Intention is Key for Selling Over the Phone - Heath Powell

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Watch Sales and Marketing Manager Heath Powell at Cardone Training Technologies discuss the need for clearly defining your intention before making any call.
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Grant Cardone Career and Bio
TV Undercover Billionaire
CEO - CardoneCapital.com Real Estate Holdings 2.2B AUM
Founder - 10X Movement Business Conferences Worldwide
Author - The 10X Rule. (Plus eight more biz books)
Philanthropy Grant Cardone Foundation - Support kids without fathers.
Raised Over 100M for Charites Apple Podcasts‎The Cardone Zone on Apple Podcasts‎Careers · 2020 (420 kB)is4-ssl.mzstat... KZbinGrant CardoneGrant Cardone is the author of eight business books, thirteen business programs, and is the CEO of seven privately held companies. Forbes calls him one of the top social media business influencers in the world. Cardone founded and manages a real estate investment firm, Cardone Capital, with $1Billion assets under management. He also travels the world consulting Fortune 500 companies, small business owners, startups and governments on business expansion. One of his enterprises recently hosted The 10X Growth Conference at Miami Marlins Park in Miami, Florida with over 34,000 business people and entrepreneurs in attendance from over fifty countries. Mr. Cardone resides in Miami with his wife, Elena Cardone and their two children, Sabrina and Scarlett. Visit grantcardone.com for his latest blogs, news, tips, training, and where to catch him LIVE!
The information provided is for convenience only. It is not investment advice or a recommendation, it does not constitute a solicitation to buy or sell securities, and it may not be relied upon in considering an investment in a Cardone fund. Past performance is no guarantee of future results. Any historical returns expected returns or probability projections may not reflect actual future performance. All securities involve risk and may result in partial or total loss. Investment in Cardone funds is available only to independently verified “accredited investors” through an offering made in accordance with Rule 506(c) under Regulation D of the Securities Act of 1933. Before investing in any Cardone fund, prospective investors should consider carefully the investment objective(s), risks, arches, and expenses. While the data we use from third parties is believed to be reliable, we cannot ensure the accuracy or completeness of the data provided. Cardone Capital does not provide legal or tax advice. Prospective investors should consult with a tax or legal adviser before making any investment decision. This is not an offer, solicitation of an offer, to buy or sell securities nor a recommendation to buy or sell any securities. Past performance is not an indication of future results. Investing involves risk and may result in partial or total loss. Prospective investors should consider carefully investment objectives, risks, charges and expenses, and should consult with a tax, legal and/or financial adviser before making any investment decision. For additional information, visit www.cardonecapital.com/disclosures.

[@merkadioe9806]

Oh, look.. its the guy that eats his ear wax on camera 😂

[@christhomasism]

Merkadio AB backstory please

[@BenDover-tk5gd]

Cold call training boiler room with grant Cardone he eats his earwax in the background

[@BenDover-tk5gd]

christhomasism .

[@Devlins10]

Hahahha I seen that. That was a disaster

[@Thawolf878]

LOL. I remember that. This dude literally pick his ears and ate the wax in the other video.. this guy is weird

[@zachg8015]

Called him 50 times and then you put this on video and he just happens to answer..... Hmm...

[@calvin7874]

that's a good result tho

[@larrythompson6123]

Well Zack it takes courage to put any live call out in public. Where are your calls?

[@jasont8477]

What do you suggest? Wait for customers to come to you?

[@martina8315]

Me :) And killing it.

[@TheVeteranFiles]

yeah mate, it's called inbound marketing

[@trekreview]

If someone called me like that I would just hang up.

[@booAHHHH]

people don't realize. these grant cordone vids are salesmen selling Grants product to other Business owners. they arent callin your mom and pa. so they hardball and can be more aggressive and belittling because your business wont succeed withouth grant cordone. business owners are desperate to be successful, and if you put in their head "ill hang another million in your business by fixing one or two problems" theyd feel stupid for not at least taking a listen

[@booAHHHH]

you wouldn't be this aggressive selling mops to a stay at home mom

[@jakesteeve]

MR. MGTOW MR. THAILAND You wouldn't take a couple minutes out of your day to learn how to make $?

