Happy National Telephone Tuesday! As if it wasn’t National Telephone Day every day in sales. To all the brave souls dialing away today, we’re thinking of you. 🫡 

In today’s Follow Up:

• Hormozi’s C.L.O.S.E.R Framework 🗣️ 

• Tip of the day ✍️ 

• Sales in the news 🗞️

• Sales tool of the day 🛠️

• Jobs for closers 📞 

Sales Fact of The Day

Alex Hormozi’s Secret to Sales

Alex Hormozi is known for 3 things:

• Big calves

• Handlebar mustache

• Being very good at sales

He’s so good, that he’s written two best-selling sales books and racked up more than a billion social media views.

But he wasn’t always good at sales. For most of his life, he was awful.

So, what changed?

The C.L.O.S.E.R. framework.

Today, we’re going to share everything you need to know about the C.L.O.S.E.R. framework in less than 3 minutes. Let’s do it…

C For Clarify

Before you start any sales call, you should clarify why you and the prospect are in the room (or Zoom call) together.

Identify what they need help with so you can avoid trying to solve the wrong problem.

It’s also about uncovering their needs, wants, pain points, and desires.

• “What made you take this call?”

• “What’s your goal right now?”

• “Why is that important to you?”

L For Label

What are they struggling with and what's not working?

You have to identify and label the problem.

It reminds me of the old saying, “The first step to solving your problem is admitting you have one.”

Recap their problem in a way that is honest, but non-threatening “So it sounds like… XX is your goal.” Or “Does that sound about right?”

O For Overview

Overview the prospect’s pain. If it’s actually a pain point, this probably isn’t the first time they’ve thought about it or tried to solve it.

What have they done in the past to solve this problem?

Figure out why it didn’t work. Don’t just stop at one answer. Ask multiple questions so you can hash out all their concerns and position yourself as the logical solution.

• “What have you tried so far to accomplish this?“

• “How did that work for you?“

• “Why do you think that didn’t work?”

S For Sell The Vacation

This is where your traditional “pitch” comes in.

Identify the top 3 things that will help and explain why each is important to their success.

Sell them on the results they will get. Show them where they will be after using your product or service.

E For Explain

Hormozi believes prospects will always come at you with one of these objections:

• Blaming circumstances

• Blaming others

• Blaming self

The trick is positioning yourself and your solution in a way that will put all of their worries to sleep.

When people:

1. Trust you.

2. Believe your product will solve their problem the way they want it to be solved.

3. Have access to the money to make the purchase.

They have everything they need to buy.

This part can be uncomfortable, but when your mindset is focused on helping people rather than selling, you can overcome just about any objection.

R For Reinforce

Once they pay you, reinforce their decision.

Give them something to get excited about and make them feel good about the investment they just made.

Include things like personal videos, handwritten cards, swag boxes, personalized onboarding, timely communication within expectations, etc.

When you reward people for buying, they reward you by sticking around.

TLDR: The CLOSER Framework

C for Clarify
L for Label
O for Overview
S for Sell the vacation
E for Explain
R for Reinforce

/

Sales Meme of the Day

Reader Review of The Day ✍️

And that’s a wrap!

Want to advertise in The Follow Up? Click Here