The Closer's Survival Guide - Third Edition
- Narrated by: Grant Cardone
- Length: 5 hrs and 34 mins
- Unabridged Audiobook
- Release date: 30-04-14
- Language: English
- Publisher: Cardone Training Technologies, Inc.
The most powerful arsenal of closes ever! This audiobook over 120 Closes includes: 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! Financial "Closing" is the final step in the pursuit of ANY goal. This thing called closing is not just something that sales people do but something that applies to every person. Nothing truly happens until you are able to engender the support, energy and resources of others. As harsh as it may seem the close is what separates those who have from those who have from those who don't have. This critically and vital ability is what differentiates the dreamer from the exceptional individual that makes dreams come true.
The world is filled with people who have grand dreams of new products or ideas that will change the world that never become reality simply because the dreamer couldn't close others on supporting their dream. The world is abundant with grand ideas and big dreams and short on people who can close others on funding, supporting and getting behind them! It is the ability to close that makes a difference more than any other skill you will learn in life!
Grant Cardone's book, The Closer's Survival Guide, is not a theory of closing the deal, but exactly HOW to close the deal including the 20 major rules of closing and over 120 exact closes that you can use every day!
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Customer ReviewsMost Helpful
Customer ReviewsMost Helpful
By Quella on 19-03-17
If you want to be a closer, this book is for you.
As with most of Grant Cardone’s books, you either agree or strongly disagree with his selling philosophies and tactics. I find that most of us that have been raised on the older style of sales do not like to embrace change. In “The Closer’s Survival Guide”, the author educates the reader in various ways of closing deals. Deals covered include material items such as electronics, cars, software and toys. These same techniques can be used for non-material deals such as apartment leases, real estate, various negotiations, and even non-profit organizations attempting to fund raise. Mr. Cardone often seems direct in his closing approaches, but he stresses that if you are in the sales business you are really in the closing business. One can sell all they would like, but the big and real deals only happens once the close is done. You are not a person who sells, you are a person that closes deals.
The author takes the traditional sales training methodologies used by so many and turns them completely around. What used to be a high pressure and manipulative sales process, Mr. Cardone instead makes selling something that is a win-win for both parties; allowing all to sleep well at night. Give the customer options and make sure the product or item being sold is right for them. It is not just about meeting one’s sales number. If you truly believe and are passionate about your cause or product, you will want it to be used by everyone. When you become an evangelist of what you are selling, you are often unsatisfied until the person you are selling closes the deal. The author says that when you lose that sense of passion for what you are selling, move on to something else that you are passionate about.
The book is broken down into two main sections. The first being an overview of what closing is and why it is important in any type of deal. The second half of the book is the author going through the many closing examples and where they are best used. It should be noted that the author does not claim that the many examples provided are guarantees to closing deals, he says that one may need to modify them for your specific situation. What is powerful about this book as that is the author gives you many responses as to why a deal cannot be closed you may receive, and how to address them quickly and with confidence. Closes are not only focused on cost as many think, but often can fall into one or many different examples Mr. Cardon provides.
I like that the author also wants to peel back the onion and attempt to get to the real issue when asking for the close. Sometimes a person will simply say they do not have budget, but it often comes down to one not being confident in the product or solution being sold to them. They may have some underlying fear of failure or other repercussions of purchasing your solution, and until the root is addressed you will not be able to close. Often you need to help the buyer understand why these underlying fears are often irrational. Once one gets to the real reason why someone would not want to purchase your product, you can now go for the close using the examples provided. Again, this is not manipulating the buyer, but using question based selling to assist them in making the right decision to seal the deal.
The author highly recommends if you are listening to the audiobook version that you also purchase the print or digital version; he is a closer himself. This is so you have at the ready the many different examples he provides and you can study and practice them over and over. That way when you are put in a specific situation, you know which of the closing examples you want to use. I would agree that this is an important thing to do if you really want to be on board with this method of selling. Why would you not want to have different version of the material so you can consume it in different ways in different situations.
As with the other books I have reviewed by this author, I know many complain that he should not be narrating the books himself. I address this by saying that if the author truly believes and is an evangelist for his own business and products, why would he not want to express that by doing the book’s narration? Remember this is not a novel or fiction book, but a training session into the art of closing. I could easily get over the background paper shuffling noise, etc. because the material was so good.
As I said earlier, you either like or dislike the style and techniques of Mr. Cardone. For those that want something new and fresh for their outdated and manipulative selling approach, this may be the book they are looking for. Yes, it does rehash many of the other books material, but the author is unaware if you have listed or read anything of his previously. I also find it good to hear things over and over as it begins to sink into my head more that way.
20 of 20 people found this review helpful
By darko on 03-09-15
From 2 to 5 stars.
First 2 hours I was really thinking; common man, come to the point! And then he did. And sure, some of the closures are way out there and may not fit the particular business you are in or your style, but some of them are just awesome and may well be the difference in loosing or closing some major deals. That's why 5 stars.
12 of 13 people found this review helpful