[@balamclay7871]

MR. MGTOW MR. THAILAND -- because you don't run a business or sales team, I presume.

[@thereal_johnle]

I mean he has called the dude 50 times. He's going to call you again

[@greggchaffin1596]

This style is so overbearing. I bet the dude didn't show and blocked the number

[@brianmsj]

Being the loudest guy in the room doesn't get you the sale. I wouldn't pass Grants so called "interview" but I sold over $100M in product last year. Being a good listener is a much better skill than being the loudest guy in the room.

[@enkibumbu]

Intelligent comment.

[@spencer23dollars34]

Brian M my problem sometimes is being convinced that straight lines work. For the guys at GC outfit there are millions of companies to call so it’s ok to burn a few. In my industry there are less prospects and I feel like I need to research my call specifically for the company and if possible the person. If I called a buyer for a large multi national this way in say the military manufacturing industry, they would bin me forever with a call in this style

[@123mcgarrigle]

Brian M $100M? Y Lyin 4

[@arame29]

What's your % on sales of 100M? Just curious

[@TheDicamillo]

He sells meth.

[@Poolcagescreenrepairnearme]

Did you make the sale the next day? 3pm his time, 4pm your time.

[@freightagent7122]

+Reuben wilt hahah

[@FiFAViDZ4You]

hahahahahhahahahahhaha

[@Jesuslovesyouall7777]

LOL deD

[@erickolazaba]

Lmfao

[@rslifestyle355]

😁😁😁😂😂😂😂😂😂😂😂

[@TheBloodshower]

Who tied your tie for you? Stevie Wonder?

[@productionsceo88]

I'm sure Heat Powell and Steve Wonder are making wayyyyyyyyyy more money than you !

[@mckinneytexaszeds5922]

You must be one of them clip on tie or winsor knot guys that don't tie nothing but that because he chooses his live the same ol same ol life every day, the winsor knot wouldn't be your standard only knot to tie. That's called the trinity knot buddy it's a hard mofo to do and successful people does those. Get on my level i'll show you the Eldridge knot and the crimson swag and several other European knots

[@productionsceo88]

You got it Mr. HP, Anthony Porter kill the BloodShower, his not breathing after this reply !!

[@mckinneytexaszeds5922]

NOPE! I'm seriously tired of watching people bash them especially when they made there way. How can you live in section housing and bash these Fortune 1000 people. You can't pay your way to success with an EBT card damnit. That's why I have no friends because I'm so sick of hanging around unsuccessful motards.

[@darthvader3910]

+Heath Powell SHUT DA FUCK UP HEATH!!

[@willh69]

So many successful sales millionares below offering their expert opinions. What a world

[@jupiterfasuro7515]

it takes motivation

[@zahidmir647]

You could have closed him in 4 minutes rather than just getting an appointment.. You both wasted time over the phone

[@willh69]

Zahid Mir that's great Zahid, please post a video example of you doing exactly that.

[@myvideos5564]

Zahid Mir stick to your mall kiosks and leave he real selling alone

[@BrainSeepsOut]

They're just selling coaching.

[@nickzema4683]

For every trained sales tactic there is a trained tactic from the buyer to counter it. This guy gave Heath what he wanted to hear. 99% chance, he did not show the next day at 3pm and blocked his number.

[@southpaw602]

And thats the beauty of having 300 million+ other people across the usa!! Are all of them gonna say no and hang up?

[@arame29]

How do we know this?

[@offmarketinvestments9770]

that's what i am thinking..i mean it took 50 calls just to get through and arrange a more detailed call....wow...ok so did he actually talk to this guy the next day? Close the sale? Why not have a unique product where customers actually come to you? I can't help but think called calling is a real inefficient method.

[@GNt-kl4ro]

Offmarket investments you have never done it have you?

