He has a famous drill called "The 100 No's." He challenges salespeople to get 100 rejections in one day. Why? Because if you aim for 100 "no's," you stop being afraid of them. You actually start moving faster to get them out of the way. By noon, you realize that "no" has no teeth. And in the process of getting 100 "no's," you will inevitably get 10 "yes's." It is impossible to write about Grant Cardone’s cold calling style without addressing the elephant in the room: his tone.
Cardone’s defense is unapologetic: “Soft sells lead to broke salespeople.” He argues that politeness is a mask for fear. He claims that buyers today are desensitized to soft-spoken "consultants" and that a high-energy, dominant frame cuts through the noise. grant cardone cold calling
This is his psychological masterstroke. To lower resistance, he disqualifies himself. “John, you’re probably going to tell me you’re happy with your current vendor, too busy to talk, or that you hate cold calls. That’s fine. But just answer me this one thing...” By voicing the prospect's objections for them, he disarms them. They can no longer use those excuses because he already validated them. He has a famous drill called "The 100 No's