The Closer's Survival Guide
The Closer's Survival Guide is not a theory of closing the deal, but exactly how to close the deal. Grant Cardone, a well-known sales expert and entrepreneur, covers practical tips, insights, and real-world examples to help both novice and experienced sales professionals hone their skills in high-pressure situations. The Closer's Survival Guide shares strategies, techniques, and mindset shifts that salespeople can use to improve their closing ratios and achieve greater success in sales. The book features over 120 closes, including 31 money closes, 17 time-related closes, 3 pressure closes, 3 agreement closes, 8 decision closes, and another 64 of the most creative closes you will ever find in one book. It also includes the 20 major rules of closing and over 120 exact closes that you can use every day.
KEY THEMES
Mindset of a Closer.
Grant Cardone emphasizes the difference between being a good salesperson and a great closer, noting that success comes from a combination of persistence, confidence, and a relentless work ethic.
Techniques for Closing Deals.
The book offers specific closing techniques, from identifying buyer objections to overcoming them effectively. It includes phrases and strategies that Cardone believes are crucial for successfully closing sales in various scenarios.
Understanding the Buyer.
Cardone discusses the psychology of buyers, helping salespeople understand their motivations and decision-making processes.
Handling Rejection.
Rejection is a part of sales, and the book teaches how to deal with it constructively. Cardone advocates for perseverance, reframing rejection as an opportunity to learn and improve.
Scripts and Phrases.
The book includes specific scripts and phrases that can be used during calls, meetings, and negotiations to help close more deals.