[@andreilyas1426]

@@offmarketinvestments9770 You are such and idiot and I hate to insult people on youtube, but you sir just stands out.

[@crispycruiser4654]

Wow that’s impressive Heath. Especially considering you did a 2 hour webinar with this guy 5 weeks earlier. Check the dates on both videos. So now I just have one question for you. Do all your cold calls go to the guy 50 feet away in the cafeteria? kzbin.info6ozmKCQ1VdM?feature=shared

[@GorillaDevFB]

Man I remember working in a telemarketing type job as a teen and this just brings back bad memories.

[@orlandoalessandrini2505]

I've been in sales a while and I can say that 90% of people respond more to this sales technique than asking probing qts or trying to build rapport. They respond to someone who's controlling, puts shit on the table, explains the benefits then assumes the sales/appointment. Not my style, but I have to respect it.

[@justusgreen8498]

Thank you for your perspective

[@brandonsbeta5162]

Facts. It took me a while to make that transition. People don't want to think, they want a pro to come in and do it, and that's what we do

[@RelaunchAfter30]

Yeah it might be very salesy but it does get results

[@based771]

That's what I think too, and I'm looking up to it. Yet there are hundreds of degrading comments in here.

[@kennethlove4402]

"I don't have your attention yet do I?", my favorite line of the whole video, it took the call to a whole new level.

[@southpaw602]

someones listening! youre absolutely right! that changed the whole conversation..

[@willwarden2603]

Yeah it’s almost adversarial or confrontational but it shocks them into listening and forces them to realize that you are important! 👍🏻😎

[@BobbyTMF]

Justice Warrior yet they make millions of dollars and you do not

[@Capons_Place]

BobbyTMF exactly!

[@PageTurnerFlow]

thats why you're fuckin broke dude!

[@kylecramer5509]

This is the same guy who ate his own earwax in one of grants other cold calling videos 🤣🤣

[@MichaelCronan49]

I like a lot of Grants stuff but I would not buy a single thing from this dude

[@MihaitaIvli]

Daaaamn, he's good. Confidence, man - you have to genuinely believe you're doing the other guy a favour by calling.

[@cameronw.2775]

Agreed man. If u feel like you're not doing them a favour with your awesome product, then most likely you feel like you're just an annoyance and then anxiety sinks in and you have no confidence.

[@keithbradberry9178]

Mihaita Ivli never hang up until you get what YOU want!!

[@fuckbagmartin1384]

Lmao what? He’s not good. This shit was straight embarrassing to watch. I’d hang up on that guy almost immediately

[@VToldsMotoShow]

"Block this caller"

[@ausboy3904]

Lockdown my ass, where’s the follow up video when you tried calling him back at 3pm, 4pm your time and he ever picked up. You got the “this number has been disconnected”. 👎🏽. If your going to show a sales video ya need to show the beginning, the middle and the end. I can call some random, spit some random shit and say I’ll call them back, but that doesn’t necessarily mean you gained anything by your call

[@andrewcecce]

"Ive tried to reach him a couple times" "Ive called him about 50 times" Which is it dude???

[@stevelewis8919]

How come all these guys look the same? Same tight suits, same haircut, same bad tie knots...

[@adamchwiakowski3139]

This is „how not to sell in 2021”

[@peterarcust]

Keep these short live demonstrations going - LOVE IT!!! LOVE IT!!!

[@JimmyGunXD556]

I bet you the farm he didn't get him at 3 and has been avoided since.

[@Kb11466]

+Terrance Frazier definitely didn't

[@JimmyGunXD556]

+Terrance Frazier No. you said be got the appointment and assumed he closed on top of it. Hypocritical.

[@JimmyGunXD556]

+Terrance Frazier and me stating bet the farm states that it was just a guess?

[@doodelay]

Man that was peak cringe gd

[@lessthanthreemetal]

Is this the guy that ate his own earwax on camera?

