This one I learned from Alex Hormozi. He has 3 frameworks that he uses to drive his sales process.

Framework #1: CLOSER Turn all sales scripts into a question based script that follows this process

| C | Clarify why the customer/lead are there. Use questions, such as: What made you come in today? | | --- | --- | | L | Label the problem that the customer is facing. So it sounds like ... xyz is our goal. Does that sound right? | | O | Overview the customer’s past pain What have you tried so far? How did that work for you? | | S | Sell the vacation, not the plane flight. aka sell the sizzle, not the steak. Would you like to hear how the program works? The actual pitch is only 3 minutes, keep it short. Get them to understand WHAT they’re going to experience, NOT HOW. | | E | Explain away concerns (objection response) If concern is price then show value, ie Ferari, or investment If need to confer a decision maker then work through past agreements. “What if they say no? What do you think their biggest objection would be? Sometimes it’s better to ask for forgiveness than permission” | | R | Reinforce their decision (follow up!!) After purchase, follow-up with a personalized video or memo, this is about proper hand-off from sales to customer activation. |

Framework #2: Tone & Conviction

Tone helps with conversion, HOW something is said MATTERS MORE THAN WHAT is said.

Two ways to improve tone, practice and self-confidence

  1. Practice
    1. Make sure to record and experiment
  2. Self-Confidence Tasks
    1. Way of the Wolf by Belfort
    2. Conviction Building Actions
      1. Re-read testimonials out loud daily in front of the sales team
      2. Fix everything you can about your product and never blame the customer for lack of success
      3. Never stop improving the product so you know it’s always up to date with the best and easiest solution for them.
      4. OUTWORK YOUR SELF DOUBT

Framework #3: How to Scale

Process to help scale. Educate about the prospect NOT the product, sales training is on the prospect.

Here are the 6 C’s

CLOSER Sequence Use the CLOSER framework to build out your script, make sure it’s question based.
Consistent Daily Training & Conviction Affirmation 60 min/day 5x/week
Talking: 25min Reading Script Out Load, 5min Overcoming Objections Drills
Listening: 30min Recording, what went right, what went wrong, what you’re going to do next time, (focus only on fixing or changing one thing at a time, just ONE thing)
Do this daily!
Call Recordings “Study game film”, if websites track mouse movements, then for phone calls, make sure to record. Gong app for zoom is similar.
Communication Cycles (Cadence) Talk to your sales people weekly. Help them work on their one thing. Daily training, also daily wrap-up at the end of the day, confidence booster “kiss forehead, celebrate wins”
Cuts Cut the bottom fast. If guys can’t close in the first or two weeks they’re not closing. They can leave and learn elsewhere and then come back.
Competition 6 week cycles work best for competitions. 10-15% as a group goal. 4 teams of 4, competitive and comraderies. Draft style, best with worst.

Set minor milestones along the road, this is to show a roadmap with progress.. ie 50k closed, 100k closed, etc Sales is most repetitive position in the world, something that’s changing outside helps relieve anxiety and brings focus.

Keep outbound and inbound separate, different closers and setters on each side. |