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Michelle Weinstein, AKA The Pitch Queen, is the host of Success Unfiltered, which features an array of unique and inspiring guests. She talks to all kinds of innovators and achievers, including multi seven and eight figure entrepreneurs, Shark Tank veterans, authors, performers, and investors.

Her guests share their most intimate stories, no holds barred. It’s the raw and vulnerable stuff that you don’t always hear about, like major rejections, epic failures, and unrelenting setbacks.
They share their most inspiring stories of overcoming adversity, never giving up, and achieving success beyond their wildest imaginations.

She created this podcast to help entrepreneurs realize that they are NOT alone. Everyone who has attempted something epic has had their share of setbacks, failures, and NOs. By sharing unfiltered stories from extraordinary individuals who overcame hardships and ultimately achieved their version of success, her hope is to inspire others to stay in the game and hold out for their own dreams.

Her mission and goal is to inspire rising entrepreneurs to break through barriers, overcome obstacles, and make a bigger impact in the world. It’s her passion to show people how to take action, own their value, and grow their top-line revenue. You CAN build a successful and flourishing business and make a global impact by doing what you love, and Success Unfiltered will inspire you ever step of the way!

Aug 21, 2019

117 | Jarrod Glandt Teaches Us How to Embrace the Mindset of a Sales Professional

Are you emotionally connected to the results of your pitch? 

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.

When you make a pitch, are you emotionally connected to the results? That can mean you’re in for an emotional roller coaster ride in your 24/7 sales career!

As I teach entrepreneurs how to close sales more effectively, I also spend a lot of my time making a lot of sales calls with potential coaching clients and potential students. 

However, 90% of the time, I have NO emotion in the results of the pitch. Instead of focusing on the YES or NO, I choose to focus on serving. 

My goal is to provide others a service: if they say NO, that’s ok! I will find someone else who needs that help. Rather than be emotionally impacted by their choice, I know that there is someone else who is going to be ready for my help, and they will say YES!

At the end of the day, our job is to help our clients make decisions that they feel good about.

This week’s guest on Success Unfiltered, Jarrod Glandt, was making a multi-million dollar pitch, and heard a NO! Because he was able to take the emotional crushing blow of rejection out of the picture, he was able to look at what went wrong, and learn from the rejection. Now, as VP of sales for Grant Cardone, he is able to teach more entrepreneurs the art of the pitch.

Are you ready to get off the emotional roller coaster of the YES and NO in your sales career or being a full time entrepreneur? If so, this episode of Success Unfiltered is a MUST LISTEN!

Enjoy, and thank you for listening and tuning into Success Unfiltered!

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Special thanks goes out to Jarrod Glandt for taking the time to chat with Michelle. Be sure to join us next week for our next new episode!

Are You Afraid To Ask For The Sale Because Your Prospect Might Say NO? What if I told you that rejection in business actually means that you’re on the right track? Click here and learn 3 reasons why getting a NO means that you’re closer to a YES than you might think!

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.
  • Jarrod found himself pitching a multi-million dollar deal, and they said NO to him! He had thought they had said YES: Jarrod’s company was the only one who had what they had to offer, they had already invested into the company, and then, he 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!
  • When in sales, 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, no matter how good your pitch is, they may not be able to spend big amounts of money! 
  • 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 there in a position where they'll struggle their entire life and you can 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:

Are You Afraid To Ask For The Sale Because Your Prospect Might Say NO? What if I told you that rejection in business actually means that you’re on the right track? Click here and learn 3 reasons why getting a NO means that you’re closer to a YES than you might think!

Music produced by Deejay-O