10 ESSENTIALS FOR

EVERY CLOSER CALL

(plus a bonus link to where to start if you’re looking to get into sales/closing)
 1. Come Prepared
Need I say more?

Learn from my mistakes at least. I once completely fucked up a whale client for 6 fig
because I didn’t simply do my research on him prior to the call. It would have taken 5
mins and I'd have answered his questions.

I watch every setter call diligently and write down some major points to bring up.

2. Be Presentable
Need I say more again?

Now I don't mean sit there in a suit and tie. But think about how you want to be
perceived. You want them to think this guy is legit. You want them to think you have
this all down to a tee. You want them to think, this guy has his life on track lol.

This includes your background on the meeting. The clothes you’re wearing. Your
mannerisms and tonality.

This makes up how you present yourself.

3. Speak Clearly
I once had a 9fig CEO tell me I was the best communicator he had ever spoken to and
that he was trying to get all of his sales people to speak like me.

And guess what?

I didn't say anything magical. I literally spoke clearly and effectively. So that he knew
exactly what he was there for, how the call was going to go and what the next steps
were.

4. The Opening Line That Works

This one is simple. There’s never really a ‘best’ way to say things on a sales call. Shit
always changes.

But one that I nearly always use is, “So john, in your own words, what are you hoping
to get from this call”

Now let them tell you their problems.

5. Search For The “NO”

It’s vital you’re brave enough to say no this isn't for you. It doesn't always have to be
that direct. But if you challenge prospects, it shows you’re not desperate and makes
them sell themselves.

Think about questions like, “hmm john, correct me if I’m wrong, but this sounds like a
nice to have rather than a necessity?”

“John, why would you spend 10k a month on this, when in reality, you’re doing just
fine as you are?”
 6. Rapport Is Not What You Think
Honestly, fuck rapport. Too many times you’ll get a false sense of security because
your prospect is nodding and laughing with you. They’re not your ‘bros’ and if they feel
like they are, you lost. Especially when selling something for 100k+

They have to feel a status difference. You are the person with the solution, they have
the problem. You are the king here. Act like it and start the call without the bs.

7. Deal With Objections Early

One I’ve heard from Alex Hormozi is, when the prospect says “gimme some time to
think” he says that you should say something along the lines of, “hey you don’t need
time, you actually need information, and I’m the one with all that, so what are your
concerns and let's walk through them?”

Now look, I love the guy, but no thanks.

If they say gimme some time to think it’s a lie. And you haven't enforced open honest
conversation. So they feel they have to bs to get out of the call.

And plus, you’re now chasing. Fuck that.

Instead, earlier in the call say, “hey john, before we go on, are you sure now is the right
time to implement X?. The reason it doesn't work out for some prospects is because
they are ready for a month or two of extra work to see through to the other side.

I would understand your schedule if you wanted to visit this another time?”

Now when they say yes I’ve wasted enough months trying things and got nowhere, so
yes now is the right time.

Now they can’t bring that shit up at the end.

 8. Don’t Chase The Sale
Offer solutions to objections. Don’t antagonize them.

You don’t NEED the sale , you have 6 more calls today right? You are booked out 3
weeks in advance.

“John, look, this is a big decision. I understand why you’d need at least a bit of time to
mull it over. So let’s do this. Let’s do a refundable deposit now, I will speak to the legal
department and have a contract written up with the terms agreed.

You’ll have everything laid out I've spoken about on this call and you can look that over
with your lawyer.

Then let’s book another call in 1-3 days to go over any remaining questions. How about
that?

And look, if it’s a no at that point, I'll refund you on the call.”

9. Go Above And Beyond What Other

Closers Do
This is easy. Why don’t you ask your manager / CEO for a list of prospects you can cold
call in your time off or when you have a no show?

Why don’t you follow up with old prospects with recent results you’ve had?

Why don’t you help create better systems and documentation for your company?
 10. Don’t Send Out Proposals For Free
All clients will say “hey yeh this sounds great, send over the proposal and contract and
I’ll pay that today”

BS. Like with point number 8. Say no. You don’t do that. We do a refundable deposit,
contract and second call if you are actually interested.
 BONUS
• Want a sales community, access to a great learning resource and
first dibs on setter/closer positions
https://launchpass.com/theserialsale-lpv1474/community (I am not an
affiliate, but if you do join, please tell Dylan where you came from)

• A closer course for killers with genuine job offers inside - Garrett is
your guy! - https://closedandpaid--
garrettcampbell.thrivecart.com/remote-closer-accelerator/