How I Close EVERY Sale in ONE Call (High Ticket Sales Strategy)

After thousands of sales calls and millions of dollars closed for Iman Gadzhi, I've realized the difference between a good closer and an elite closer boils down to two things: the elite closers are not using Jedi mind tricks, and more importantly, they're not wasting their time. In this video, I am going to show you exactly why most sales training is backwards and the 6-step framework that I use to close every single deal in one call. There is one simple truth that most sales training doesn't teach. The moment you end a call without a decision is the moment that you lose the deal. By the end of the sales training, you will have the exact framework that I use to double my close rate and triple my monthly calls. This is the guide that I wish I had when I first got into sales, because trust me, it was a struggle early on. Let's dive in. The process starts way before you even hop on a call, and what I'll do is share something that completely changed changed the way that I approach sales. There was this guy, Mike, at my old company, actually for Thack Nguyen. I was selling a real estate offer that was about $10,000. He was an absolute sales shark. He showed up to every single call confidently, but more than anything, he was closing at above a 60% close rate. I had to know his secret. So one day I asked him, Mike, how do you show up to every single call, but more than anything, be so consistent month after month? What he told me changed everything, and it sounds simple. He told me, Alex, sales is just a reflection of your personal life. When my personal life is going well, it allows me to come on calls confidently and close consistently. When my personal life is shit, it affects the quality of my sales calls. This did hit me hard because looking back at my sales slumps, at this point, I I was at year 4 of closing. It wasn't necessarily that I needed more sales training when I went through sales slumps. It was almost always because I wasn't staying true to myself outside of sales. I wasn't keeping my own promises that were important to me. I was skipping workouts. I wasn't spending enough time with my daughter. Here's what most people don't understand. Who you are on the call is who you are off the call. You don't need another sales script. You need to practice being a leader in your daily life. Put it this way, you can't expect to lead other people to make a decision on a sales call if you can't even lead yourself. Find your north star, commit to the things that you say you'll do, become a better listener. If you're not doing these things naturally, you can't expect to do it on calls. It is funny, as salespeople, we spend so much time speaking with prospects, getting them to commit to their own goals and to their own vision, but we can't even do it for ourselves. Prospects could smell the fakeness a mile away, and the only way they will buy from you is if they see you as a leader, but also an expert in your field. This is why the best closers in the world are just really good leaders. They are not trying to convince or manipulate. They are just guiding you to make a decision. Whether it's yes or no, you've done your job. Now that you understand why being true to yourself outside of your sales calls is so important, let's dive into the exact framework that I use to close deals consistently in one call and just wait till we get to step number 6. Step number 1, if they are not ready, get them off the call. Here is something that completely changed my perspective on calls. Hormozy says this all the time. The bigger the ask, the longer the runway. If you are selling something under $20,000 and it's taking you multiple calls, chances are you're doing something wrong. I'll start with this. When I joined Iman's team, he was a small creator. He wasn't nearly as big as he is now. In fact, I took a little bit of a risk leaving Gym Launch to join Iman's team, considering Gym Launch was a $100 million company and Iman was doing around $100K a month. Now, once again, at one point, a couple months in, Iman started blowing up. His videos were going viral, leads were pouring in, and this was the interesting thing. People would go from watching one singular video of Iman, just finding out who he was, to booking a call to purchase this product. They had zero context, zero preparation. It was just pure excitement from what they saw. I would spend 45 minutes on a sales call with these guys, build great rapport, have a great conversation, find a good pain point, pitch the product. And what they would tell me was this: Alex, this sounds great. Your verbal pitch sounded beautiful. But the thing is, I just found out who Iman was yesterday. And I don't even have a visual representation of what all this looks like. And it made sense. How could you buy something for thousands of dollars without having a true visual representation on what it is that you're buying? And this taught me something crucial. Calendar slots are precious. Listen, every call that you take with someone who isn't well-informed on the offer or product that you're selling is a wasted time slot that you could have had with a good lead. Most reps are so desperate for calls that they will take a sales call with anybody that has a pulse without proper qualifications. Bad reps are not good reps. Think of it this way, you know, let's imagine you play soccer or football, depending on what you call it, and you are practicing taking shots at a goalpost that is twice the size. Is that really worth your time or are you just taking fake practice shots? So next time you take a sales call, make sure your lead is qualified. Here's what I do differently. First thing I do on every single call is make sure the prospect watches the pre-call preparation video. And if they don't, I will kindly finally let them know, hey, let's have you watch this first and then we could have a conversation an hour from now. If you need an exact script, this is what I say. Listen, man, I love that you jumped in. Let's spend the next 5 to 10 minutes answering some questions that you have. And then what we could do, let's have you watch that video first. It'll give you a good visual representation on everything we're about to talk about, and then we can meet later today