Grant Cardone Live Sales Call Dissected
FROM THE DESK OF GRANT CARDONE: OK, here’s the situation… In the video above, we were working with a customer who was objecting to signing a deal because he wanted $100 off.
Here’s how this went down:
Grant: You’re talking about a $100, you need to worry about a million dollars. We don’t have any more money to give you. You’re going to spend $30,000 over the next 3 years. $100 doesn’t change it one way or the other.
Ok, I’m going to ask you a question now, alright? There’s one answer. Yay or nay? Yes or no?
If $100 is the decision maker, don’t do it. Because if you’re interested in $100 you need to go find a street corner to beg on.
Customer: That is true.
Grant: Yay or nay?
Customer: Let’s do it.
Grant Cardone Live Sales Call Dissected:
The next time you have a pitch or sales presentation, it might be valuable to take a page from my playbook. While not word for word, the above video was a combination of the Reduce to Ridiculous close and the Done Everything Possible close found in The Closer’s Survival Guide.
Definitions of REDUCE:
to draw together or cause to converge : consolidate : to diminish in size, amount, extent, or number : to decrease the volume and concentrate : to narrow down : restrict : to make shorter : abridge
TIP: Always reduce objections to smaller numbers. The buyer always focuses on big numbers and you should not! Once a buyer makes a decision, he almost always makes it go right. And when buyers are done buying something from you, they always spend more money with someone else. Your job is to justify and make sense of the figures so the buyer can say yes.
(Notice in the video above how ridiculous I make the $100. He was objecting to $100 in a large deal, so I made the small number that he was objecting to seem ridiculous—which it was.)
(Notice in the video above I told him there is no more money for me to give him. I did all I could, now it was on him to make a decision.)
I have over 100 closes in my Closer’s Survival Guide.
Start practicing with my material and watch your income skyrocket.
Listen to it, use it, drill with it, practice and rehearse it.
