NOTE: Your preparation to close the sales is directly correlated to you actually closing the sale, follow this pre-call routine and watch your closing rate skyrocket.

Identifying the prospect

• Research the prospect (Google search them and their company)
• Reviewing their application
• Identify their buyer persona using the info provided (website, revenue, goals, problems, etc)

Get into the right mindset

• Release any emotions from the day, and put all your focus on the call and the prospect.
• Be an expert, not a salesman.
• Qualify them, not to them - You’re choosing as well as they are buying.
• The prospect has the problem, you have the solution. They booked a time to talk with you and hear from you.
• Your job is to lead them to make a great decision.
• I like myself.
• I am complete and abundant within myself. I AM ABUNDANT IN EVERYTHING. (3 things you’re grateful for)
• Come out of a place of mission and conviction, rather than commission.
• When I close I change and save their life. (Imagine the story and feeling after they call you and say that you changed their life)
• They can/will do whatever it takes if they really want it.
• Be present in the conversation, listen to understand.
• Stop focusing on closing, focus on diagnosing. Remember, you are like a doctor, diagnosing an issue before prescribing a solution.