How To Get The Most Out Of Grant Cardone's The Closer's Survival Guide

Grant Cardone's book, The Closer's Survival Guide is the perfect tool for learning how to help another person make a decision.

If you read my last Hub about sales and selling, Sell or Be Sold Why You're In Sales Even If You Don't Know It, you'll recognize that sales skills is vital to your survival in this economy and as a matter of fact, ANY economy.

Regardless of your industry, your ability to sell and close on an idea or proposal will be a deciding factor in how well you do in the market.

The most import tool in your selling tool box will be your ability to close a transaction. Once you've "sold" someone on something, the next step is to "close" or as I mentioned earlier, help them with making the right decision.

WHAT TO EXPECT FROM THIS BOOK?

Inside The Closer's Survival Guide, will be a way for you to respond to a situation.

How do you respond now when someone tells you they need to think about it or talk to somebody else before giving you an answer.

Do you have multiple, consistent answers for concerns like:

• It's too much money.
• I don't have a lot of time.
• I'm not ready.
• It's over my budget.
• We don't want to make a rash decision.

The answers are all inside.

In addition, you will learn the rules of closing, the science of closing and what the actual goal of the closer is.

I'll give you a hint about what the goal of the closer is: It has more to do with KNOW than NO.

Earlier I commented, "Once you've "sold" someone on something, the next step is to "close" or as I mentioned earlier, help them with making the right decision."

Let's explore that...

Closing is the cherry on top, the icing on the cake, the last straw, if you will. Selling is determining the needs of whom you're working with right now, building value in your product or service and why they should choose you and your company.

Once that part is handled we now need them to, whether literally or figuratively, sign on the line which is dotted! Well, that's how Alec Baldwin put it in Glengarry Glen Ross.

Closing is a separate piece of the selling puzzle.

What else is closing?

What would you say if I told you that Grant Cardone would have you understand and believe that closing is a service? Closing is part of the service you provide your client. If he or she doesn't have your product or service, then they can not enjoy all the benefits you just shared with them.

Would you believe that it's insulting not to ask for the business? That's right. It say's you don't take the buyer seriously at all.

You haven't fully done your job until you have exchanged one thing for another. Here's how Grant puts it:

"...there must be an agreement to transfer resources and actions taken between both parties for any real value to occur."

Reading this book is going to be an adventure.

The Closers Survival Guide is part handbook and part workbook. To get the most out of it, you're going to have to use it. If you're a collector of books or try to keep your books in perfect condition then buy two because you're going to need to mess one up if you're going to really get something valuable from it.

Step 1: Have you read Sell To Survive yet? If not, you might want to consider reading that first as it will lay the ground work and foundation for you to be a closer.

Step 2: Get a highlighter and a note pad. Read Chapters One through Ten. These Ten Chapters will get you in the right frame of mind to be a closer. Highlight and take notes. Be in a constant state of "how does this apply to me?" Spend your time figuring out exactly what the principles and concepts will mean to you and how you can apply them in your business.

Step 3. Ask and ask again, "How am I going to make a million dollars with this book?" You'll read more on that concept when you get to The 10X Rule, but for now, just go in The Closer's Survival Guide baring that in mind.

Step 4: Knowing the Closes. Chapter Eleven and beyond...

A boxer has what is called road work. Baseball players get in the batting cage. You, as the closer that you are, are going to use this book for three things. P.D.R. Practice, Drill, and Rehearse.

• In Sell To Survive, Grant talks about being able to predict. If you have an appointment coming up or are preparing to have a discussion where you need to close on a proposition or proposal, what type of a response are you anticipating? What would you expect your buyer to say? Once you have that, real or not, get into this book and study 7-10 responses to the objection(s) you're anticipating. This is your warm up. If you're a boxer, and you're about to go against a south paw, would you spar with a right handed fighter?
• Make Flash Cards for Closing. Get a bunch of index cards. On one side, write the objection. On the other put down your response. Then drill it down.
• Record yourself delivering the close. When I did theater in High School and College, this is how I memorized my lines. I'd record them and play it back in the car everywhere I went. Now with the ease of video and smart phones, you car video yourself too so you can really identify how you look and sound.
• How else? That will be up to you...

Grant has said, "Success is your ethical duty, obligation and responsibility." Your success in life is yours to determine. Regardless of how you decide to define success, one thing for sure will need to happen and that will be you getting other people to take action on a proposition you deliver. From the guy standing outside Whole Foods trying to get you to join PETA to the Used Car Salesman, to the President of the United States, we're all closers. The question is, what kind of closer are you and are you a skilled closer?