Sales

CLOSER framework

Only 3 things should come out of your mouth in sales:

• Questions
• Restatements
• Anecdotal stories

1. Clarify why they are there

<aside> 📌 The goal is to understand why did they reach out to you.

</aside>

Questions:

• What made you come in today?
• What’s the objective?
• What are we trying to solve here?
• Why did you take the time to take the call?
• What made you reach out?
• What’s your goal right now?
• Why is that important to you?
• What are we doing here?

EXAMPLE: ”I just want to find out more information.” Cool, but why? I am sure you’re not just walking around collecting information all day. What do you need to solve? What’s bothering you? What’s the problem?

2. Label them with a problem

<aside> 📌 They have to acknowledge the problem — They have to say it. You can’t cure cancer until you admit you have it.

</aside>

Restatements:

• So it sounds like … XX is your goal, correct?
• So what I am hearing is… does that sound about right?