368.5771 www.getwsodownload.com www.getwsodownload.com Cardone Training Technologies, Inc 1-800-368-5771 GRANTCARDONE.COM ... broken the code on the art of selling and have identified the top traits held in common by the best of the best Now, I am sharing those traits with you Here are the most common characteristics I... pays, Grant Cardone CardoneUniversity.com CardoneOnDemand.com 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople Watch “Introduction.” Pass the test at the end of the segment Watch... upcoming three sales CardoneUniversity.com CardoneOnDemand.com 800.368.5771 www.getwsodownload.com Top Traits of Great Salespeople 15 Watch “Trait - Great Salespeople invest in activities that will