The Closer Framework breaks sales calls into seven stages: clarify the prospect's purpose, label the gap between current state and desired outcome, revisit past pain points, pitch using three pillars tailored to your product, handle objections, and reinforce the decision with clear next steps. Position yourself as a bridge, not a closer.
How to structure your sales calls like the top 1% sales teams using the Closer Framework. So C is clarify. Clarify why the person is there. L, label them with a problem. So that's label their current state, their desired state, and the gap that's stopping them from getting where they want to go. We want to position ourselves as the bridge that'll take them from where they are to where they want to go. O, overview their past pain. You overview past pain and experiences that they have tried before you. Associate with what they liked about their past. So Solutions and then disassociate with the things that they hated. Then go back to the top and ask what else and repeat this. It's called the pain cycle. S is sell the vacation. Come up with what I call a 3-pillar pitch. For example, when I sold fitness, it was fitness, nutrition, accountability. Those are the 3 pillars. When I created a script to sell leads to realtors, it was you want the leads to be timely, you want them to be exclusive, and you want to be qualified. There's always 3 that you can chunk up or chunk down to. E, explaining where their concerns— so people either blame circumstances, outside other people or avoid making the decisions themselves altogether. So here's where they're going to bring up objections and we want to answer them and then close the sale. Finally, and I added this years after teaching the FLOWS framework for a long time, is the R, which is reinforce the decision. Now, to be clear, this isn't selling your way out of a sale. Close the deal once they say yes. After it's closed, this is the handoff between the sale and when they begin. And all you have to do in this stage is make it clear what next steps will look like and then keep your promises of making sure that those exact things happen when you said they would. So people are like, man, These guys are on top of it. That's the Closer Framework. That's the overarching structure for top 1% sales teams. You can follow for more tactical business stuff.
