I was once a sales amateur. I know this because my paycheck used to reflect it. Professionals get paid well; amateurs don't get paid much. If you are truly serious about becoming a professional, you must commit to this thing called sales. Having been committed to sales since the age of 25, I'm here today to give any amateurs out there the roadmap to sales success. The money will follow!
This is your step by step roadmap to becoming a multi-millionaire:
Listen to Sell or Be Sold. This is the foundational book you need that will lay the groundwork for all that you're going to learn moving forward. Just as a chef needs basic ingredients before trying to perfect a dish, you need something to simply start with. There is no other book I'd recommend you begin your journey on than this award-winning bestseller.
Don't listen to this classic just once, listen to it multiple times over the next 90 days as you workout or do your daily commute. Once the principles found within this book get in your head, you'll be 99% ahead of the 7 billion people who don't understand what it means to sell.
Listen to If You're Not First You're Last. This New York Times bestseller is more of the how-to of selling. Once you understand the principles within Sell or Be Sold, you're then ready for the more detailed nuts and bolts of selling with pipelines and powerbases. Applying the principles within this book will jack your income up beyond levels you've only dreamed about.
Beyond showing you how to increase sales in any economy, If You're Not First You're Last is about this: How do you achieve sales? By being unreasonable. Once you listen to this book and apply it to your life, you will have the right mindset to really get the most out of the next step...
Listen to The Closer's Survival Guide. This is literally the practical guide showing you how to take that unreasonableness you learned in step #2 and use it to achieve the sale. All your income is dependent on this one ability—to close. No close. no money, no dreams, it's a cycle. To get what you want in life you must learn how to close deals.
Listen to this over and over and over again, and rehearse and practice these closes and you'll watch your income explode. Any salesperson who has never done a deep dive into the theory of closing is not a professional, they are still amateurs. It doesn't matter if you've been in sales 30 years, if you don't know at least 100 different closes in your arsenal, you are not yet a professional.
These 3 books: Sell or Be Sold, If You're Not First You're Last, and The Closer's Survival Guide are a trilogy on how to achieve sales.
Complete all three steps above and you will go from a novice in sales to an intermediate in sales. Once you start to blow past some of your peers, and if you're ready to start seeing the biggest monthly paychecks you've ever experienced by a factor of 10, and if you're just ready to challenge yourself to reach new heights, continue onward.
Assuming you've already completed the first 3 steps, your task now is to listen to The 10X Rule. Everyone can benefit from reading my most popular book, but the principles behind The 10X Rule can especially propel the sales intermediates to never-before-seen-levels of success. The biggest thing that is stopping you from becoming a top 1% earner is the levels of actions you're currently taking.
Be sure to listen to this book multiple times—trust me, listening to it once is not enough. Immerse yourself in it, and as I like to say, swim in the 10X kool-aid. This book has become a movement, and it's going worldwide. There's a reason for this. The 10X Rule is really about how you can achieve your dreams. The 10X Rule is literally the difference between success and failure.
Invest in my Playbook. This will not only be great material to brush up on some things you may have already learned, but there's lots of data in here you can use NOW to start getting all the sales you've been missing. Face it, you're at the point where you're still missing more sales than you make. There's quite a bit of room for your closing ratio to improve, your pipeline can be bigger than what it is, and your paycheck should be much bigger than what you've been getting.
Those who first go through listening to The 10X Rule will experience an ROI with my Playbook multiple times higher than those who haven't been indoctrinated into the 10X life. When you combine 10X think, 10X attitude, and a 10X mentality to the material here, it's going to cause fireworks with your bank account.
My Rebuttal Manual is a must have once you go through my Playbook. This book walks you through the details of handling objections you face as a salesperson. You'll learn to professionally handle any and all objections anywhere in the sales process with over 100 closes and amazing rebuttals to everyday objections.