[@chrisramirez5837]

That’s not a cold call... that guys a joke

[@LouieG7777]

"I ain't got your attention yet do I?" hahaha

[@jesud.aljurev.1311]

It was master !!

[@willg4231]

He’s talking waaay too fast. He needs to slow down and be more relaxed. He immediately comes off as a salesman.

[@adrianpieczynski9020]

Problem you have with that comment is that he is the sales manager and he got another call

[@samgeurdi6351]

@@adrianpieczynski9020 So he basically cares zero fuck about his calls and customers. He didn’t even bother to understand their business just bulldozered through his pitch and learned nothing.

[@ShadraqsVids16]

This guys hair is the official mascot of "sales."

[@91vanced14]

Heath makes me want to put my head in an oven 😄

[@voicesandvisions]

Loved the video man. I`ve always been scared using a direct approach (like this) with customers because I've felt as though I have been on the other side of feeling I'm being "manipulated." But I've learned that being fearful of saying a few extra words or even being direct, is the same as being fearful of achieving my dreams

[@aaron_cruz]

NOT HOW YOU DO IT... being abrupt and aggressive tone is not how you do it. He sounds like a scam, guaranteed he didn’t close that deal. The fact he is a manager with that tonality is scary.

[@RAHUL82859]

Look at the way he is fidgeting with the volume button of his phone!! That's anxiety.

[@donkomzak3872]

Cheesy pitch. I'm not impressed.

[@donkomzak3872]

Jordan Belfort is the man to see when it comes to learning how to sell well.

[@kbd40]

Cold call?? No it ain't really cringey call. Like a rookie would do it. 100% that that he never answered that call the following day

[@billkliskey5124]

"I must've tried this guy 50 times already." Yet, this time he picks up. FAKE

[@rorytrotter9392]

He definitely wasn't interested 😂

[@DdotRay86]

God almighty, these people are exactly who you hope to never be.

[@jasonlee3055]

My god, he's tie though. 😂

[@MDC2020]

I thought you never asked someone on the phone if they had time to talk...didn't Grant say something along the lines like " You already have'em on the damn phone, don't ask them if they have time" .

[@rollingstone1908]

yep never ask that question and that it open for the prospect to say, I'm pretty busy to which he replied whens best to call you back later today or tomorrow..... it shouldnt have got to that, I think hes descent salesman but he triped himself up there.... hes definately descent but cant be easy pitching on youtube ... lol

[@rp7326]

Probaably called him 50 times already and no sale. FAIL!

[@nicholaskong1673]

It's certainly a slick way to do to talk with someone. I like the part when you got him to write your name down and how much the call is potentially worth to him. That really solidifies this call went from short term memory to long term memory. I also like when you said "is there any reason that you will not let you make the call tomorrow"?

[@xlegendkillerx100]

Nicholas Kon

[@Crybabyhere]

This is why I signed up to," making millions over the phone." I want to control the phone call as a salesmen, something I am bad at. I have to get better because it's money and being confidence and taking control in a phone call earns respect with potential buyers. Face to face people respect knowledge and controlling that is not as hard as a person just calling a lot of places.

[@ntg128]

Joel Gonzales So true!!

[@mingtay9223]

first you need to control the phone call like ask question where he is option to say yes, or maybe. but not too much of questions. explain your reason or your product in short(probably a few sentences) but not so quickly. everything must be clear and not a lie from date to pricing and payment. BUT you need to move on and dont linger with your customer if he says no and not interested.

[@Dontatmebr0]

Now you’re broke

[@charliek3124]

If this dude is being real, he wouldn't make it 2 days on my sales floor like that! Somebody please tell me this is him just kidding around because that can't be real....can it?? LOL

[@benharrison4513]

Just a cringey, tacky, pushy, cheesy sales guy. The people he phones (if in the uk) would tell him what he wants to hear to get him off the phone then not answer the following day.

[@jeztickles4361]

Sales don’t work… sleezy cheesy sales Charlie big spuds who dress like they have a Ferrari but actually drive a rented Mercedes

[@guitaristguy20]

These are the of guys I just hang up on. Sounds like a typical hardball telemarketer. Hard pass.

