The 10x Sales Method

Most people fall into two categories when selling:?

• The first and most common is the ‘absolutely zero plan group’, with no idea how to sell anything and no direction. This group gets very little sales.
• The second are those who learned the ABCs of selling (always be closing) and are super aggressive. They make more sales but have high buyer’s remorse.?

The first group doesn’t ask, refuses to create a structure, and therefore can’t figure out the best way to encourage more sales. Group two creates resentful customers because they don’t understand that people aren't oblivious when you are always trying to push a sale on them. It causes them to bottle up and withhold valuable information you need to close the deal.?

Both of these sales methods will get you nowhere real fast for your company. Let me tell you of one that will instead 10x your sales and give you happy customers.?

The CLOSER Script

My favorite sales method comes courtesy of Alex Hormozi. His method is simple: the CLOSER script. The steps are:

• Clarify why they are here
• Label what problem they have
• Overview their past pain
• Sell your vacation
• Explain away their concerns?
• Reinforce their decision to buy

Let’s break it down.

Clarify

Before you sell, you need to clarify who your customers are and what they want. You need to clarify why they wanted to talk to you in the first place. This will help you both see if their being a customer of yours will be mutually beneficial.?

In my fitness studios, I ask anyone who walks in what brought them in. I need to get to the root, their why. Here’s what I ask:

• Why is fitness important to you now?
• Have you been a part of a gym before?
• What was that experience like for you?

You want to get to the meat of the issue so you both can have clarity on the solution.

Label

Next, you need to label their pain point: what are they struggling with?

Give it a name and communicate it with them. If they disagree with you, then you need to go back to clarifying until you agree. This is crucial because if you don’t label it correctly then it won’t be clear what they need (which may or may not be your product/service).

At my gyms, most clients label their problems as needing to lose weight. That allows us to explain the benefits of our gym and how it will solve their communicated pain point.

Overview

After you label the problem, you need to overview their past pain.?

Overviewing gets them to share what their emotions have been through the past on this topic. This can look like bad gym memberships, poor customer experiences, terrible products, etc. That gives you tools to work with to either say,?

• "What you're looking for is something different than what we do.”?
• Or, “We are the best fit for you because you won’t experience that pain here with us.”

Doing this allows both of you to realize what the customer needs, which leads to less buyer's remorse.?

Sell

Now it’s time to sell the vacation.?

You do this by pointing to what problems they will solve with your business, and how much better their life will be when they are no longer dealing with the labeled pain point. It’s not the process of getting there, it's the destination.?

Let’s use the gym again: it would be asking a lead how much better their life would be if they lost 120lbs they said they wanted to lose by working out at our gym. How much better would they feel??

Have them picture it by asking. They will sell it to themselves.?

Explain

Here’s the hard part: you've sold everything and they bring up objections to buying today.

Objections come down to three main ones:?

• Too expensive
• I can't afford this now
• I want to think about it/let me talk to so and so

Here’s how you tackle these concerns.?

• Price: be direct. Ask about their expectations, address how your price is best/better than the competition by what they’ll receive
• Not now: offer to offset their payment date for later when they can afford it
• Time to think: ask them what they are still concerned about. People need more information, not time, to make decisions

Reinforce

You’ve explained away their concerns, they agree to buy, you now have a customer. Great!

But here’s what most businesses miss: making the sale is one thing, but if you can keep them for a long time, a customer kept is way less expensive than a customer bought. You do this through reinforcement, encouraging them that they made the right decision. Ideally, 24-48 hours after the purchase.?

You can do this easily by:

• Sending them a thank-you or small gift card
• Scheduling a 15-minute one-on-one before their workout
• Following up with them on their experience and answering any questions they have

This ensures your customers have a more positive view of you by showing that you care about them, which most of the competition does not. New customers are expensive, but keeping customers is not.?

I promise, that if you follow this CLOSER script, your customers will be happier, stick around longer, and be more plentiful than they were before.

(p.s., if you want to fast track your business growth to $1 Million, take advantage of my Million Dollar Blueprint).