at 3:00 PM. Would that work? Now, after making sure that the prospect watches the pre-call prep video, I will also pre-qualify any red flags. For example, let's imagine I get somebody that looks rather young on a call. I will ask their age. If they are below 20, I will see if they need their parents on the call versus if I get a wife who mentions, hey, I have a husband, I will kindly ask them, what does your husband think about you moving forward and making this type of decision today? If they tell me, Alex, I'm going to have to talk to my husband after this to make sure he's okay with it, I will reschedule the meeting with the wife and the husband. Why would I waste my time on a 45-minute to a 1-hour conversation when I could reschedule them with the proper people on the call? That way I could spend that hour dialing leads and setting high-qualified appointments to my calendar. I just saved my time and put myself in a position to make more money. The key is identify these red flags early in the conversation rather than hearing them come up at minute 45 or minute 50 as an objection. Once again, spend that free hour dialing leads and setting high-quality appointments for yourself, or even do follow-up. Now step 2 is setting the frame. The first 5 minutes of your sales call determines everything. It's what sets you as the authority with the conversation, but also shows your expertise. What you're doing when you're setting frame is laying out the agenda for the conversation, and this is the exact framework that I use. Beautiful. So we have about 45 minutes here. Just so you know, I have done these calls hundreds of times. The main gist of them, I'm just going to ask you a couple questions just to see where you are now, but also where you want to go. And as long as we could help, I'll be the first person to tell you. I'll give you a good breakdown, cover any questions you have, and as long as you like what you hear, we'll get you ready to rock by the end of the call. Is that cool? This frame works perfectly for 3 reasons. Number 1, you are laying out clear expectations of how the sales call will go. Number 2 is you are framing yourself as an expert by letting them know Hey, I've done these calls hundreds of times. And number 3, you are laying the foundations of the close by letting them know, hey, as long as you like what you hear, we are going to get you started at the end of this call. Most reps either skip setting frame or they make it feel like a salesy corporate presentation, and both will kill your close rate. Sales is a rollercoaster. This is the exact way that you need to conduct the discovery section of your sales call. I kid you not, making this one small change in my my fourth year of sales took me from a 30% close rate to a nearly 60% close rate on Thak Nguyen's offer. I mentioned this earlier, I was selling an offer, a real estate offer that was nearly $10,000. And on that offer, I was speaking with rich prospects, people who had a lot of money. This roller coaster frame is the complete different way of what Gym Launch taught me on how to sell. Most reps do this backwards. Start discovery with current state struggles and end discovery with future state goals. Let's imagine you are selling a fitness offer, an offer that helps people lose weight. Side note, if you're selling a fitness offer, you've probably seen this before. They are notorious for having prospects that cry on the sales call. And reason being, it's kind of logical. You know, sometimes you're dealing with someone that's 100 pounds overweight, their husband or their wife is thinking about leaving them, or maybe they're having health issues. Now, with the framework that Gym Launch taught me, starting at current state struggles and ending at future state goals, when you're talking about their struggles, they may start crying at the start of the discovery section, and then you're essentially telling them, hey, wipe your tears. Let's talk about your future state goals. If you flip it and use the roller coaster analogy, you are going to start the conversation with their future state goals, and you are going to end the conversation with their current state struggles. Essentially, if you have a crier on this fitness offer, they will cry at the end of discovery, and then you will tell them, hey, wipe your tears, let me pitch our offer and explain how we're going to get you to that big goal. It's a complete game changer. So utilize this on your sales call. My framework is super simple. You start with an overview of why we're here on the call, You take it straight to future state goals and you end the call with their current state struggles. That way you could use the pitch as your solution that brings them back to that heightened sense of emotion. This is what puts you in the position to be one of the best closers in the industry. Where the best closers, they don't get objections, they just get questions. Step number 4, it's either a fuck yes or a Fuck no. Listen, I am sure that you have been on a sales call before where you get the dreaded, I need to think about it. It's quite interesting. If you don't want to hear, I need to think about it, you know what would be smart? To tell the prospect that you don't want to hear, you need to think about it. Now, once you get permission to proceed and get into the pitch, this is what you need to tell your prospect. It's called the yes, no, or maybe frame. And Paul Daly, shout out to you, you did show me how to structure this when I was receiving a lot of, I need to think about it. So next time you pitch, say this: Hey, Mr. Prospect, we could totally help you with XYZ problem, and I would love to break down how we're going to help you get to XYZ goal that they told you they had. Once they say okay, 100%, that is permission to proceed. Now you get into the yes, no, or maybe frame, and essentially this is what you need to tell them. Beautiful. Now, by the way, at the end of the call, I know there is typically 3 things you could say. Either Alex, hell yes, let's do this, no, which I want you to know I am 100% okay with the no. The one I do want to avoid is the, uh, let me think about it, let me talk to my dog about it, because, you know, we both know that is usually a nice way of saying no. So is it okay to keep it between either