I Taught 116+ Salesmen My Closing Framework

Name: I Taught 116+ Salesmen My Closing Framework
Uploaded: 2024-04-03T08:53:06.276Z
Duration: 1 h 12 min 9 s
Description: Business owners: I buy and scale companies. I make more free stuff to help you scale here: https://acquisition.com/training

Introduction of Alex Hermozy from Gym Launch

In this section, the speaker introduces Alex Hermozy from Gym Launch, highlighting his expertise as a renowned internet marketer in the fitness industry.

Introduction of Alex Hermozy

Alex Hermozy is introduced as the all-time biggest internet marketer for fitness.

Russell Brunson, founder of ClickFunnels, has referred to Alex as the best sales guy he knows.

The speaker shares a personal experience where he sought advice from Alex and was inspired by his perspective on self-belief.

Alex's Achievements and Support for the Community

This section focuses on highlighting Alex's achievements and his willingness to support and inspire others in the community.

Alex's Achievements and Support

Alex Hermozy is described as a highly successful individual with significant accomplishments in the fitness industry.

Despite having undergone surgery, he is present to share his knowledge and support the community.

The speaker showcases 25 million dollar plaques representing Gym Launch's success.

An updated plaque worth 100 million dollars is mentioned, emphasizing Alex's remarkable achievements.

High Return on Ad Spend and Sales Focus

This section discusses how Alex achieved a high return on ad spend and emphasizes the focus on sales.

High Return on Ad Spend

Becker informed the speaker that their return on ad spend is significantly higher than others in their platform.

Their lifetime return on advertising is stated to be 36 to 1, indicating their effectiveness in generating revenue through ads.

Sales Focus

The conversation shifts towards discussing sales specifically.

Most participants are closers or starting closer agencies partnering with experts like Alex.

Alex's Sales Experience and Training

This section highlights Alex's extensive sales experience and training, including his approach to sales and training methodologies.

Alex's Sales Experience

Russell Brunson inquired about how Alex became skilled in sales.

Alex attributes his expertise to having conducted 4,000 one-on-one sales consultations in the fitness industry.

He shares his experience of taking 20 consultations per day for four years, honing his skills through repetition and face-to-face interactions.

Sales Training

Over time, Alex transitioned from selling personally to training salespeople and managers.

He trained remote sales teams and conducted in-person turnarounds for facilities.

His experience spans various industries, including fitness, high-ticket phone sales, mortgage leads teams, etc.

Implementing Effective Sales Strategies

In this section, Alex discusses the importance of simplicity in implementing effective sales strategies.

Simplicity in Sales Strategies

Despite trying various sales products on the market, Alex believes that simplicity is key to scalability.

He shares a few consistently implemented strategies within his companies that have generated significant returns.

Please note that these summaries are based solely on the provided transcript.

Introduction and Setting Expectations

The speaker acknowledges that the audience may have had previous experiences with presentations promising big results. He reassures them that if they have failed in the past, it is not their fault due to confusing information and overwhelming sales pitches.

Many people struggle to grow their business due to confusing information and overwhelming sales pitches.

The speaker promises to provide clarity and guidance in this presentation.

He shares his own experience of facing challenges and setbacks but emphasizes that it is possible to overcome them.

Overcoming Doubts and Fears

The speaker addresses common doubts and fears related to personal growth and success. He shares a personal story of financial loss but highlights the valuable lessons learned from starting at zero.

It is common to doubt one's ability to achieve desired goals or milestones.

The speaker shares a personal experience of losing all his money but emphasizes the importance of learning from such experiences.

Having a simple sales process can lead to significant returns, even without being the best marketer.

Efficiency in the conversion process allows for higher earnings per customer.

Two Types of People - Under $100k vs. Over $100k

The speaker identifies two groups within the audience based on their monthly revenue. He outlines different strategies for each group - avoiding price competition for those under $100k, and scaling a team for those over $100k.

There are two types of people in terms of monthly revenue - those under $100k and those over $100k.

For those under $100k, the focus will be on avoiding price competition.

For those over $100k, the focus will be on scaling a team for further growth.

Giving Back and Success Stories

The speaker discusses the opportunity to give back and shares personal stories of success, including donating to causes and helping clients achieve significant financial milestones.

The speaker emphasizes the privilege of being able to give back and mentions donating to causes.

Personal success stories include growing a friendship with Arnold Schwarzenegger and helping over a thousand clients reach $100k in annual revenue.

