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The Closer’s Survival Guide - Third Edition Paperback – January 1, 2011
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- ASIN : B00C7ISUZA
- Publisher : Card1 Publications; 3rd Edition (January 1, 2011)
- Language : English
- Paperback : 378 pages
- ISBN-10 : 0615558879
- ISBN-13 : 978-0615558875
- Item Weight : 15.2 ounces
- Customer Reviews:
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done 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 from
weakness. 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 will
discourage 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 eye
contact), 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!
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.
- E-book of Grant's book
Does 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 closes
What’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?
- 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 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.
Top reviews from other countries
Reviewed in the United Kingdom on December 31, 2014