The Closer's Survival Guide Paperback – 2009

There are so many "closing techiques" in this book that should NOT EVER been used by sales professional. It would take me too much time to name them all, but here are a few: DISEASE close: "I know it's more then you need and more that you wanted to spend, but it's not a disease. It's not like you will die from it; let's do this, OK? Sign here please". Or, DO IT FOR ME close: "Sir , if you can not do it for you and can't do it for your wife, do it for me. I need your OK here and here". CAN"T TAKE IT WITH YOU close: "I agree it's a lot of money, but you can't take it with you. Let's do this." Grant's "tip" about this close is so sad: "This close brings it all down to the truth that you can't take money with you when you go.". I am very reluctant to even comment on this, but I will just say this: Yes, Grant, I can not take my money with me when I die, but I can chose to spend it on something else, and not buy from you. Sales is a beautiful art, and ifdone properly can be a great experience for both a client and a sales person. Of course it's important to close the client and get a deal (Grant spends most of the first part of the book talking endlessly about importance of the close), but if things are done right and sales person did everything properly, client should "close himself". There is no need for high pressure tactics, extreme manipulation or begging. Just listen to THE BEG close from this international speaker, best-selling author and TV personality: " I am begging you to do this now. It will make all the difference to me, my month and my family." No wonder sales profession has a terrible reputation. Many sales "professionals" sell fromweakness. They are almost apologetic in asking for a deal. And maybe it is because of the fact that most everybody in America is heavily in debt, the buyers don't have any money, they are forced to buy on credit, and sales staff is aware of that. Or, maybe Grant Cardone worked at the wrong dealership and knew that just up the road, there was a much better car for his customer. But still, no matter how desperate you are Grant, you need to exercise some dignity. Or, at list, you did't have to write about it and poison the minds and hearts of your poor readers, with low class, stupid and insignificant material. I payed 30 doll for this book that is not worth a dime, and I hope my review willdiscourage people from waisting their money on Grant's books and seminars. Since I critiqued Grant on his selling style, here is my take on the ART of selling: Sales, like anything in life,should be approached with enthusiasm and lightness. Successful sales experience starts with sales persons LOVE for people. He/she lives for that privilege of being in the presence of another human being she can help. Of all the places they could be visiting, your clients picked YOU. You can not take that for granted. You exercise before you came to work, have a balanced meal that will keep your blood sugar level steady, you feel strong. Your customer greeting is warm (with firm handshake and an eyecontact), you look clean (your shirt (preferably white) does not have anything written on, you want your customers eyes on yours), you move with a sense of urgency, because you have other customers waiting for you. PRESENTATION: The most important thing about your presentation is NOT to make your product sound so perfect, too good to be true, only amateurs do that (or people like Grant Cardone). If the competition does something good, do not be afraid to point that out. You praise your competitor ( you NEVER, ever put your competition down), and then you say: " They are very good at that, but this is what WE can do for you. That is selling from the position of STRENGTH.It's very important to read a personality of your customer (engineers are analytical, so you talk numbers more , type A people move fast, so you pick up their pace. You mimic your customer (subtly). Every human has an "EMOTIONAL BUTTON", something they love more then anything, (my emotional button is my son), so you need to find it and use it in the close (extremely gently). Buy the time you get to CLOSE, you should form a bond and TRUST with your customer that is so strong, where they are rooting for you to close them. People LOVE to be sold, but they should never be under the impression that they are being sold. So you "under-sell and over-deliver", you study and use appropriate closing techniques, but don't forget the most important one: You close your client by being TOTALLY RELAXED ( like you have million in the bank) ACT LIKE YOU DO NOT NEED IT (the deal). Of course you are NOT ARROGANT, because you deeply care for your customer, and you will do anything for them. That is what will make you DIFFERENT from the rest of the desperate, anxious and NEEDY sales people.So you smile, look confidently in your clients eyes, and ask for a deal... And get it!

What did it come with:- E-book of Grant's bookDoes the product function like it should?- Yes it has a number of different tactics on how to close sales and it doesn't have much fluff. Grant tries to explain every point and how to overcome obstacles with these closesWhat’s good about them?- Grant goes over almost every single possible situation that has to do with closing. If you're an aggressive type of salesman who wants to close calls and needs some advice on how to overcome obstacles this is the right way to do it.What’s bad about them?- I like Grant's super motivational attitude and ability to get his message across but I don't feel like I'm the type of salesman his book is speaking to. He has an aggressive style, i like to build relationship with my clients more than anything, so some of the stuff works and some doesn't.Who would i recommend it to?Anyone who's in sales and wants to read all the diffferent types of closes available, different scenarios you might run into to overcome objections. This is a good book for anyone who's starting sales or even been in sales for a few years but haven't read more about it.Any other notes?n/aConclusion:- This is a good book, i would recommend this to sales people of any experience. After reading this, it will re-enforce all the closes you already know about but at the same time it will expose you to different ones you may never thought of. The more knowledge you have, the better.

I purchased the audio version of this book almost two years ago in November 2014. I was selling home improvement for a rather large company and was anticipating a slow down in appointments as Thanksgiving approached.I didn't start listening until December 2014. But when I did start I could not stop. I went through the 180 chapters at least 3 times that month. The last time I had a notebook and pen. Guess what, I became a Closer. In March / April 2015 I was hired as Director of Operations of a Nationwide Home Improvement company. In October 2015, I quit to start another company with a partner.The bottom line is I owe what I've accomplished to God and The Closer's Survival Guide. Like Ben Gay's THE CLOSERS, there is not junk or fluff. All substance!Im actually purchasing a hard copy of the book now. I've never actually read it, only listened.

I personally have a hard time listening to Grant for more than 15 minutes. I find him annoying, like I wouldn't want to hang out with him ever. But that being said, he is great at sales and has accomplishment to prove it. If you are in sales, you know you can do a whole bunch of work to get a deal to the close, and all of a sudden it falls apart.Closing is another sale in itself and this has a lot of insight. You will get some gems in here to make your own and it is a great tool for additional closes for you and your business.Everyones style is different, and I can appreciate his for what it's worth and have had success with some of them already.

Definitely a lot of good material packed into this book. First Grant will work on your mindset, then give you the rules of closing. Be prepared to do some work in memorizing all the closes (over 100) and working them to fit your industry and product.If you've ever run out of material to overcome objections, this is for you. If you've ever wondered if there are more than the couple closes your manager gave you, this is for you. If you've ever had trouble getting a deal closed, this is for you. You need this book to get your head straight and to get you closing. This is to be read/listened to multiple times and it's highly recommended. Get the book so we can get you closing more, that is what you want isn't it? If you're not going to do it for yourself, do it for me.