The speaker highlights that success is not solely based on natural talent but also on following a proven process.

Overcoming Challenges and Learning from Experience

The speaker reflects on his journey, starting with limited resources, experiencing initial success, facing setbacks due to changes in Facebook algorithms, and learning valuable lessons along the way.

The speaker shares a personal story of starting his first gym with limited resources.

Initial success was achieved through effective sales funnels.

Setbacks occurred due to changes in Facebook algorithms impacting marketing strategies.

Despite challenges, valuable lessons were learned throughout the journey.

How to Afford More Leads

In this section, the speaker discusses how he learned to afford more leads and increase his business's profitability.

Getting Advice from a Gym Owner

The speaker called a friend who owned a brick and mortar gym.

The friend shared that they attached the phone to their funnel and started selling expensive products on the front end instead of trials.

This change allowed them to go from losing money to making a ten-to-one return on the front end.

The speaker was able to increase their lead spending from $10 per lead to $100 per lead while still making money.

Joining a Mastermind and Marketing Success

The speaker met someone who advised him not to focus on creating a nationwide gym chain but instead teach others how he achieved success.

Following this advice, the speaker implemented his marketing system at that person's gym and achieved 191 signups in 19 days, generating $100,000 in sales.

These experiences led the speaker to discover three frameworks for scaling high-ticket sales.

Three Frameworks for Scaling High-Ticket Sales

In this section, the speaker introduces three frameworks for scaling high-ticket sales: closure framework, conviction framework, and scaling.

Closure Framework

The closure framework consists of specific questions that help prospects say yes.

Adding these questions to any funnel process can instantly make it more profitable.

The speaker will walk through these questions and highlight the number one mistake made by salespeople during sales calls.

Conviction Framework

Anyone who believes can outperform an experienced sales representative by learning to control their tone.

This framework is especially useful for those newer to high-ticket sales.

By mastering tone control, individuals can beat seasoned closers without needing extensive experience.

Scaling

For individuals earning over $100,000 per month and needing to scale their business, the speaker provides insights on duplicating sales skills in others.

Teaching others to sell becomes a valuable skill that allows for exponential growth and frees up time constraints.

The Closure Framework

In this section, the speaker explains the closure framework, which consists of specific milestones and questions to close sales effectively.

The closure framework works for both B2C and B2B sales, regardless of ticket price.

The acronym "CLOSER" is used to remember the key steps.

C: Clarify why the person is on the call and identify their problem.

L: Overview their past attempts to solve the problem.

O: Explain how the speaker's solution can solve their problem.

S: Address any concerns or objections they may have.

Timestamps are provided in [HH:MM:SS] format.

Selling and Onboarding Clients

In this section, the speaker discusses the importance of continuously selling to clients and the onboarding process. They emphasize the need to understand why clients are seeking their services and how to help them overcome their challenges.

Selling Continuously

It is important to continuously sell to clients even after closing a deal or receiving payment.

The onboarding experience should involve consistently selling clients on why they should take action and overcome any discomfort or challenges.

Clarify why clients reached out and what their goals are at the moment.

Understand the underlying reasons for seeking information or solutions.

Understanding Client Needs

It is crucial to understand why clients are interested in a particular solution or service.

Dig deeper into their motivations and problems they want to solve.

Help them acknowledge and own their problems before providing solutions.

Reviewing Past Efforts

Discuss previous attempts made by clients to achieve their goals.

Explore what they have tried, how long they did it, and whether it worked for them.

This helps build a comprehensive understanding of their pain points.

Explaining Holistic Solutions

Emphasize that missing pieces of the equation prevent clients from achieving success on their own.

Present a holistic solution that addresses multiple aspects of their problem.

Use examples or stories to break down complex concepts without using technical jargon.

Three Elements for Client Success

In this section, the speaker explains that successful client outcomes often rely on three key elements. They highlight the advantage salespeople have when prospects admit they have a problem that needs solving.

Three Key Elements

Successful client outcomes typically depend on three essential elements specific to each solution or service being offered.

These elements can be thought of as pillars supporting success or key components necessary for desired results.

Advantage of Salespeople

During a sales call, the prospect has already admitted to having a problem they have not solved.

This admission means they are missing at least one of the key elements required for success.

Salespeople have an advantage in this situation and can offer the missing piece.

Using Stories to Break Beliefs

Short anecdotal stories can be used to challenge prospects' beliefs or misconceptions.

Avoid technical jargon and focus on conveying the desired result rather than explaining program details.

