CLOSER framework for crushing sales

Daniel Bennett ★ -

Remember this tip from Alex Hormozi to close more sales. Also remember - almost all communication in life is sales.

If you need more sales, get in touch at /contact. – Daniel

Summary

  • It is essential to have conviction in what you're selling; if you don't believe in it, you won't be able to sell it effectively.
  • To gain conviction, regularly read customer testimonials out loud, they reinforce the belief in the product or service you're offering.
  • If a product has flaws, address them; never blame customers for a lack of success but rather learn and improve the offering.
  • The 'CLOSER' framework can be applied to improve sales success:
    • Clarify why the person is on the call.
    • Label the problem they're facing.
    • Overview their past attempts to solve the issue.
    • Sell the solution (sell the vacation, not the plane flight).
    • Explain away their concerns by addressing objections.
    • Reinforce the decision after they say yes.
  • There are only three things that should be said on a sales call: questions, restatements, and anecdotal stories.
  • Conviction also adjusts your tone, making your pitch more genuine and persuasive. The tonality accounts for 90% of communication, with the actual words being just 10%.
  • If you wouldn't sell the product to your mother, you don't believe in it enough. That level of belief is necessary to sell effectively.
  • Having a script is not enough; a closer must believe in what they're saying on a call if they want others to believe it, too.
  • Use training to enhance both talking (tonality) and listening (understanding needs and pains) skills.
  • Sales training should be a regular, consistent process (60 minutes a day, five days a week).
  • Be prepared to pivot based on what you learn from each interaction; sales is a continuous learning experience.
  • The offers you sell, whether they're fitness programs or high-ticket items, should always deliver the highest value.
  • When training salespeople, focus on understanding the prospect's pain points rather than the product features.
  • After closing a sale, the onboarding experience and the first 48 hours are crucial for long-term client retention.

"The most convicted person will always win." - Alex Hormozi