The Art of the Close: 10 Sales Lessons Every Shipping Pro Must Master

 **Blog: 📢 The Art of the Close: 10 Sales Lessons Every Shipping Pro Must Master!

Introduction Hey #ShipFam! 🙋‍♂️⚓️ Dattaram Walvankar here from ShipOpsInsights with Dattaram — where we don’t just move cargo, we move people, passion, and purpose! Today, I'm excited to unpack powerful sales wisdom from Grant Cardone’s legendary book, The Closer’s Survival Guide. Whether you're negotiating a freight deal, a charter party, or even onboarding a new client, these 10 lessons will transform your mindset and results. Let's dive in! 🌊

 

1. Closing is the Most Important Part of Sales

Ever spent hours preparing your offer only to have the prospect say, "Let me think about it"? 🙄 That’s the pain of a lost close. Grant reminds us: the close is where money is made. In shipping, no matter how perfect your voyage plan or your vessel performance pitch, if the deal isn’t signed, nothing moves. You’re just in motion, not progress.

So next time you’re quoting or pitching, prepare for the close like it's your make-or-break moment. Bring clarity, urgency, and value.

 

2. Always Assume the Sale

Imagine walking into a chartering meeting thinking, "They’ll probably not go ahead..."—you’ve already lost. Grant says, act like the deal is already done. This confidence shifts your tone, your questions, and your energy.

In shipping, whether it's offering ops support or presenting a new service, assume they need you (because they do). Say things like, "When should we begin this voyage?" instead of "Would you like to proceed?"

Confidence isn’t arrogance—it’s belief in the value you bring.

 

3. Persistence is Key

How many times have you followed up just once and called it a day? 🚤 Grant says most sales happen after the fifth follow-up. In shipping, things move fast but decisions are slow. Your emails can get buried, calls unanswered.

Be the professional who doesn’t give up. Politely, positively, and consistently follow up. Not annoying—just caring. 🙏

 

4. Confidence is Everything

When you’re confident, people feel safe saying yes. If you're unsure about your port rotation, your charter rate, or your timeline—they won’t buy. Grant reminds us that belief in yourself and your product is non-negotiable.

🌊 In a world of volatile markets and uncertain routes, your calm confidence is the anchor. Show up certain—not just in knowledge but in presence.

 

5. People Buy on Emotion, Justify with Logic

"Why should I fix my laytime terms now?" Logic says cost saving. Emotion says peace of mind, fewer calls at midnight, and better operations. Tap into that.

Grant teaches us to connect emotionally first. Paint the picture of a smoother operation, stress-free turnaround, and cost control.

Logic is the map. Emotion is the fuel. ❤️

 

6. Objections Are Just Buying Signals

"Is this port safe enough?" — That’s not rejection. That’s concern. That’s interest.

Grant says objections are opportunities in disguise. Every "but" or "what if" is a window into what really matters to your client. Address it with empathy, data, and conviction.

In shipping, objections could be about fuel costs, ETA, or weather—handle them with solutions, not stress.

 

7. Control the Conversation

Ever been on a call where the client goes off-topic, changes scope, or delays? You're not in control. Grant insists—the closer leads the call.

In ops or sales, you must guide discussions. Set the agenda, lead with value, close with clarity.

Control isn’t manipulation; it’s leadership. Clients will respect you more for it.

 

8. Follow-Up is a Necessity

Many deals aren’t lost to competitors but to silence. Follow-up is where trust deepens. 🚪

Don’t ghost or be forgotten. After your first pitch, send a thank-you message, a case study, or even just a check-in. Be remembered. Be the one who cares.

 

9. The Close Starts at the Beginning

Most think the close happens at the end. Grant flips the script. It starts with your hello. 🤝

From your first word, you're setting expectations, establishing value, and planting seeds of trust.

In shipping, your first email, WhatsApp, or intro call is your "hook." Make it count.

 

10. You Must Have Multiple Closing Strategies

Different clients, different storms. One close doesn’t fit all.

Grant encourages mastering multiple closes: trial close, assumptive, urgency close, takeaway, and more. Learn them. Test them.

In chartering or ship broking, adapt your strategy like you adapt to ocean currents. 🌊

 

Conclusion & Call to Action

Every shipping professional is in sales. Every ops guy is a closer. Every marine manager is a dealmaker. 🌟

Apply these lessons from The Closer’s Survival Guide to your day-to-day maritime world, and watch how you go from good to unstoppable!

📢 Liked this post? 💬 Drop a comment with your favorite closing technique. 👍 Like, Share, and Follow #ShipOpsInsightsWithDattaram for more practical tools to grow your shipping career and mindset!

 

🚢 #ShippingSales #CloserMindset #ShipOpsInsights #MaritimeLeadership #GrantCardone #ShippingGrowth #CharteringLife #SalesTips #ShippingBusiness #MaritimeSuccess

⚠️Disclaimer: The concepts discussed are based on Grant Cardone's The Closer's Survival Guide and adapted for educational purposes for shipping professionals. No commercial association or rights claimed.