a yes or a no? This is how you kindly let the prospect know, hey, I don't want to hear I need to think about it. And you will be so surprised how many calls I've gotten to the very end and they say, Alex, I really wanted to think about it, but, you know, you told me you want a yes or no, and this feels right. So let's do it. The yes, no, or maybe frame works, but it won't save your sales calls. So you need to build a clear gap in the discovery section of your call, which is why you use the Roller Coaster Method. Step number 5, the 3-pillar pitch. Here's something I learned from Oren Klaff. People understand things better in pillars of 3. Don't try to overcomplicate your pitch by reading the Declaration of Independence. And for each pillar, I use the PFS framework, meaning problem, using the exact problem that the prospect stated they had, feature, meaning the feature of our product that will solve that problem, and solution, saying their desired outcome. Here's an example. Hey, Mr. Prospect, you remember how you told me that you couldn't get enough leads for your business? What we are going to do is run all of your marketing for you by running Facebook and Google ads that will provide an abundance of leads to your company. And what that is going to do for you is put you in the position where you're never dry on leads ever again. Problem, feature, solution. And side note with that, it is crucial to use the prospect's exact language in your pitch. If they told you that they need more leads, then don't have the first pillar of your pitch be about team building. They will buy based off what they feel like they need help with, not what you assume. They need help with. Step number 6: Assume the close. After you've pitched your product, use this 4-step framework to get the deal closed and accept payment. The key with this is to have great pace and slow yourself down when it comes to pitching the price and accepting payment. A lot of sales reps rush through this process, and what it does is scares the prospect from buying, even if you had a great call. So you need to slow yourself down, take it slow, and come from a place of understanding. This is the easiest part of your sales call to become salesy. And once again, you could have a 10 out of 10 perfect call, but if you speedrun the process of closing the prospect after pitching, you will lose a deal. Now here is the 4-step framework. Number 1 is exhaust all questions. What that means is we do not want to pitch the price until every single question that the prospect has about the product is answered. Last thing we want to do is say, hey, this is $10,000, and then the prospect starts asking you a million questions about the ins and outs of the product. So exhaust all questions. As soon as you pitch your product, end it with, hey, what questions do you have? Answer every single question until they get to the point of saying, yeah, Alex, I actually don't have any other questions. "From there, step number 2 is get alignment." The key with getting alignment is you need to bring up, "Hey, do you feel like this will help you get to XYZ goal that you told me you have?" Remind the prospect that this isn't about buying a cool product. It's about buying something that will solve their problems and reach their goals. So the exact words that I say when I want to get alignment is, "Beautiful, awesome, I'm glad you have no other questions." Let me ask you this. How do you feel on our product getting you to XYZ goal? You need a hell yes. If not, if they give you some type of wishy-washy answer, as in, uh, I think so, it might, hit them with the why. Make them explain themselves and sell them down the path of, hey, this is why I think your product will get us to our goal. After getting alignment, you move to step 3, which is price dropping. Now, whenever I price drop, I love to value stack on top of the price. Meaning if you just say, hey, this is $10,000, it hits a hell of a lot harder compared to saying, awesome. So for everything included to get you to your XYZ goal, the coaching, the program as a whole, us holding your hand throughout the process and everything included, it'll be $10,000. Value stack. Obviously I riffed what's included with that product, but based off what's in your offer, Stack that on top of the pitch before you drop the price. Remind them of what's included and how much value they're getting for the price point of your offer. The key with dropping price is as soon as you say how much it costs, sit in silence. The first one to speak loses. Gym Launch taught me this, so shout out to Alex Hormozi. The first one to speak loses. Sit in silence. Now, this is when we get to step 4. Assume the motherfucking close. Once the prospect says, uh, okay, let them know, awesome, next steps are simple. Let's get you logged in. Let's get you scheduled for your next call, and then you will be ready to rock. Is that cool? This is when either objections will come up or the prospect will follow along with you and get onboarded and give you their credit card. But this is also the point where prospects may give you objections. But I have learned the best closers don't get objections, they just get questions. But if you want me to make a video on how to master every single objection, comment below. I will say this: 99% of the time, if you receive an objection at the end of the call, it's because you didn't ask good enough questions during discovery. This is why the Roller Coaster Method will help you so much. It will build that gap and put the prospect in a position where where they need your product. You are not trying to sell it. Now you understand how to close a deal with just one conversation, but knowing it is half the battle. You need to see it in action. The real challenge is understanding how to implement it in a real-life conversation without sounding salesy or pushy. That's why I want you to watch my next video, which will be tagged below, where I show you a live call recording of me me closing a deal for Iman Gadzhi using this exact framework. And if you're serious about mastering your sales skills and being able to close at a 50 to 60% close rate, click the link in the bio and you could check out how we could work together. Thanks for watching. Once you learn to sell, you will never starve.