Freddy Freundlich, also known as Rabbi Freddy, is the renowned author of The Art Of The One-Call Close and has spent well over thirty years perfecting the art of the one-call close.

In this episode of The Salesman Podcast, Freddy shares what we need to do to close a sale… before we’ve even completed a sales presentation.

Resources:

Freddy on LinkedIn

RabbiFreddy.com

Book: THE ART OF THE ONE CALL CLOSE: A sale of five or five million, learn how to walk in and walk out with the real deal!

Sales School presentation structure

Transcript

Will Barron:

Coming up on today’s episode of the Salesman podcast.

 

Freddy Freundlich:

There’s an acronym, which I learned unfortunately much later on in my career, which is WIIFM. This is probably the most important message I can give over to your audience, Will. It stands for What’s In It For Me. Sales is a profession, which in my opinion is the most important profession in the world bar none, but it has really the worst name. No mother says when her baby is born, “I hope my son or daughter grows up to be a salesman.”

 

Will Barron:

Hello, sales nation. My name is well Baron. I’m the host of the Salesman podcast. The world’s most downloaded B2B sales show. On today’s show, we’ve got an incredible episode. We have Freddy Freundlich. He’s the author of The Art Of The One Call Close, which you can find on Amazon. And on today’s show, we’re getting into how you can close the sale before you’ve even done your sales presentation. I know that seems like a massive claim, but it’s all explained in this episode. And so with that, let’s jump right into it.

 

Should Salespeople Be Trying to Close a Sale Before They Do a Presentation? · [01:19]

 

Will Barron:

Today we’re going to get into, amongst other things, and I’m sure this is all going to go down a particular funnel, which the audience will become aware of as we go down this funnel, but we’re going to talk about how we can close a sale before we even do a presentation to the potential customer. Now, that sounds pretty crazy, right? But I think we’re on the same wavelength that we should be trying to close the sale before the presentation. Right?

 

“There’s an acronym, which I learned, unfortunately much later on in my career, which is WIIFM. This is probably the most important message I can give over to your audience, Will. It stands for, What’s In It For Me.” – Freddy Freundlich · [01:46] 

 

Freddy Freundlich:

Definitely. One of the things I’ve learned in sales is that pretty much whatever you think you know about sales, throw out the window. There’s an acronym, which I learned, unfortunately much later on in my career, which is WIIFM. This is probably the most important message I can give over to your audience, Will. It stands for What’s In It For Me. And that is a gene, which I personally believe that God instilled in us. Everybody has this gene called WIIFM. And the reason why I am on your show today, bottom line is, because I believe there’s something in it from me. You are hosting me because you believe there’s something in it for you. There’s nothing wrong with that.