Use relatable examples to illustrate how accountability, nutrition, or other components contribute to success.

Conclusion

In this section, the speaker concludes by emphasizing that sales professionals are in a favorable position when prospects admit their problems. They encourage maintaining a strong frame and using stories effectively.

Unlosable Situation

When prospects acknowledge their problem during a sales call, sales professionals hold an advantageous position.

Prospects inherently lack one or more key elements necessary for success, giving salespeople an opportunity to provide solutions.

Maintaining Frame

It is essential to maintain a strong frame throughout the conversation with prospects.

Choosing not to lose the frame ensures that sales professionals can effectively guide prospects towards solutions.

Effective Storytelling

Utilize short anecdotes and stories to challenge prospects' beliefs and misconceptions.

Focus on conveying results rather than getting caught up in technical details or program modules.

The Importance of a Concise Pitch

In this section, the speaker emphasizes the importance of keeping the pitch part of a sales call concise, lasting no longer than three minutes. The key to making a sale is understanding and accurately restating the customer's pain points.

Keeping the Pitch Short

The pitch should not exceed three minutes in length.

Customers are more likely to buy if they feel understood and if their struggles are accurately restated.

It is crucial to listen attentively when customers are talking and avoid interrupting them.

Three Things Said on a Sales Call

This section highlights that there are only three things said on a sales call: questions, restatements, and anecdotal stories. These elements help break beliefs and build trust with customers.

Three Elements of a Sales Call

Only three things are ever said on a sales call: questions, restatements, and anecdotal stories.

Questions help gather information about the customer's needs and pain points.

Restatements demonstrate understanding and empathy towards the customer's struggles.

Anecdotal stories provide examples that break beliefs or address concerns.

Selling by Creating Anticipation

This section explains how creating anticipation can be an effective selling technique. By getting customers to look forward to what they will receive, motivation becomes unnecessary.

Creating Anticipation for Desired Outcomes

Using examples from different scenarios (e.g., watching TV shows), explain how anticipation drives action.

Instead of focusing on technical details (macros, carb cycling), emphasize solving problems painlessly.

Sell the final destination (e.g., Maui) rather than discussing all the steps involved in getting there.

Offer different levels of service as options for reaching the desired outcome.

Explaining Away Concerns

This section discusses the importance of addressing customer concerns and overcoming obstacles during the sales process.

Addressing Customer Concerns

Understand and address the three main obstacles: price, time commitment, and skepticism.

Memorize stories about what is being sold and obstacle overcomes to handle objections effectively.

Sit in the pain and clarify why customers need a solution before asking for the sale.

Selling Different Levels of Service

This section explains how offering different levels of service can cater to different customer preferences.

Catering to Customer Preferences

Offer multiple levels of service (e.g., swimming, boat, normal flight, private jet) based on customer preferences.

Each level provides a different experience in terms of speed, comfort, and convenience.

Emphasize that the final destination remains the same; only the level of service differs.

The Importance of Memorizing Stories and Obstacle Overcomes

This section emphasizes the significance of memorizing stories about what is being sold and obstacle overcomes to be effective in sales conversations.

Memorization for Sales Success

As a salesperson, memorize stories related to what is being sold as well as obstacle overcomes.

These memorized elements are crucial during critical moments when quick thinking is required.

Front-end questions should focus on hitting milestones that move the conversation forward.

Avoid asking for a sale if customers have not clarified their need for a solution.

New Section

In this section, the speaker discusses the importance of focusing on the prospect rather than the product when training salespeople.

Training Salespeople on Prospects

The biggest pain and struggle in sales is often caused by focusing too much on the product instead of understanding the needs and problems of the prospect.

Salespeople should be trained to prioritize understanding and addressing the prospect's pains and concerns rather than solely talking about the product.

While product knowledge is important for making money, it is not as crucial as understanding the prospect's needs when selling.

Misarticulating or misunderstanding a prospect's problem can lead to a disconnect between them and the product, even if it could potentially solve their issue.

New Section

This section focuses on strategies for overcoming objections and closing deals effectively.

Overcoming Objections and Closing Deals

Relying on past agreements that have already been made with partners, spouses, or businesses can help overcome objections. If they already acknowledge a problem exists, they are more likely to be open to finding a solution.

Sometimes it is better to ask for forgiveness than permission when closing deals, depending on the situation.

In cases where prospects need more time to think about it or express concerns about making mistakes, helping them confront their main concerns can guide them towards making a logical decision.

