From the archive: This episode was originally recorded and published in 2022. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL’s in these archive episodes are still relevant.
Cole Gordon, founder of Closers.io, is an 8-figure sales trainer who scaled his own team to $2.5M/month in 2 years and now helps others achieve similar results.
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Guest Resource
Closers IO – Unlock the Power of Top 1% Sales Talent.
3 Value Bombs
1. The seven reasons a prospect will buy are pain, doubt, cost, desire, money, support, and trust.
2. Pain is the first thing to identify on a sales call, and the conversation focuses on solving it.
3. High-ticket closing is lucrative because it solves problems where the money exchanges hands.
Sponsors
HighLevel: The ultimate all-in-one platform for entrepreneurs, marketers, coaches, and agencies! Learn more at HighLevelFire.com!
50: Join JLD on his free ’50 days to something’ video series on YouTube and create something special in 50 days!
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.
[14:29] – A timeout to thank our sponsors!
- HighLevel: The ultimate all-in-one platform for entrepreneurs, marketers, coaches, and agencies! Learn more at HighLevelFire.com!
- 50: Join JLD on his free ’50 days to something’ video series on YouTube and create something special in 50 days!
[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.
- Closers IO – Unlock the Power of Top 1% Sales Talent.
[24:00] – Thank you to our sponsors!
- HighLevel: The ultimate all-in-one platform for entrepreneurs, marketers, coaches, and agencies! Learn more at HighLevelFire.com!
- 50: Join JLD on his free ’50 days to something’ video series on YouTube and create something special in 50 days!
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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