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Grant Cardone once again does not disappoint with this book. His approach may be considered extreme to some, but it gets results. I speak from experience having used some of the closes in the book successfully. If you are interested in closing, and I don’t mean selling I mean closing, then you will want to get this book. I gained several actionable points from this book and I will share three of them here with you.
Ask for the close!
Too many salespeople are not even asking for the close. If you don’t ask for the close, how will you ever make money or provide value to your customers? Closing the deal is the exchange point in which the seller finally becomes valuable to the buyer. For example, If you only present your product to a customer do they benefit at all from it? No, because they do not have your product thus cannot solve whatever problem they have. Yes, they may appreciate your presentation, enjoy your company, or even be interested in your product but until you exchange your product for something of value to you they have not benefited. Salespeople are not paid to sell, they are paid to close. When you don’t close not only do you lose but so does your customer if your product truly would have provided them value.
What don’t you know?
Fear is an indicator that you don’t know something. If a lion comes to attack you but you know how to defend yourself, then you probably won’t be afraid; especially if you have done it before. You either don’t know what you want, don’t know how to get it, or both. Hopefully, you got into business to solve a problem. If that is true, then you know that the customer in front of you needs the solution that you have. Why then would you deny them the very thing they need to solve a problem? If you can’t tell the customer with full confidence that buying your product and service is the solution they need, then you don’t know your customer, your product, or both. If you do know that you have the solution but are not making money, then you don’t know to close. You don’t know how to exchange your solution for their problem. A lot of failing salesperson get caught in the blame phenomenon. When they aren’t closing they blame the customer, then the management, then the product, and maybe even the manufacturer. The truth is the salesperson is failing because they don’t know something.
Know a lot of closes
Do you ever feel like you a brothering your potential customers when you ask for the close more than once? That is because you may be using the same close over and over again and yes your potential customers are tired of hearing it. You need more than a few closes, you need over 100. Don’t ever believe that your customer does not want you to follow up and attempt the close again. Most buyers today do not make a purchase after the first contact but after the 6th or 7th follow up. That means for this customer you need to know at least 10 closes that would work with this particular customer in order to get the close. Of course not every customer is the same so you need to know with confidence many closes in order to get the close.
Buy Grant Cardone’s Closer’s Survival Guide
Grant Cardone