Are you tired of the emotional rollercoaster ride of entrepreneurship? You’re going to love listening to how Jarrod Glandt has mastered his positive sales mindset by distancing his emotions from the results of the pitch, whether the answer was YES or NO from a prospect!
Jarrod Glandt is Vice President of Business Development and Sales at Grant Cardone Enterprises, the world’s premier sales and management training company. He also co-hosts the weekly webcast series focused on millennial business and success, “Young Hustlers”. Graduating from California State University San Marcos with a degree in Business Administration, Jarrod spent time in the auto, real estate and travel media services industry, and has also worked in sales and marketing within the asset management, analysis and finance fields. His remarkable working relationship with Mr. Cardone started in 2010 and guided by that mentorship he is now a multi-millionaire and in the top one-percent income bracket of his peer group. Jarrod lives with his wife Sandra, and their son Jake, in Miami Beach.
Here are a few key secrets we talked about in this episode:
- Michelle introduces Jarrod Glandt.
- Jarrod has been working as VP of Sales for Grant Cardone for nearly 10 years and has seen the company grow from 3 employees to 125.
- NO’s are not crushing for Jarrod: they are learning experiences.
- Sometimes the little NO’s hurt more than the big NO’s.
- When Jarrod found himself pitching a multi-million dollar deal, they said NO to him! Jarrod’s company was the only one who had what they had to offer, they had already invested into the company, and then he still heard the NO!
- “I changed the way I looked at winning and losing deals. I’ve been able to take the emotion out of the wins and the losses and man, it’s been so much easier to manage life as a salesperson.” ~ Jarrod Glandt
- “You can’t put that emotion into a win because when we get the opposite outcome of a win you’re gonna have the opposite emotional response.” ~ Jarrod Glandt
- When in sales, think beyond your circumstances. Not a “fake it till you make it” kind of thing, but have the mindset of what you want!
- People can tell if you’re certain and confident.
- Role-playing in sales is a huge help in getting better at your pitch.
- Make sure you’re asking good questions to get to the pitch. If your investor or potential buyer has a small budget, they may not be able to spend big amounts of money no matter how good your pitch is!
- Throwing out the numbers too fast can scare off some people in deals.
- Be on the lookout to constantly improve yourself in sales. Look for patterns and potential issues so you know your strengths and weaknesses. Identifying potential hang ups helps you present better and better!
- “Awareness is so important for a salesperson because you constantly have to be recalibrated.” ~ Jarrod Glandt
- When first building the business, the team posted a lot of social media content. While they were in the audience building process, they posted a LOT! Some people said they posted too much, but admired the end result.
- When you’re a trailblazer, you will attract a lot of attention, both positive and negative.
- There’s a formula that Jarrod sees when producing content: first you get attention, then criticism, then hate, and finally, admiration.
- When teaching sales, you can take people that will literally be in a position where they’ll struggle their entire life and get them on the right track.
- Selling doesn’t have to be overcomplicated.
- The one thing you can do to get better at selling is to do more cold calling. That will train you to think quick on your feet!
- To learn, take one action a day and master it. The next day, take another and master that!
- Sales isn’t a numbers game because of luck. It’s a numbers game because you learn and gain confidence with every call you make.
- Jarrod shares what he would tell his younger self.
Connect with Jarrod Glandt:
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P.S. Selling is service, right!? Then, why do you let your emotions get involved when you hear YES or NO from a prospect? It’s time to learn to remove those emotions and learn to embrace a positive sales mindset and be of service! Click here to read THIS BLOG POST!