Sales - Sales Training: Reasons Closers Fail by Grant Cardone

TL;DR

Grant Cardone discusses the barriers to closing deals and emphasizes the importance of attempting to close, even if it feels pushy.

Transcript

it is grant cardone and in the next few videos we're going to be talking about the barriers to the clothes in my new book the clothing Survival Guide the response to this book has been so absolutely phenomenal I want to be sure for those of you who haven't gotten it you'll at least start getting to get some of the tidbits of it this program is both... Read More

Key Insights

• 📞 Grant Cardone's book "The Closing Survival Guide" has received an exceptional response from readers.
• 🤝 Closing deals represents a small percentage of selling time but has the potential to generate 100% of income.
• 💄 Many salespeople talk themselves out of closing by making assumptions about a prospect's readiness.
• 🧘 Closing should always be approached from a seating position, inviting the prospect to sit down and discuss the details.
• 😚 The ability to sell does not automatically make someone a closer, just as being a great artist doesn't mean knowing how to frame a piece of artwork.
• 😚 Pushing for a close is essential, even if it feels pushy or aggressive.
• 🤑 Learning effective closing techniques is particularly important in a contracting environment where people are more cautious with their money.

Questions & Answers

Q: What is the number one reason people fail to close deals?

The number one reason people fail to close deals is because they never attempt to close. Many salespeople spend a significant amount of time selling and promoting their products but never push for a closing situation.

Q: How does Grant Cardone differentiate between selling and closing?

Grant Cardone explains that selling and closing are two different skills. You can be a great salesperson but still struggle with closing. Closing requires pushing the prospect into a negotiation and attempting to reach a decision.

Q: Why is it important to push for a closing situation?

Pushing for a closing situation is crucial because that's where the money is. In a contracting environment, where customers are more selective and cautious with their money, salespeople need to amp up their closing abilities to secure deals.

Q: Is pressuring customers a bad sales tactic?

Grant Cardone believes that pressuring customers to some extent is not a bad thing. He suggests that pressuring can be an effective technique to push prospects towards attempting a close. However, he mentions that he will address the topic of pressuring in a separate video.

Summary & Key Takeaways

• Grant Cardone introduces his book "The Closing Survival Guide" and highlights the importance of learning to close deals effectively.

• He explains that many salespeople fail to close because they never make an attempt to close the deal.

• Cardone emphasizes the need to push for a negotiation and a closing situation, instead of constantly promoting and selling without transitioning into closing.