[@bitchling265]

closed question within a minute do u have 30 seconds ......no I don't open questions on the phone at beginning my friend

[@ALMASTERFUNK]

This is not how to sell. He let the the guy have complete control of the call. Also he's got an arrogant attitude. The million dollar thing is so lame dude like jesus.

[@slaughterbeats6443]

This was fucking horrible I’m not even gonna lie. I cold call better than this.

[@dominictorchio5587]

Learn a trade, have a stable, livable source of income and a solid pension after 25-30 years. Use any extra money to invest and if you got balls start your own business with the info and connections you have made working that trade. Don’t get 150k student debt and pay these dudes 4K to make you a “salesperson” Life is pretty simple if you’re willing to work hard and stick with a stable career. The trades are in dire need for new workers. They will take most anyone they can get and they will pay them well.

[@derrekb4501]

Basically this guy had to operate in a high pressure mode to get a verbal commitment to a sales call….typical of telemarketing. Tough to sell but customer feels pressured

[@ihopeiknow9945]

AND THE WORLDS MOST ANNOYING ACCENT GOES TO...

[@arame29]

LOL Idk, it may work in his favor, that southern hospitality

[@eli9994L]

And what exactly is your product? I mean to be honest what does a consulting team do to a firm?

[@dsauce223]

That guy didn't write down shit, but it was still an above average sales call. "The specific reason for my call is...." I might have led in with that. Also, I would have asked for the top issue that they have within the organization vs a couple. In any case, above average sales call, standard reflex objections, tool of a prospect that sounds like he doesn't want to get any better.

[@rafizxDx]

Did what I wanted him to do... Have a clear goal and intension which is a second call on the first phone call. 2nd call is close. If they call you from a marketing campaign then I'm guessing it's closing on the 1st call since they're already interested.

[@lillianave]

The hardworking business owner does not believe the fast talking trickster.

[@MrSingh-se8si]

If u r closer ,u dont set up time. Buying time is a sign of weak closer. Just Hammer it bcoz he might not pick ur call at ur 4pm.. Coming straight from a hustler !!

[@daviepageviews4521]

Ya and dont say hi how are you..pause.....it makes them question who you are and ask either who are you , what do you want or what are you selling

[@sebastiandrozd18]

This guy is a manager? This has to be one of the worse calls i have ever seen. No emotion, stale, boring.

[@ifeelhome15]

Schmuck. That guy definitely didn’t show up to that call.

[@ronaldpascual110]

this guy called me, left a message and never called me back! where's his 10x?

[@canadastartups1345]

Heath, Im starting my first business development/marketing position in three months. What can I do in these next 3 months to get as good at cold calling as possible for the company im going to be working for?

[@ericqgalli6393]

Ronald Pascual was he supposed to call you back clown?

[@arame29]

If he did CB, would u have taken the call?

[@mixdupjoe]

is it a cold call if you've talked to him 50 times before?

[@bkit5]

You didn't control the conversation dude, get off the drugs.

[@startupstoriesindia5447]

bkit5 lol 😆

[@Butter-gz4kb]

The guy sounded like he just wanted to get off the call. I’m sure he won’t answer. The business owner is already successful and he’s going to take advice from a fast talking salesman ?

[@cartesian_doubt6230]

Never trust a man who wears a purple or black shirt dress shirt to work.

[@rjc60]

This guy is the worst salesman ever. Such a fake call.

[@rxsuccessconsulting6367]

Intention: Appointment for a call that can lead to increasing him $1m. #dominatedontcompete

[@gregorcollins]

The second time he called me by my name in ten seconds i would have hung up on him.

[@Zendesgoogle]

‚He‘s actually a referral’ = not a cold call

[@elenaa3408]

Impossible to hang down on that sales manager with confidence, power, and giving you commands to write down the million dollars. With that kind of energy and confidence, I would like to see what he has to offer. Just excellent!

