Alex Hormozi: 3 Simple Steps To Close Any Sale

Last updated: Jun 14, 2023

The video discusses the three types of statements that should come out of a salesperson's mouth when closing a deal: questions, restatements, and short stories.

This video by Alex Hormozi was published on Mar 9, 2021.
Video length: 14:14.

In this video, Alex Hormozi discusses the three types of statements that should be used when closing a sale:

questions, restatements, and short stories. He emphasizes the importance of asking leading questions to guide the potential customer to the conclusion that they should work with you, rather than trying to teach or present facts. Restatements show that you are listening and understanding their needs, while short stories can be used to explain how your program or services work.

Hormozi also discusses the difference between teaching and coaching, and the importance of breaking beliefs in order to provide value and close the sale.

  • Alex Hormozi discusses the three things to say when closing a sale: asking questions, restatements, and short stories.
  • Question-based frameworks are preferred for more complex sales, and leading questions should be asked to lead the customer to the conclusion that they should work with you.
  • Restatements mean repeating what the customer said to show that you understand and are listening, and they help build trust with the customer.
  • Short stories are used to close the deal, explain how the services work, and show how your services can solve the customer's problems.
  • Teaching and coaching are different things, and asking questions, restatements, and short stories are the only things that should come out of your mouth when selling.
  • Use pre-packaged analogies and examples to break the prospect's belief, come to an agreement with the prospect that they need to learn a certain skill or change a certain behavior, and focus on the process of achieving the result when explaining the product or service.
  • Use questions, restatements, and short stories to keep the prospect engaged, and focus on coaching based on beliefs, not explaining or tacticalizing the product or service.

3 Simple Steps To Close Any Sale - YouTube

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Introduction

  • Alex Hormozi is discussing the three things to say when closing a sale.
  • He was coaching his sales team and noticed a common mistake.
  • He explains the importance of asking questions, restatements, and short stories.
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Questions

  • Question-based frameworks are preferred for more complex sales.
  • Leading questions should be asked to lead the customer to the conclusion that they should work with you.
  • Asking questions is the only way to get someone to change their beliefs about something.
  • The person has to come to the conclusion on their own that they should work with you.
  • The higher the level of the sale, the more the person has to come to the conclusion on their own.
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Restatements

  • Restatements mean repeating what the customer said to show that you understand and are listening.
  • Restatements are not declarative statements of fact.
  • Restatements show that you are coaching, not teaching.
  • Restatements help the customer feel heard and understood.
  • Restatements help build trust with the customer.
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3 Simple Steps To Close Any Sale - YouTube

Short Stories

  • Short stories are used to close the deal.
  • Short stories explain how the services work.
  • Short stories should be used after asking questions and restating the customer's concerns.
  • Short stories should be used to show how your services can solve the customer's problems.
  • Short stories should be used to build trust with the customer.
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Closing Thoughts

  • Teaching and coaching are different things.
  • Asking questions, restatements, and short stories are the only things that should come out of your mouth when selling.
  • Providing value by questioning the customer's beliefs is more effective than giving tactical advice.
  • Short stories should be used to show how your services can help the customer.
  • Building trust with the customer is essential for closing the deal.
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Coaching Based on Beliefs

  • Most salespeople talk too much and try to teach their prospects about their product or service.
  • Prospects don't care about the details of the product or service, they care about the result they will experience.
  • The goal is to tell a story that illustrates the result the prospect will experience.
  • Use pre-packaged analogies and examples to break the prospect's belief.
  • Don't talk about the details of the product or service, focus on the result the prospect will experience.
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Agreement

  • Before explaining the product or service, come to an agreement with the prospect that they need to learn a certain skill or change a certain behavior.
  • Use questions to get the prospect to agree with you.
  • Use analogies to help the prospect understand why they need to make the change.
  • Don't talk about the details of the change, focus on the agreement that it needs to happen.
  • Use pre-packaged examples to help the prospect understand why the change is necessary.
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Iterative Process

  • When explaining the product or service, focus on the process of achieving the result, not the details of the product or service.
  • Use questions to get the prospect to agree with the process.
  • Use analogies to help the prospect understand the process.
  • Don't talk about the details of the product or service, focus on the process of achieving the result.
  • Use pre-packaged examples to help the prospect understand the process.
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Engagement

  • When a salesperson talks too much, engagement goes down.
  • Prospects don't want to hear about the details of the product or service, they want to hear about the result they will experience.
  • Use questions, restatements, and short stories to keep the prospect engaged.
  • Use pre-packaged analogies and examples to help the prospect understand the result they will experience.
  • Focus on coaching based on beliefs, not explaining or tacticalizing the product or service.
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Three Types of Statements to Close a Sale

  • The best way to make a sale is to understand the customer's needs and concerns.
  • Scripts were created to structure a conversation between someone who cares and someone who needs help.
  • A salesperson should focus on providing value to the customer and breaking their beliefs around the problem, whether they work with the salesperson or not.
  • Asking questions, restating what the customer said, and telling short stories are the three types of statements that a salesperson should use to close a sale.
  • A salesperson should not pitch the program until they believe the customer will say yes.
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How to Shift the Frame and Close the Sale

  • If a salesperson feels like they cannot close a customer, they need to shift the frame by asking challenging questions.
  • Closers ask hard questions that challenge the customer's current paradigm.
  • Before pitching the program, the customer must already be sold on working with the salesperson.
  • A sales script should only consist of questions and restatements for clarification.
  • The salesperson should only pitch the program when the customer asks how to move forward.
  • The salesperson should not be afraid to retake the frame in the conversation if the customer is commanding them around.

Watch the video on YouTube:
3 Simple Steps To Close Any Sale - YouTube

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