So many people struggle with selling because they don't have the know-how to handle objections. Whether in retail, door to door, over the phone, business to business, or over email, every person selling something will face objections from prospects. The difference between the people that make only a little money and the people that make big money is simply found in how well objections are handled in the sales process. The solution for anyone looking for more sales is to get a handle on answering objections!
So to summarize the previous 3 steps:
Complete the first 6 steps and you will go from a salesperson with some experience with an average paycheck to a professional in the top 1% of all earners. Now here's what's going to blow your mind...
#1 No Sales Joe or Jane: These are the amateurs or beginners. The problem is, many stay this way for years, underperforming, missing targets, constantly making excuses, and constantly changing jobs. They've never touched Sell or Be Sold, If You're Not First You're Last, or The Closer's Survival Guide.
#2 Average Joe or Jane: In the middle; average levels of activity. They don't get canned but never shine. These are the intermediates, they've put some work into becoming better in sales so they make some money now, but they stopped learning and growing and have become stagnant. They haven't yet invested in material like The 10X Rule, my Playbook, or the Rebuttal Manual.
#3 Top Producer Joe or Jane: Has some experience and lots of wins. They've studied sales and have gone from amateur to professional, but they are still constantly operating at less than potential. The fact that they are producing at higher levels than those around them makes them get too comfortable. They haven't yet invested in the 10X Growth Conference or Cardone University.
#4 The Superstars: These people have an insatiable appetite for success; Understand their potential and are in an all-out sprint, all the time. These are the people that want to train for greatness (and riches) and invest big to do so.
If you're ready to go from #3 to #4, continue on:
Continue to brush up on your skills. LeBron James doesn't stop practicing, he keeps shooting and dribbling every day to make sure he doesn't forget anything. Likewise, you need to stay in the material that got you to top-producer status. I can't emphasize this enough. Just because you completed a step doesn't mean you're done, continue to go back to it.
Just because you read something once doesn't mean you never touch it again. Christians read their Bible over and over again, NFL football players read their playbooks over and over again, and top salespeople listen to these books over and over again.
The one thing that superstars are great at is networking, getting referrals, and hanging around the right people. 10X GrowthCon is the biggest annual conference for salespeople and it's a must-attend event if you want to grow further.
Every year we bring in the top speakers for a billion dollar sales summit, marketing mastery, and discuss having an ideal business and life. Speakers such as Shark Tank's Daymond John share their secrets and successes for your benefit. This is literally the best conference any salesperson could ever attend, and you'll meet thousands of other like-minded people such as yourself. Get yourself to the next 10X Growth Conference!
Cardone University is the ultimate revenue generating machine. Created as the #1 sales training platform on planet earth, thousands of businesses and individuals train on it to increase sales. Whether you want to go from $100K a year to a million or go from $10 million to $100 million, this is your tool, this is your WEAPON to get you there.
Closing Strategies, Cold Calling, Follow-Up, Prospecting, Motivation—this program has it all. I tell people all the time, it's better to invest in Cardone University than Harvard—and I really mean that. If you're looking for a high ROI, if you want to not just take things to the next level but to change your life forever, Cardone University is the vehicle that will make all your financial dreams come true if you do the training consistently and put in the work.
There you have it—9 steps to sales greatness and multiple millions of dollars. I've laid the roadmap, will you take it?
Grant Cardone is a New York Times bestselling author, the #1 sales trainer in the world, and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, social media, and finance. His 5 privately held companies have annual revenues exceeding $100 million. Forbes named Mr. Cardone #1 of the "25 Marketing Influencers to Watch in 2017". Grant’s straight-shooting viewpoints on the economy, the middle class, and business have made him a valuable resource for media seeking commentary and insights on real topics that matter. He regularly appears on Fox News, Fox Business, CNBC, and MSNBC, and writes for Forbes, Success Magazine, Business Insider, Entrepreneur.com, and the Huffington Post. He urges his followers and clients to make success their duty, responsibility, and obligation. He currently resides in South Florida with his wife and two daughters.