[@mg-Q17]

Cringe

[@davidlynn5431]

wow! The boiler room from the 80's

[@cloretnodramaplease]

Pushing people like this isn’t good sales

[@marcelguikema7027]

Lol, his hand is shaking when he ended the call, by the time he uses the word "convidence". The guy he was calling had the same intonation the entire time so you can tell Heath didn't emotionally connect and i bet he did not close this one, no offense though i'm just observing

[@enkibumbu]

Who would begin to trust such an aggressive, robotic sleaze ball?

[@arame29]

Maybe true, if so, on to the next prospect Welcome to the world of sales

[@eliteclassicdetailing]

Try that 2023 you get Shut Down.

[@gwengold1342]

That's the same guy that sucked his fingers right after putting them in his ears??😂😊😂😂😂

[@srcontrol11]

His tie knot is the worst double Windsor ever

[@iluvhotpigs5827]

This is not sales!!!!

[@Gardenbrains]

A life I would never want to live

[@saintrey3041]

Took longer than 30 seconds

[@suedeB05]

This is a beautiful example on how NOT to coldcall

[@patrikrichert2120]

From watching it here, it really seems like you already knew what you were gonna say, before he even gave you an answer and it is really great for bragging-type people to lead the conversation. I love your confidence and it's supposed to be just there. I would recommend to take little more time to analyze your customer tho'. I'm sure that you can make him sign the deal if you play your cards right but if you just get that small detail working for you, the close will be much easier ;) keep up the good work and most importantly... coffee is for closers! ;)

[@Ian-it4ri]

We want to see more videos with Heath Powell on the phone, lets make that happen!!

[@pattytaylor1156]

too pushy and doing everything that I believe is wrong.Bet he won't be available the next day. NEVER ask if this is a good time as it will never be and you are just giving them an out.

[@TheCorporatePlayers]

+Patty Taylor Not really. Most of the times the answer will be "yes this is a bad time but what this is about?" then you pitch or "yes this is a bad time but..." then you schedule.

[@younghemingway8285]

this dude screams snake oil

[@williandelucca]

ye with so much technology that helps you to sell you still have to be talking on the phone? nah... waste of time and energy.

[@aceofkings8971]

This was FIRE Heath Great call man, 99% of the haters below don't have the balls to speak boldly like that. My fav part is when you told him to put your name, a cash sign and write next to it a million dollars haha

[@Greg-fy5vl]

You're not going to close shit. Guaranteed that he never got that guy back on the phone and never closed him. Awful.

[@hermancrasto4565]

This is the worst call ever

[@alexmason3969]

Positioning yourself as a product peddler rather than an expert is a poor way to begin a business relationship.

[@ItsFrankieBoy]

I did cold calling once in my early 20’s. It’s an overrated experience.

[@davidguevaraoficial1707]

Nah,needed to be more aggressive my man,took you 50 calls to get him pick it up for you to only set up a call next day?,terrible

[@RainyCityResident]

Idk if that was that good

[@ZhoustifyMarketing]

The first call isn't that hard, it's a complex sale. The average complex call takes 6 sales calls to close.

[@talibanking]

HOW'S THAT EARWAX TASTE?

[@whatup1454]

I hate when they call me like this. They can do much, much better by being real but what you’re selling has to really add value

[@yzlfc95]

There's been so many cold callers and people even coming to my business with this kind of strategy trying to sell products, and they get rejected every time because of the controlling nature and passive aggressiveness of doing business. I simply say I have heard what I needed to hear pass me your details and if I change my mind I'll call you and don't come back unless I'm interested. I collaborate with a lot of people just not these types

[@Runfastgo]

This is overboard

[@jzblue345]

after using some of grants techniques just from a few KZbin videos I have improved my results from having a poor day to having an amazing day and did some wonderful prospecting the follow up calls are so important

[@arsmagna8674]

I always try to lock these guys in the same day or else they usually forget about you later on because these business owners tend to have their hands tied most of the time. But I like how he handled this call.