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.mzstatic.com/image/th... 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.

[@GorillaDevFB]

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

[@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!

[@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

[@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

[@RelaunchTherapy]

Yeah it might be very salesy but it does get results

[@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

[@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.

[@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

[@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.

[@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]

😁😁😁😂😂😂😂😂😂😂😂

[@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!

[@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

[@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

[@peterarcust]

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

[@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

[@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

[@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

[@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!!

[@noone4271]

The most valuable part of the call for those listening closely is how the appointment was locked in (not closed). The question asked before the phone was hung up makes the prospect consider any hindrances while reinforcing his willingness and ability to make the appointment both mentally and verbally. It makes it more important in the prospects mind as well.

[@aceron54]

You're very bold. I have read all of GC's books, and it is awesome to see the information in them applied in a real life setting.

[@BJackCityTV]

Killed the call brother, love what you guys are doing 10X Baby! Who got my MONEY

[@raphaelv.8225]

In France I don't think if you could talk like that, very cool, relaxed and straight forward

[@arame29]

Great job. Did specific things we must also do. He's successful for a reason

[@keithbradberry9178]

I’m glad you guys started posting live calls. Especially the newby trainee. Keep posting these.

[@arame29]

The newbee was o'ryan who grant cut a new a-hole for not paying him for his course

[@knowalex81]

That was a great phone call. Gotta keep improving my phone skills. Thanks for sharing.

[@Ian-it4ri]

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

[@BoWang83]

this is awesome! controlling the conversation and locking down appointments, amazing how much you can learn from this short 4 min video! thumbs up hats off to you sir!!!

[@jenner1414]

Heath! Guardian of the Call'axy, best one of the ones out here on YT! Appreciate your command! You boosted my Account manager post I got recently my training ends here!!

[@engmustafayoussef]

This is amazing, Heath. Even if you would have failed, it's totally normal because this is a prospecting call but you controlled it and turned it into a lead. Good job.

[@dispensethecredulous3634]

Um....he did fail.

[@rdawood]

Thank you or posting this publicly. This can be applied to personal life too. Sometimes it's really hard to schedule time with people that are flaky or distracted. Home contractors anyone? I like how you confirmed the date and commitment multiple times, to give him more outs, and make sure he doesn't waste your time.

[@gadget00]

After watching the whole webcast and checking this again, he really went through all the points of the cold call quite naturally; it is amazing he is #KillingIt

[@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.

[@productionsceo88]

Hey Grant: I want to see more insights with Heat Powell....put the light on your superstars man !! Love you babbbbbby, keep being you !

[@arame29]

Heath, Jarrod, and Bonnet are celebrities

[@LouieG7777]

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

[@jesud.aljurev.1311]

It was master !!

[@thnknoutloud86]

This was awesome. The energy is on point.

[@richardrundh4638]

Awsome Keith! love your talk, excillent script! Just got to love your hustling baby

[@juandiego1832]

Great Work Heath, controlled everything great stuff!

[@phil7964]

This is a great SNL skit! Can't wait to see it next Saturday.

[@TheConstitutionalGuardian]

Nailed it! Had the best eargasim ever!

[@nalcow]

I love the anchoring His doing at the prospect at the end.

[@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.

[@johnpeter115]

Hey that was freaking awesome! Total control. Rock on!

[@davidlynn5431]

wow! The boiler room from the 80's

[@mdhaziq7114]

I love this guy already.

[@kylecramer5509]

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

[@chinaprise]

Awesome vid Heath. You convinced me that intention is key!

[@evanpoole6751]

Keep pressing the volume up button it’s mot doing ANYTHING

[@ShadraqsVids16]

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

[@up2nogood297]

My man spit some flames on that phone call!

[@audiofella5066]

Great work done here the guy did very well in my opinion, that being said this was not "Selling over the phone" as the title states, this was Lead Gen/Appointment setting but a good example at that

[@rudygoofysrh]

Awesome job sir. Great work completing your mission with the sales call.

[@ThomasMcGiveron1]

talk about driving the conversation. awesome. awesome. awesome.

[@shaunnightingale1856]

Intention is the key of everything in sales

[@MichaelMatienzo]

Damn son... Niiiiiicee a lot of what you did will definitely go over most people's heads lol that awesome..

[@willwarden2603]

Powerful stuff brother thank you!!

[@sithebugguy3193]

Solid. I said to myself before watching this inspirational video that I hope its effective or I learn something new. I did not. I did though, however, learn something about myself. a few things actually... 1) an audience always helps be a better tele-salesman or actor. 2) giving commands can be beneficial if done right. 3) I work alone, in shorts. I miss looking sharp

[@debopriyoroy]

This is amazing. What a brilliant attitude 👏👌

[@johnpowell7593]

Grant you taught him well i have watched countless hours of your KZbin and show. Keep up the good work someday I hope to get where you are.

