In this instructional video, Raphael Djine motivates listeners by emphasizing daily self‑development as the foundation of leadership, then dives into the core of the ninth strategy in his "Top 10 Seller" series: the "assuming close" technique. He explains that a salesperson should act as if the sale is already decided, which subtly nudges the buyer toward completion. Djine illustrates the approach with concrete scenarios—a call‑center script that asks for a credit‑card number instead of asking if the prospect wants to buy, a retail setting where the salesperson prepares packaging and an invoice before the buyer even chooses, and a real‑estate walkthrough where the agent asks which house the client wants to purchase rather than if they like any of them. Across all examples, he stresses the importance of having the payment method, invoice, or contract ready, directly asking for the method of payment, and pushing the contract or receipt into the buyer’s hands to secure a signed commitment. He concludes by promising a next lesson on “buttering up” the sale for added leverage. The overall message is a confident, step‑by‑step guide to moving from discussion to a closed, paid transaction.
Chapters
Hey, my friend, I believe you are doing well. Hey, listen, man, this has been a journey, right? And I'm sure you are building yourself, you are building your business, you are building your product, and you are just developing yourself. You know, the, the— I, I will always— I will keep repeating this: leader is built every day. Every day. Any great leader out there is a person who actually builds themselves every day. And that's why I really, really congratulate Because you are doing something. You put yourself on a yearly program where you are doing something every day, even Sunday, right? It's small, but it is snowballing. It's snowballing. So congratulations. I'm just so proud of you. I'm just so proud of you. So today we will talk about closing the sale and obtain commitment. Closing the sale and obtain commitment. We still with the ten strategy of top. Seller, right? So whatever you, you know, we talk about the process all the way to close and sell and obtain commitment. Now we have what we call assuming closing, assuming that the sale is closing. Most of the time, you know, when we are selling or we are into a negotiation, the salesperson brain and mind also function based on a view of the sale. In other words, if I'm selling to you and you assume the sale, like you assume that I'm going to buy and you have that certainty that I'll buy, it plays on me. It plays on me. And most of the time, people will just align themselves with your assumption. It can go like this, just like a trained sales people on the phone, for example. So if you have a prospect on the phone and you are close, you are selling them something. For example, with my call center, when we used to book hassle goods, we used to talk to customer, go to the sales script, and when we get to the end of the sales script, we will ask questions. We would ask things to the customer like this, like, what credit card would you like to use? To book your move after we explain the whole moving process. So we assume the sale. We don't ask him, do you want to book the move? Wrong question. Okay, if I'm selling you a pair of shoes or I'm selling you my program, I'm not going to ask you when are you going to sign up. No. What I will ask you for the information to sign up. It makes a difference. That's how you get into the closing. So, in other words, let's say— let me just role-play this. Somebody walks into your shop and they want to buy one of your products, and they are looking at 2, 3 of them. By the end, they are just standing and they're looking, but just have a plastic to package whatever they choose. That's an assumption. That's That's a natural way to close a sale. You already prepared a box to put whatever one they will purchase in that box. Or you already have a plastic, really, to put whatever they buy in it. It plays— it's a psychology, and it plays in the mind of the buyer. And most of the time, they will actually follow through, even if they were not ready. So, So, again, if it's a cell phone, if it's a, you know, something that you are doing over the phone, always, always assume the sale and do the wrap-up method. It may be just have whatever, however, with the material that you use to package the sale, have the bill ready for the person. Ask the person, what method of payment are you using? Are you paying cash or are you going to pay with credit card? So you literally have to start fill up the invoice, the receipt, or you literally have to have a receipt done and have a person sign. That is a way to close the sale, wrap up the sale, and also Ask for commitment. Like, okay, sign here, we're done with this thing. Maybe let's say it's you in real estate, you show 2, 3 houses. If you keep asking people which one, if you ask, do you like it, any of this, wrong question. You're never going to close the sale. You are open. Your question is open another event negotiation again. So which one of these houses you want to go with? Completely different question. Okay, I go with this one or that one. And then you have paperwork really, and bingo. What credit card would you like to pay your deposit with, sir? Are you paying your deposit with cash or credit card? While you are wrapping up, go to the end, hit the end. So you can get commitment. Remember, if somebody doesn't reach out to their pocket, you're not closing. You close sale with the money. You close sale with the contract. Push the contract in front of the person. Show them when to— where to sign. It doesn't matter if it's a small business or, you know, you are negotiating a billion-dollar contract. You must get to the point where You push that contract in front of the person and ask for commitment. That's closing. So tomorrow we will talk about something a lot more advanced, a lot more important. You want to butter up the sale and create sale leverage. So tomorrow we will talk about that, but at least you know how to carry the client and close the sale. At the point you must close that sale. and collect the payment. All right, so I'll see you tomorrow.
