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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
1.
Watch “Introduction.”
2.
Pass the test at the end of the segment.
3.
Watch “Trait 1 - Great Salespeople quit thinking about a sale and
start thinking about a business.”
4.
Pass the test at the end of the segment.
5.
PRACTICAL: What three essential actions do you need to take to
build relationships that in return build your business?
6.
Watch “Trait 2 - Great Salespeople treat each customer with a
high level of customer service.”
7.
Pass the test at the end of the segment.
8.
PRACTICAL: Today provide a high level of customer service by
asking four of your clients: “What can I do for you?” and “How are
things going?” What occurred?
9.
Watch “Trait 3 - 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.
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Why this product?
Why now?
What’s the most important to the customer?
What is the dominant buying motive?
12.
Watch “Trait 4 - 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.
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Top Traits of Great Salespeople
15.
Watch “Trait 5 - 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 6 - 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 7 - 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 8 - 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 do to get
obsessed with selling as an art.
27.
Watch “Trait 9 - 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.
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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 do 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 do 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.
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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?
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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 do 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.
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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.
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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?
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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 do to dominate
in your market place. Choose one action from the list and put it
into practice today.
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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?
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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 do today.
141.
Watch “Trait 47 - Great Salespeople are convinced that what they
do 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?
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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 do 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.
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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 2 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 do when
dealing with a price objection?
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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.
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