Closer Survival CD

Summary

The script provides an in-depth look at the art and science of closing deals. It emphasizes that closing is the critical point where a salesperson creates value by getting a buyer to agree to an exchange. The speaker stresses the importance of deeply knowing the reasons behind what causes deals to close so one can repeat successes. He advocates intensely preparing, practicing and role playing to master closing skills rather than expensive learning through experience. The speaker shares his journey learning these vital lessons, overcoming assumptions and bad habits acquired from observing poor practices of veteran salespeople.

Takeaways

• 😀 The concept of 'the close' - an exchange point where something of value is exchanged - is the critical point in a sales process.
• 😮 Most people fail to reach an agreement or 'close' a deal, limiting their success.
• 🤔 Practicing, drilling, and rehearsing closing skills is vital but often overlooked.
• 💡 'Knowing' precisely what causes a close enables one to repeat successes.
• 😥 Learning purely from experience takes too long to yield practical benefits.
• 😎 Winners actively study closing skills rather than stumble into occasional lucky closes.
• 📚 Knowledge and preparation dramatically boost one's closing abilities over time.
• 🎯 Ability to close deals determines one's stability, productivity and value in the marketplace.
• 💰 Master closers control their economic futures by closing profitable deals repeatedly.
• ✅ True closers have complete confidence from preparedness, enabling predictable success.

Q & A

What is the critical survival exchange point that Grant refers to?

The critical survival exchange point is closing the deal - the transfer point where you stop selling and get the buyer to exchange something they have for something you have. Without closing, there is no real value exchanged.

Why does Grant say you are not paid to sell, but rather to close?

Grant argues that sales people only get paid when a deal is closed and an exchange is made. Until that point, there is no real value created, so no rewards are earned.

What does Grant mean when he talks about the creation of an economy?

Grant links closing deals and exchanges to the creation of entire economies. More closes and exchanges allow more repeat business and flow of money and resources.

What is the difference between the two ways of learning that Grant outlines?

The two ways are: 1) Create an experience and learn from practicing it, and 2) Experience something and learn from that. He advocates for option 1 as a smarter, less expensive way to learn.

What does Grant mean when he talks about the winner's exchange?

The winner's exchange is when both parties in a deal feel good about the exchange and would do it again, because the value received is greater than the value given up.

Why does Grant emphasize knowing exactly what accomplished the close?

Knowing what caused a successful close allows you to repeat the actions and predict future results. Without that knowledge, closes are left to chance.

What does Grant identify as the prevailing problem around learning to close?

He sees a lack of commitment to practicing and drilling closing skills. Most sales people lack the actual abilities needed to consistently close deals.

What does Grant say determines your stability and productivity?

Your ability to actually get an exchange agreed upon. Closing deals and exchanges directly impacts your stability and value.

Why does Grant advise not to assume others know how to sell and close?

Most veteran sales people also lack a real understanding of what it takes to consistently close deals. Years of experience does not necessarily impart closing skills.

What closing behaviors did Grant observe early on that concerned him?

He saw professionals repeating the same limited range of closes over and over, rather than having a large arsenal of strategies. This resulted in poor outcomes.