Medical Empires13 Nov 2024

Mastering Sales Conversations With The Closer Method - EP 111

In today's episode, I'm diving into a topic that might surprise some people: building rapport and mastering the art of communication for business success. Now, as much as I'd be happy spending days in the garage alone with a few cars, I realized early on that wouldn't cut it if I wanted to grow a business, build a team, and engage with clients. So, I threw myself into reading—a ton of books on how to connect with people and improve my communication skills. Titles like The Charisma Myth offered insights that were invaluable, especially since I'm naturally not the most conversational person. My wife, on the other hand, has always been incredible at this, remembering everything about someone she met years ago, even their dog's name. But for me, it's been a skill I had to intentionally learn, and now, starting with genuine compliments has become my go-to technique to put people at ease.

Before all the reading and training, though, I definitely leaned on those around me for help. In the early days of Genesis, I was lucky enough to have Sapphire, our first employee, who was naturally gifted in sales and conversations. While I focused on backend tasks, she was out front, building rapport with clients and making connections that were critical to our early success. Even though I've since read and learned how to train others in sales, I still focus on what I'm best at while empowering my team to excel in what they're best at. This approach of playing to our strengths has paid off, and I'd recommend it to any business owner who may not feel like an extrovert. Hire someone who loves the people aspect, and you'll be free to focus on growing your business.

Today, we're breaking down a method that's worked well for us: the CLOSER method, a structured approach I learned from Alex Hormozi's podcast. It's a step-by-step way to build genuine, long-lasting relationships with clients by truly understanding and addressing their needs. Each letter stands for a key step in the process, starting with "C" for clarify, where you hone in on the exact problem your client is facing and make sure it's something you can solve. By following this method, we've transformed how we engage with clients and made sales feel less like a pitch and more like a partnership. So, let's jump in and explore how you can apply this approach in your own business!

Welcome to The Spinoso Podcast hosted by CEO, doctor, comic book geek, and car guy, Alex Spinoso. I help people and companies grow - especially in the medical business. While my experience and expertise is in scaling all types of medical businesses to 7, 8, 9-figures or more, I can be a mentor to anyone who wants to take ownership of their lives, become a better leader at home and at work, and overcome any obstacle that stands in their way.

(0:00) - Intro

(0:30) - Mastering Sales Conversations: Introduction and Personal Background

(5:00) - Overcoming Sales Challenges and Building a Team

(6:08) - The Importance of Hiring Sales Experts

(7:30) - Explaining the Closer Method

(10:30) - Building Rapport and Labeling the Problem

(17:00) - Addressing Objections and Offering Solutions

(27:00) - Selling the Vacation, Not the Plane Ride

(30:00) - Engaging and Reinforcing the Decision

(36:30) - Final Thoughts and Key Takeaways

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(300)

How to Raise Kids With Strong Values While Building a Business - EP 313

When I interviewed for my all boys high school, I mentioned in passing that my family ate dinner together every night. I didn't think it was special. That's just what we did. Nobody got up until every...

11 Sep 8min

The Hardest Truths About Scaling a Business | Operator Standard Q&A - EP312

I got on an open forum call with a room full of operators and told them to ask me anything, business, hiring, scaling, partners, family, all of it. No script, no filter, just real questions from peopl...

9 Sep 1h 53min

I'm Old Enough to Buy Eggs (Stop Shrinking Yourself to Fit In) - EP 311

Every Halloween growing up, my dad didn't just take us trick or treating. He dressed up too, in full costumes he hand sewed himself. And this grown man would walk right up to the door next to us and s...

4 Sep 7min

How to Structure, Scale and Protect a Business From Scratch | Operator Standard Q&A - EP 310

I sat down with a room full of operators from East Tennessee and told them to throw every business question they had at me. No script, no filter. Just real questions from people actually building and ...

2 Sep 1h 19min

Your ADHD Isn't a Disorder. It's a Ferrari Engine With No Track - EP 309

When I was a kid I got diagnosed with ADD. Back then they called it something else but the story was the same. I couldn't sit still. I couldn't shut it off. My brain was going a hundred miles an hour ...

28 Aug 7min

The Warm Body Trap That's Quietly Killing Your Clinic - EP 308

Picture the Trojans, ten years into the war. Ten years of dead sons, food running low, hope running lower. Then one morning the Greek camp is gone, the ships are gone and standing at the gates is a gi...

26 Aug 20min

The One Broken Detail That Defines Your Whole Business - EP 307

I was driving with a buddy a while back and we pulled up next to a Nissan Versa. Out of nowhere he goes, how much you want to bet the rear passenger hubcap is off? I said what are you talking about. H...

14 Aug 8min

You Become What You Tolerate in Yourself - EP 306

It's 11:14 at night. You're in bed, phone in your hand. You told yourself two hours ago you'd be asleep by 10:30. You're not. You scroll one more reel, then one more. You check email even though nothi...

7 Aug 7min