Unlike "soft closing" techniques, Cardone’s method is aggressive. He argues that customers actually want a leader. The Closer’s job is to take control of the conversation, assuming the sale is already made. Key techniques from the guide include:
The principles in "Sell to Survive" apply equally to in-person sales, telephone sales, and digital, inbound, or outbound sales environments.
Shift focus away from price and toward availability. "We only have two of these models left in stock today. Let's secure this one for you before it goes." Overcoming the Fear of the "No"
Grant Cardone 's sales philosophy, particularly in Sell to Survive The Closer's Survival Guide
Best for: Facebook or Personal Branding (General motivation) Your life depends on your ability to sell. Grant Cardone’s Sell to Survive
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Never argue with a customer. If a customer says, "The price is too high," the agreement closer responds, "I agree with you, it is a lot of money. Everyone who buys this product remarks on the investment required. Let's look at what you get for that investment." By agreeing, you eliminate resistance and can redirect the conversation. The "Scale of 1 to 10" Close
If a software package costs $3,650 a year, frame it as a $10-a-day investment to save your staff three hours of manual labor daily. 3. The Advanced Payment Close
Remind the buyer of a past instance where they hesitated to spend money but were ultimately thrilled that they made the investment. This reduces their immediate fear of making a mistake.
Never argue with a prospect. When a client says, "This is too expensive," the immediate response should be validation: "I agree it is a lot of money." Agreeing defuses tension, lowers the prospect's defensive walls, and allows you to pivot back to value. 2. Isolation of the Real Issue
Most people think sales is about talking. It’s not. It’s about The Closer’s Survival Guide
