Quick reference cheat sheet (one page)
Qualify fast (3 essentials)
Cardone famously states that the difference between the rich and the poor is how they handle rejection. The Survival Guide doesn't just tell you to "handle objections"; it gives you a log to track your excuses.
So, what can you expect to learn from "Sell to Survive: The Closer's Survival Guide"? Here are some key takeaways:
Stop saying, "Let me know if you have any questions." Start saying, "I need your credit card to lock this in." The closer controls the transaction, the survivor begs for the order.
Order takers wait for the customer to decide. They provide information and hope the prospect buys. Cardone has nothing but disdain for this approach. A Closer, conversely, takes responsibility for the decision. The Closer assumes that the prospect is unable to make a decision on their own due to information overload or fear, and therefore needs the salesperson to make the decision for them.
: Cardone posits that everyone is in sales, whether they are selling a product, an idea, or themselves to a spouse or employer. The Power of Conviction