Self-Made Millionaire: There is no such thing as a "natural" closer

I want to walk you through the process of creating a close. The next time you have a pitch or sales presentation, it might be valuable to take a page from my playbook. After studying the art of closing for over 30 years, I can tell you with total confidence that there is no such thing as a "natural" closer.

Great closers are made, not born.

There are actual techniques, strategies, and an actual science for improving your ability to close a deal.

Here is a close straight out of my best-selling Closer’s Survival Guide:

THE REDUCE TO RIDICULOUS CLOSE:

Real Estate Agent to Client: “$1000 a month is only $33 a day. You will live in your home, wake up in your home and go to sleep here every day and night. You will build a life here and your family will be safe here for only $33 a day.”

The idea of the “reduce to ridiculous” close is to reduce objections to smaller numbers. The buyer always focuses on big numbers and you should not! Your job is to justify and make sense of the figures so the buyer can say yes.

But always remember, just as there is more than one way to dunk a basketball, there can be more than one way to use a specific close.

Watch this short video below and see me take the “Reduce to Ridiculous” close and do a “Reverse Reduce to Ridiculous” by making the small number seem ridiculous instead:

“You’re going to spend $30,000 over the next 3 years, so $100 is not going to change things one way or the other. I’m going to ask you a question now and I just want an answer. Yay or nay? Yes or no? If $100 is the decision maker then don’t do it. Because if you’re interested in $100 then you need to go find a street corner to go beg on.”

Here, the customer was objecting to $100 in a large deal, so I made the small number that he was objecting to seem ridiculous—which it was.

I have over 100 closes in my Closer’s Survival Guide—and you can “dunk” each of those closes in a different way. Start practicing with my material and watch your income skyrocket. Listen to it, use it, drill with it, practice and rehearse it.

Yay or nay?

Be great,

GC

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Grant Cardone is a New York Times bestselling author, the #1 sales trainer in the world, and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, social media, and finance. His 5 privately held companies have annual revenues exceeding $100 million. Forbes named Mr. Cardone #1 of the "25 Marketing Influencers to Watch in 2017". Grant’s straight-shooting viewpoints on the economy, the middle class, and business have made him a valuable resource for media seeking commentary and insights on real topics that matter. He regularly appears on Fox News, Fox Business, CNBC, and MSNBC, and writes for Forbes, Success Magazine, Business Insider, Entrepreneur.com, and the Huffington Post. He urges his followers and clients to make success their duty, responsibility, and obligation. He currently resides in South Florida with his wife and two daughters.