[@ryanadonis]

One of the best videos ever. Whats a better time for you? Now or in 5 minutes?

[@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

[@SB-fv1ek]

Very impressive attitude and confidence.

[@palmtreesmimosas8053]

This man got skillz 👏💯

Good call and full control from first 30 seconds, gets the number of sales person in team and who is their boss, makes sure 3 PM next day is a lock down. Also, says write his name and put $1 Million next to his name - 'that is what it is worth'. Respects his time and his own. This guy can close with a very high probability. As a sales guy my advise is to use silence and pause rather than just keep rattling. Pause is a weapon

[@lukeminifruit]

Heath you were freakin awesome

[@christopherbalderston5228]

Great example on TC prospecting and setting the appointment. I'd love to see more. Reminds me of my time on recruiting duty. Great Job brother. -Be Blessed

[@danielhova7826]

Recruiting day 😂😂😂

[@devo5942]

Great video, I love what ya'll are doing! You feed me motivation! Was this filmed on April fools day or why didnt the cameraman tell Heath is tie was on upside down?

[@MpeckableMusic23]

less than 3 minutes...great Job Mr. Powell !!!

[@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! ;)

[@SilentxxxBob]

You know you're shit hot when you're making appointments and closing deals with your tie on backwards. Haha good shit right there!!

[@jolexx]

Heath, could you post a follow up to this video ? The second-actual sales call. That would be interesting

[@se11459]

Good for you. This wouldn’t fly in CA though with large corporate clients. I work on the benefits side though, mostly women that administrate and get a salary. Cheers!

[@osanders22]

I love it! He got COMMITMENT! I was fired for generating not enough leads but my leads were GOLD. Now I work for myself!

[@TheBenjaminUlrichShow]

Well done Sir!

[@jupiterfasuro7515]

great learning, thanks

[@DdotRay86]

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

[@PBSviaPNW]

This is great. No pressure, just pure listening and response with positivity and commitment to get the person on the phone feel respected and excited to roll!

[@FirstLast-ko3qh]

Just smile and ask for the business, keep in touch and follow up, repeat, repeat, motivate and support your colleagues... Shame we have to go to school and waste our time, why can't we just build our own businesses and learn some practical skills...

[@RobertSpiller]

I love the demo, but I'm just wondering how many Grants are there...meaning, that on the other demo, he also talked to a Grant. But I'm into GC, so I'll be on that class next week. Thanks for the demo

[@foodmens]

This man slick with it!

[@DeysofSummer]

This was awesome man. Thanks.

[@MikeCarolus]

Nice call Heath! Luv the favor you asked him to do.

[@danthompson8169]

Selling an appointment is not selling, selling is moving product while on the phone. Close!! A computer or a off shore call center can get you appointments. Weak sauce bro!

[@Alex-jr1zs]

2:15 “I ain’t got your attention yet do I” hahaha

[@Drstephenstokes]

Real beautiful stuff... Never clean always edgy, this was a 10/10 who could do better, at the end he started to win him over

[@andrewcecce]

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

[@faarao75]

Doing great there Heath

[@mana2k1]

It verges on rudeness, but the assertiveness works

[@markuskaprio4806]

Our man Heath :)

[@artsales334]

wow!!! this is gold!!!

[@soulman2603]

Hey Heath, fantastic call, excellent execution! I love it and I have learnt a lot from it. I am a big fan of yours and Grant Cardone from Italy. My real question is: how do you get the number of decision makers? I am a salesman myself and I am exploding of energy and I want to deliver this kind of pitch all the time. Unfortunately, I almost always get stalled by the secretary, so I barely have the chance to do it. An alternative question would be, how do you get past the gatekeeper?

[@nelsonlicalsi788]

If you look closely when he ends the call, it’s not a phone number but someone’s name listed on the call before he hits the end button.

[@productionsceo88]

Heat have some Powell in him ! Love that phone call! BAM ! :)

[@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

[@alejandroandrade745]

Hell yea that was solid bro

[@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

[@rohitjadhav2565]

Grant Cardone please talk about how to work the B2B sales calls on April 28th at your webinar! I am struggling just to reach the person I want to talk to....help! Thank you....God Bless You!

[@elidangerfield]

Lock n' Load Baby! That's it Heath ;)

[@dijonnestricklen7840]

great advice on this information contained to jobs thanks Mr Heath Powell.

[@djdannycosmo]

Great video!

[@edsoncuevas8570]

These guys are fucking hungry!! So motivational

[@MrCandyPants]

That was awesome