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 never asks, "Can we meet on Tuesday?" He asks, "Is 10 AM or 2 PM better for your schedule?" He assumes the sale is happening. The Mindset: Rejection Proofing Perhaps Cardone’s greatest contribution to cold calling is his destruction of "Rejection Dysphoria." grant cardone cold calling
When you hear the name Grant Cardone, you likely think of luxury Lamborghinis, private jets, the "10X" mantra, and a man screaming into a microphone about the evils of mediocrity. You might not immediately picture him with a headset and a lead sheet. Yet, Cardone—the billionaire private equity fund manager and sales trainer—is arguably the most vocal modern champion of cold calling. He has a famous drill called "The 100 No's
If the prospect shows hesitation, Cardone doesn't push harder; he pulls back. “Listen John, to be honest, this program isn't for everyone. It requires a decision maker who can move fast. If that’s not you, just tell me now so I can call the next guy.” This triggers the prospect's ego. No one wants to admit they aren't a decision maker or can't handle "fast." You actually start moving faster to get them out of the way
But Cardone’s method isn't your grandfather's cold call. It is aggressive, psychological, and built on a framework he calls the "Cardone Close." Here is a deep dive into the art of cold calling according to the 10X King. To understand Cardone’s cold calling technique, you must first understand his mantra: “The fortune is in the follow-up.”
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.