Stop Losing Sales to
"I Need to Think About It"

Why Listen

That's what I've closed in B2C sales over the last 21 years, across more than 11,000 one on one conversations. I'm not a guru reading from a script. I learned this the hard way.

In 2005 I took a sales job at a large seminar company. No training, no script, just the ability to listen and solve people's problems. It worked. I was doing well almost right away. Then a senior rep handed me his script and told me to memorize it. I did, and my sales fell off a cliff. The script wasn't me, and prospects felt it in every awkward word.

A few months in, my manager gave me an ultimatum: close your last call of the week, or you're done. I was four months from becoming a dad for the first time. I needed the income. I needed the insurance. My last prospect sat down and said, "I'm going to save you some time. I've already decided I'm not doing this." So I begged. Told him I had a baby on the way. He bought, then told me he'd be canceling.

The problem was never the prospect. It was a script built for someone else's personality. That night I threw it out and went back to being myself, with one insight: winging it wasn't a strategy either. I needed structure, just not a word for word script.

That's how the C.L.O.S.E.D Formula was born, and that one insight grew into every system I teach inside Clients & Profit. So when I say sales are lost in the conversation and not on price, I'm not guessing. I lived it.