The key factors in making a decision are whether prospects feel that what is being offered meets their needs, whether they want to work with your company based on shared values, and whether they have access to funds or know someone who does.

New Section

This section discusses handling objections and ensuring customer satisfaction after closing a deal.

Handling Objections and Ensuring Customer Satisfaction

If prospects don't see the value or have objections, it is important to address their concerns and provide reassurance that their money will not be wasted.

After closing a deal, it is crucial to follow up with personalized communication such as sending a video message or a handwritten card to make customers feel valued and reinforce their decision to work with your company.

The first 48 hours after a sale are critical for customers' long-term commitment, so providing excellent service during this period can significantly impact their perception of your company.

The Importance of Tonality in Sales

In this section, the speaker discusses the significance of tonality in sales and how it can impact the success of a sales pitch. They emphasize that words alone are not enough, as tonality plays a crucial role in conveying the message effectively.

Understanding Tonality

Tonality is more important than the actual words used in a sales script.

Even with a well-tested script, only 10% of its effectiveness comes from the words themselves.

The remaining 90% relies on how those words are delivered and the tonality used.

Just having a script is not enough; developing effective tonality takes time and practice.

Developing Conviction

Conviction is key to delivering sales pitches with impactful tonality.

Believing in the product or service being sold eliminates the need for extensive sales skills.

When one genuinely wants to help others through their product, they naturally sell with conviction.

Story: The Power of Conviction

The speaker shares an anecdote about consulting for a mortgage leads company.

By demonstrating genuine belief in the quality of leads, they show how conviction can transform a sales pitch.

Reading testimonials out loud daily in front of your sales team reinforces conviction and belief in the product.

Strategies for Selling with Conviction

In this section, strategies for selling with conviction are discussed. The importance of finding a good product and continuously improving it is emphasized. Additionally, taking responsibility for customer success rather than blaming them is highlighted.

Reading Testimonials Daily

Re-read testimonials out loud daily in front of your sales team to reinforce belief in the product's effectiveness.

If your business does not have testimonials, consider finding another business that offers a good product with positive feedback.

Improving Product Quality

Continuously work on improving the product or service being sold.

Never blame customers for lack of success; instead, focus on identifying areas for improvement and addressing them.

Taking Personal Responsibility

Reflect on your efforts and ensure that the price charged is justified by the effort put into delivering a quality product.

Only you can truly know if you have given your best and merit the price you charge.

Conclusion

The transcript highlights the importance of tonality in sales, emphasizing that words alone are not enough to make a successful pitch. Developing conviction and belief in the product or service being sold is crucial. Strategies such as reading testimonials daily, continuously improving the product, and taking personal responsibility for customer success are discussed. By implementing these strategies, sales professionals can enhance their effectiveness and build trust with potential customers.

New Section

In this section, the speaker discusses the importance of conviction and belief in sales.

The Power of Conviction

Conviction is crucial for success in sales, as it allows individuals to overcome obstacles and persuade others.

Being a disciple and evangelist for a product or service can make scripting less important, as genuine belief in the product shines through.

The most convicted person will always have an advantage in sales because they have strong skepticism or belief in their product.

Belief is not binary; it's about the extent to which one believes. Strong conviction leads to better results.

Salespeople should ask themselves if they would bet a significant amount of money on their product or even sell it to their own family members. This level of conviction indicates true belief.

New Section

In this section, the speaker emphasizes the importance of consistent training and communication skills in closing deals.

Training Schedule and Communication Skills

A recommended training schedule is 60 minutes a day, five days a week for world-class sales training.

Salespeople should practice reading scripts aloud for 25 minutes, followed by five minutes of identifying potential obstacles customers may raise.

Effective communication involves both talking and listening skills. As a closer, one must engage in conversations with customers and actively listen to their concerns.

After each interaction, reviewing recordings helps identify areas for improvement and plan strategies for future interactions.

Team collaboration is essential for marking successful techniques and moving forward collectively.

New Section

In this section, the speaker shares additional resources available related to sales training.

Additional Resources

The speaker appreciates the listener's conviction and authenticity during the conversation.

The speaker can be found on Instagram at "appromozy," on YouTube as "Alex Ramosey," and has a podcast under the name "Alex Mosey."

The speaker mentions having a book called "Alex's Book" available at alexsbook.com, which includes 35 pages of obstacle overcomes in the appendix.

Additionally, there is sales training material available for purchase on the website.

Timestamps are provided for each section to easily locate the corresponding part of the video.