Most salespeople close under 50% of calls because they ask about goals instead of identity. Shift to "who do you want to become?" and watch conversion rates jump. Ian went from 20% to 56% close rate in three weeks. Bruno now closes over 90% of calls.
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If you're not able to close over 50% of the people you're talking to on your sales calls, it's because you're using the wrong leverage in your discovery. If you know anything about sales, you understand that a lot of the sales techniques out there are built on nlp, neuro linguistic programming. But what they don't teach you is that there is a pyramid. And the higher up you go on the NLP pyramid, the higher the leverage it is why most people focus on the lower ends in the pyramid. Environment, behavior, and sometimes beliefs. If you're able to tap into the highest leverage on the pyramid identity, who they're looking to become and who they are now, your sales calls become so much easier. So instead of asking them about their goals, you need to start asking them who they want to become and why. And this one small change is what helps Ian here go from 20% close rate to over 56% close rate in just three weeks. And the same switch that helped Bruno close over 90% of the people who he's talking to and make $80,000 per month. So if you want the full breakdown of how to actually sell to somebody's identity, just comment identity down below and I'll send you the exact framework to that helped me close over $8 million in deals.
