We all know that we're not supposed to just drop a bag full of stuff in front of any of our clients and prospects - we shouldn’t be subjecting them to verbal vomit on our part. But what if the client, what if your prospect, what if the lead does that to you? What then, if you have a client who's literally a talker and they are going in deep and giving you literally their life story, what do you do then?

How do you work with that? Like what does that do to you? As a closer, are you paralyzed? Do you not know what to say? Do you sit there and listen? Do you cut them off? 

In this episode, I’m going to tell you what the right approach in such a situation would be, so stay tuned.

Key Takeaways:

• Utilizing the situation in a way that actually helps you close the sale (3:33)
• Okay to let them talk if they're on topic; a method to keep them on topic (6:28)
• Okay to cut people off in a way that’s not rude, more so when it’s off topic (6:50)
• Questions to guide the lead into delivering what you need to close the sale (7:47)
• Guiding the clients and getting them to open up about their needs (8:59)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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If you haven’t already, please rate and review the podcast on Apple Podcasts!

Do what you love and you will hate what you loved to do. Hobbies aren't careers. Find what you will love to work at and do that. Likewise, as a closer, find the product, service and guru you love.

You see, when I was building my business and as I was growing in my sales career, I was told by many people in the network marketing industry and in the sales industry: "Do what you love, and you'll never have to work a day in your life." And that's full of crap. 

That is the stupidest thing that I ever paid attention to. 

And I'm going to tell you why in this episode, so stay tuned.

Key Takeaways:

• Trysts with basketball, native American studies, fly fishing and YouTube (1:54)
• Once in sales, I was thinking: “This is too much work.” (7:37)
• It’s about finding the right industry and aligning with the right product (9:04)
• It’s also about working with the right guru and maintaining your integrity (9:55)
• I enjoyed what I was doing; the thing about doing what you love was back (10:43)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I am going to talk about why we should filter our leads. Why do we not sell to everyone? That’s a pertinent question, one that I seek to address this time.

You see, early in my sales career, I used to be stoked about talking to everybody, about giving everybody a shot to purchase what we had. Well, that worked for a little while, but at one point, I started to notice that I had begun to fall behind. My energy was dissipating. The lesson learned was vital. I’ll share it with you in this episode, so stay tuned. 

Key Takeaways:

• I was thinking, “It's an open door policy.” But there’s got to be a screen. (3:26)
• Offering the right products to the right people who are prepared (8:04)
• Focus on your core abilities, core product and finding the right people (9:37)
• Giving those, who are not prepared yet, ability to buy from you in future (11:02)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I’m going to talk about money! It’s your responsibility as a closer to verify purchase ability. Money isn't awkward, it’s everything you need in the sale. I am going to deal with what is really holding you back when it comes down to actually getting commitments and having the money conversation with your prospect.

After all, it’s important for you to know that they have the ability to buy from you - that’s a huge piece of the puzzle when it comes to closing people. I am going to give you some simple yet effective tips and tricks to get your mindset right and take it from there, so stay tuned.

Key Takeaways:

• A great conversationalist who handles the sales process well, not closing (1:59)
• If you don’t have the money conversation, you can’t craft the proper offer (6:09)
• My story: I failed the prospect, our company and myself (11:28)
• The world has really changed and people want you to be more upfront (13:16)
• You need to start talking about money with people in your family first (14:04)
• Walking prospects through why we're talking about resources (17:07)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

----

You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I am going to dwell on the fact that providing more value doesn't guarantee that you’ll close the sale. The talk features what emerged from a discussion with a coach who was killing herself trying to close sales by adding more value.

Picture this scenario: What a closer X offers is way above the value of the current cost of a product or services on offer. The closer thinks somebody wanting to jump in is going to make a purchase, but that doesn't turn out to be the case. X struggles with why people aren't closing. Is that you? If yes, I've got some sound advice, so stay tuned.

Key Takeaways:

• A coach unable to close her deals despite providing more value (2:27)
• Ferrari versus Dodge Challenger: It’s about the "perceived" value (6:06)
• Don't be stuck with a cost-value proposition spiraling in the head (8:27)
• Commitment closes sale, but it doesn't have to be on your part (10:27)
• Doing the research to understand what your offer entails (13:29)
• Building conviction and trust after you've sold a person (14:31)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In today’s episode, I’m going to share tips for creating posture in a sale so good that even an MLM will use it. Coaches who close their own sales can create authority with these tips.

Throwing up some hurdles and allowing your prospects to qualify for you does serve to make your product or service a prized item. The skills I am going to talk about are going to be ones you’ll want to write down, so stay tuned.

Key Takeaways:

• People don’t want somebody who’s on the sidelines (2:27)

• Making sure all decision-makers are on the line (4:26)

• The initial exposure - can be a quick video (5:10)

• Just telling the prospects they’ve got to qualify to work with you (6:09)

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Additional Resources:

The Legendary Closers Facebook Group

Unlock the Secrets to Closing Your Prospects

--

You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I’ll deal with what info to gather when asking questions in the pre-sale, how to eliminate objections with what we are asked, and how to use the information garnered to close the sale.

A key attribute in sales is just the ability to help people get out of their own way in order to have the things they want and need. Find out what their needs and desires are. Use their answers to help them gain the solutions that can help them better their lives. My trademark question-answer process can help you eliminate obstacles from the sale such as objections, even before they happen!

Key Takeaways:

• Crafting questions to gauge the prospects’ needs and desires (1:57)

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Additional Resources:

The Legendary Closers Facebook Group

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

How do sales people find gurus, influencers, companies and MLMs they can trust? How do you find the best opportunity as a closer, and how not to end up in a crappy sales team? In this episode, I am going to talk about the holy grail of opportunities for sales people.

If you've committed yourself to succeeding and helping your clients, you have value and you have an ability that other people just don't have - use systems to get the high pay. However shiny an opportunity may look like, do your own research. Find out things such as their audience, the price point and what people are willing to pay for the product or service.

Key Takeaways

• I found myself in a situation we called floor hopping... (2:58)

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Additional Resources:

The Legendary Closers Facebook Group

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

What to do when the CEO hates you, commissions get cut and you may lose your income? There’s no one-size-fits-all, but adaptability goes a long way - that is what I am going to teach you in this new episode.

I was on a sales team where early on in my career, the CEO actually changed the payscale midstream, cutting our commissions into a third of what we were making. His vision: "No salesperson should ever make more than a CEO." But we actually crushed it and they were writing such big cheques that they wanted to change the commission scale again!

Key Takeaways:

• “When you mess with my money, you mess with my emotions.” (1:09)

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Additional Resources:

The Legendary Closers Facebook Group

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!

It’s a trap - you get good leads, people opt in and are super-stoked about the opportunity you offer, but you are not closing sales simply because you are skipping steps. In this episode, I am going to talk about how to overcome that.

Back in the day when I was a rookie salesperson, at times, I used to feel like certain things that were part of the conversation with an average prospect, could be given a miss when it came to the good lead who was almost sold to our idea, our service. How wrong I was...

Key Takeaways:

• When you feel you failed eager prospects by not enrolling them (4:56)

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Additional Resources:

The Legendary Closers Facebook Group

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!