How To Be A Closer -- Todd's 3-Step Process

Summary

The video script emphasizes the importance of being a 'hard closer' in sales and relationships, advocating for assertiveness without being pushy. It outlines a three-step process: recognizing the necessity of closing, distinguishing between sympathy and empathy to solve problems, and having a strong belief in the value of what you're offering. The speaker uses anecdotes to illustrate the points, highlighting the need for persistence and genuine conviction in one's offerings to achieve success in sales and personal endeavors.

Takeaways

• 😀 The importance of being a 'hard closer' in sales and personal endeavors is emphasized as a critical factor for success.
• 🔍 A surprising statistic is highlighted: most sales calls or interactions do not include an explicit request to buy, yet most sales require at least three attempts to close.
• 🙅‍♂️ The reluctance to be pushy is common, but the speaker argues that assertiveness is necessary to close deals and achieve goals.
• 🤔 The three-step process for becoming a hard closer is introduced: understanding the necessity of closing, distinguishing between sympathy and empathy, and having a strong belief in the product or oneself.
• 💡 The first step stresses the necessity of asking for what you want, as most people and situations require multiple attempts to secure a 'yes'.
• 🌐 The second step involves understanding the difference between sympathy (joining in the problem) and empathy (solving the problem), advocating for the latter.
• 💪 The third step is about having a strong belief in the value of what you're selling, whether it's a product or oneself, as this belief can influence others' decisions.
• 👥 The script uses examples from both sales and dating to illustrate the principles, showing their applicability in various aspects of life.
• 📉 A cautionary tale from Zig Ziglar is shared, illustrating the negative consequences of not being persistent enough in sales, which can lead to distrust.
• 🤝 The idea that being a hard closer is not about being pushy but about providing value and solving problems for others is reinforced.
• 🚫 The misconception that being 'nice' by not pushing for what you want is beneficial is debunked, with the argument that it can actually be a disservice.
• 💡 The final takeaway is the importance of self-belief and the obligation to be a hard closer when you genuinely believe in the value you bring to the table.

Q & A

What is considered one of the most important factors in success for sales and other endeavors?

Being a closer, specifically a hard closer, is considered one of the most important factors in success for sales and other endeavors.

Why is it important to ask for what you want, even if it might seem pushy?

It's important because most sales calls and interactions do not include an explicit request to buy or commit, yet most successful sales and relationships require asking for the order or commitment multiple times.

What is the shocking statistic mentioned about sales calls?

The shocking statistic is that in most sales calls, no one explicitly asks the customer to buy anything, yet they are there with the intent to sell.

What is the recommended approach to overcome objections in sales or dating?

The recommended approach is to ask for the order or commitment multiple times, possibly in different ways, and to present it in a way that addresses the objections or concerns raised.

What is the difference between sympathy and empathy in the context of sales and problem-solving?

Sympathy is understanding and sharing someone's situation, often to the point of giving up. Empathy is understanding the situation and actively trying to help the person solve their problem.

Why is it detrimental to adopt a sympathetic approach instead of an empathetic one?

Adopting a sympathetic approach can make the salesperson or problem-solver part of the problem, leading to giving up. An empathetic approach helps find solutions and is more likely to result in a successful outcome.

What is the importance of having a strong belief in the product or service you are selling?

Having a strong belief in the product or service conveys confidence and sincerity to the customer, which can be more persuasive than knowing all the sales techniques but lacking conviction.

What lesson can be learned from the story about Zig Ziglar and the man who wanted indoor plumbing?

The lesson is that not being a hard closer can lead to distrust. Ziglar's decision to back off made the man think that he was either lying about the value of the product or not genuinely committed to helping him make the right decision.

How does the concept of being a hard closer relate to dating and relationships?

In dating, being a hard closer means being assertive and persistent in expressing interest and desire for a relationship, which is often necessary because many people need to be asked multiple times before they agree to a relationship.

What is the potential downside of not being a hard closer in both sales and dating?

The potential downside is that by not being assertive and pushing for the sale or relationship, you may be depriving the other party of the value you can offer, and they may end up choosing someone less suitable.

Why is it crucial to believe in oneself and one's offerings in the context of being a hard closer?

Believing in oneself and one's offerings is crucial because it shows commitment and genuine care for the other party's well-being. If you believe you are a good deal or that your product offers value, you have an obligation to be a hard closer to ensure the other party receives that value.