😤 Close Deals Better

Sharing a sales tip this week for all the solopreneurs - I picked this one up from Alex Hormozi.

The C.L.O.S.E.R. framework is pretty neat and helps you deliver an effective sales pitch every time, on call or in-person. Let’s quickly break it down.

C - Clarity 

Extremely straightforward, ensure that both you and the prospect are fully aware of why you are on the call together. The phrase I like to use:

‘What made you take the call?’ or ‘What are your goals right now?’

L - Label

Once your prospect starts explaining what they are facing trouble with, label and classify it. Ensure to double check that you had understood it correctly. This leads very well into the next step…

O - Overview

Provide a high-level overview of the prospect’s pain points. Recap as needed to ensure you are both on the same page.

This is also a good point to ask if they have previously attempted anything to tackle their problems and whether it worked or not etc.

Use this to fully explore the pain point(s).

S - Sell 

Hormozi likes to call this selling ‘the vacation’.

Insert your traditional pitch here and tailor it according to the pain points described by your prospect.

E - Explain

A pitch often raises a lot of questions and is probably the hardest part as it can get uncomfortable.

The key here is to tone down the pitch and be helpful. Build trust, rapport and show them that you are value for money.

R - Reinforce

Once they have agreed to sign on with you - reinforce the decision they have made:

‘You have made a great decision…’

That’s it.

It’s quite a easy framework and for those of who like structure - it allows for an easy conversation with prospects. Of course, not all potential clients would be happy to sign on after the first call, so make sure to have a strong follow-up!