Cole Gordon is an 8-figure sales trainer and the founder of Closers.io. In 2 years, he scaled his own sales team, went from 0 to $2.5M per month, and now helps others do the same.
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Guest Resource
FREE 12-Min Case Study For Sales Professionals – Learn more about Closers Sales Certification Program, plus get immediate access to a free 12-min Case Study For Sales Professionals.
3 Value Bombs
1) The 7 reasons a prospect will buy are: pain, doubt, cost, desire, money, support, and trust.
2) Pain is the very first thing we need to establish on a sales call. Once we find that, the entire conversation is predicated on fixing that pain.
3) High-ticket closing is a lucrative role is because it’s fixing the problem exactly where the money is exchanging hands.
Sponsors
HubSpot: A platform that’s easy for your entire team to use! Learn how HubSpot can make it easier for your business to grow better at Hubspot.com!
Roll by ADP: Ready for a lot less stress in your life? Get 3 free months of unlimited payroll processing when you visit RollByADP.com/fire! Terms and conditions apply.
Show Notes
**Click the time stamp to jump directly to that point in the episode.
Today’s Audio MASTERCLASS: How to Become a MASTER Closer
[1:27] – Cole shares something that he believes about becoming successful that most people disagree with.
- Get a job first. Find an industry that you’re really passionate about, a company you can look up to, and find a way to provide massive value.
[3:17] – 7 beliefs that prospects need to have before they click that ‘buy’ button.
- Realize that it’s all the same. You’re not objection handling, but doing objection prevention.
- The 7 reasons a prospect will buy are: pain, doubt, cost, desire, money, support, and trust.
- There are two types of pain: a problem or an unfulfilled desire.
- Doubt: any reason why you can’t do things on your own. It may take a lot of resources like money, time, etc.
- Desire is the compelling payoff to fix the problem.
[9:39] – 7 beliefs – continued
- In terms of money, you have to have the resources and willingness to fix the problem.
- Support means the people around them, or the stakeholders
- Trust in the method of fixing the problem.
- Pain is the very first thing we need to establish on a sales call. Once we find that, the entire conversation is predicated on fixing that pain.
[14:22] – A timeout to thank our sponsors!
- Roll by ADP: Ready for a lot less stress in your life? Get 3 free months of unlimited payroll processing when you visit RollByADP.com/fire! Terms and conditions apply.
- HubSpot: A platform that’s easy for your entire team to use! Learn how HubSpot can make it easier for your business to grow better at Hubspot.com!
[16:35] – The 4-step process to become a baller closer: Calibrate. Source. Ramp. Ascent.
- Understand the whole sale process.
- There are good offers, but there are offers you want to avoid at all costs, too.
- It’s not enough that you get the position. You have to get into KPIs and prepare to be the next best version of yourself for your team.
- High-ticket closing is a lucrative role because it’s fixing the problem exactly where the money is exchanging hands.
[20:00] – Cole’s key take away and call to action.
- FREE 12-Min Case Study For Sales Professionals – Learn more about Closers Sales Certification Program, plus get immediate access to a free 12-min Case Study For Sales Professionals.
[24:05] – Thank you to our sponsor!
- HubSpot: A platform that’s easy for your entire team to use! Learn how HubSpot can make it easier for your business to grow better at Hubspot.com!
Killer Resources!
1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!
2) Free Podcast Course: Learn from JLD how to create and launch your podcast!
3) Podcasters’ Paradise: The #1 podcasting community in the world!
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