26d ago in Secret
C.L.O.S.E.R
Always love me a good acronym.
Check this out. It will help you close more deals.
The C.L.O.S.E.R framework stands for:
Clarify: Why is the prospect there? You need to identify what they need help with. No understanding = no sale.
Label: What’s the prospect's problem? What are they struggling with? What's not working? Then confirm you're on the same page.
Overview: What is the prospect's pain? Ask what they've done in the past. Diagnose why it didn't work. This automatically positions you as the logical solution.
Sell: Paint the vacation to your prospect. Identify the top 3 things that will help. Explain why each is important to their success. Confirm they understand why each variable is essential. (This helps them understand how you're going to actually get results.)
Explain: Explain away the prospects concerns and handle the three main objections:Blaming circumstances (Time, Money, Fit)Blaming others (Spouse, Partner, Kids, Employees)Blaming self (Avoiding the decision, extrapolating past to present)
Reinforce: Once someone has made a decision, it’s best to reaffirm their purchase to prevent buyer's remorse.
2
1 comment
C.L.O.S.E.R
skool.com/businessfundingsecrets
Discover all about the lucrative small business lending industry and how to build an extremely rewarding career as a business loan broker.
Leaderboard (30-day)
1
+4
powered by