Alex Hormozi: 30 Minutes of sales training that will explode your business in 2022

Last updated: Jun 16, 2023

The video is about a 30-minute sales training that will help businesses explode in 2022, with three frameworks for scaling sales teams, improving conversion rates, and duplicating the sales process across salespeople in any niche.

This video by Alex Hormozi was published on Jan 21, 2022.
Video length: 31:15.

In this video, Alex Hormozi shares his sales training that can help businesses explode in 2022.

He breaks down three frameworks that he has used successfully to scale sales teams and close deals at a higher percentage. The first framework is the Closer Framework, which is a question-based framework that works for both B2C and B2B sales. Hormozi explains each step of the framework, including clarifying why the prospect is there, labeling them with a problem, explaining away their concerns, and closing the deal.

He also shares his personal experience and success with this framework.

  • Alex Hormozi shares his sales training to help businesses explode in 2022.
  • He presents three frameworks for scaling sales teams, improving conversion rates, and duplicating the sales process across salespeople in any niche.
  • The Closer Framework is a question-based framework that works for B2C and B2B sales.
  • The Conviction Framework is about controlling the tone of the conversation to build trust and rapport with the prospect.
  • The Scaling Framework is about duplicating the sales process across salespeople in any niche.
  • Framework for Gathering Intel: Four-step process for gathering intel and avoiding losing conversions on the call.
  • Sales Pitch in Under Three Minutes: Focus on getting the prospect to understand what they will experience, not how they will experience it.
  • Anecdotal Stories for Each Point: Importance of having an anecdotal story for each point in the sales pitch.
  • Selling the Vacation, Not the Plane Flight: Importance of selling the final destination, not the details of the service being sold.
  • Explaining Away Concerns: Explaining away concerns is like any human being would normally do.
  • Overcoming Decision Maker Objections: A specific process is given to overcome decision maker objections.
  • Making Decisions: Teaching people how to make a decision on the call.
  • Reinforcing the Decision: Personalized video from the CEO to reinforce the decision.

30 Minutes of sales training that will explode your business in 2022 - YouTube

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Introduction

  • Alex Hormozi is a successful entrepreneur, investor, and CEO of Acquisition.com.
  • He was invited to speak at the War Room Mastermind, a high-end program run by Ryan Dice, Perry Belcher, and Roland Fraser.
  • In this video, he shares his sales training that can help businesses explode in 2022.
  • He presents three frameworks for scaling sales teams, improving conversion rates, and duplicating the sales process across salespeople in any niche.
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The Closer Framework

  • The Closer Framework is a question-based framework that works for B2C and B2B sales, regardless of the ticket price.
  • The acronym CLOSER stands for Clarify, Label, Overcome, Explain, and Request.
  • Clarify why the prospect is there and what their goal is.
  • Label them with a problem that the business can solve.
  • Overcome any concerns or objections they may have.
  • Explain the benefits of the product or service.
  • Request the sale and transition into the onboarding process.
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The Conviction Framework

  • The Conviction Framework is about controlling the tone of the conversation to build trust and rapport with the prospect.
  • It involves using tonality, pacing, and inflection to convey confidence and conviction.
  • It is important to match the prospect's tone and pace to build rapport.
  • It is also important to use pauses and silence to create tension and anticipation.
  • The goal is to create a sense of urgency and excitement about the product or service.
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30 Minutes of sales training that will explode your business in 2022 - YouTube

The Scaling Framework

  • The Scaling Framework is about duplicating the sales process across salespeople in any niche.
  • It involves creating a standardized sales process that can be easily taught and replicated.
  • It is important to have clear metrics and KPIs to measure performance and identify areas for improvement.
  • It is also important to provide ongoing training and support to ensure that salespeople are continuously improving.
  • The goal is to create a scalable sales team that can generate consistent revenue and growth.
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Conclusion

  • Alex Hormozi's sales training can help businesses explode in 2022.
  • The Closer Framework, Conviction Framework, and Scaling Framework are three powerful tools for scaling sales teams, improving conversion rates, and duplicating the sales process across salespeople in any niche.
  • By implementing these frameworks, businesses can generate consistent revenue and growth, and achieve their goals in 2022 and beyond.
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Framework for Gathering Intel

  • Importance of hitting milestones in the sales process
  • Framework for gathering intel: pain cycle
  • Four-step process: what have you tried so far, how long did you do that for, how long ago had that worked for you, what else have you tried
  • Importance of covering all questions in the pain cycle to avoid losing conversions on the call
  • Goal of using the pain cycle framework to improve conversion rates and duplicate the sales process across salespeople in any niche
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Sales Pitch in Under Three Minutes

  • Number one mistake in sales pitch on the call is going over three minutes
  • Focus on getting the prospect to understand what they will experience, not how they will experience it
  • Three things to sell: exclusive, timely, and qualified
  • Example of selling fitness: commitment, fitness, nutrition accountability
  • Importance of having a question-based framework for scalability
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Anecdotal Stories for Each Point

  • Importance of having an anecdotal story for each point in the sales pitch
  • Example of selling fitness: using a story about motivation to watch TV to explain how the program will make working out feel like watching TV
  • Example of selling accountability: using a story about turning external accountability into an internal habit to explain how the program works
  • Importance of having salespeople know the anecdotal stories for each point in the sales pitch
  • Goal of using anecdotal stories to make the sales pitch more relatable and understandable for the prospect
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Selling the Vacation, Not the Plane Flight

  • Importance of selling the final destination, not the details of the service being sold
  • Example of selling a fitness program: selling the feeling of being fit and healthy, not the details of the program
  • Importance of always selling the same thing, regardless of the level of service being sold
  • Goal of using this approach to make the sales pitch more appealing and relatable to the prospect
  • Importance of transitioning to the sale after telling the anecdotal stories
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Explaining Away Concerns

  • Variables in a journey are the squeak, speed, and quality of the journey.
  • Multiple levels of business have the same process.
  • Explaining away concerns is like any human being would normally do.
  • Price, decision maker, and stall objections are explained away.
  • People do not understand the value you're trying to provide.
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Overcoming Decision Maker Objections

  • Decision maker objections are one of the hardest things to overcome.
  • A specific process is given to overcome decision maker objections.
  • The process involves circumventing, going over past agreements, and asking for forgiveness.
  • Relying on past agreements that are obvious and using those to project into the present.
  • Asking for forgiveness and permission.
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Making Decisions

  • People are afraid of making the wrong decision.
  • Teaching people how to make a decision on the call.
  • Variables to consider are if the product can meet your needs and if you have a greater or lower likelihood of losing weight.
  • Asking if they have access to funds or know someone who does.
  • Delaying payment to Friday and calling back if their spouse says no.
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Reinforcing the Decision

  • Personalized video from the CEO to reinforce the decision.
  • Handing off from sale to customer experience and activation is where the customer decides if they like your business.
  • Little things like personalized videos can make a big difference.
  • Customer is usually deciding whether or not they like your business in the first 48 hours after the sale.
  • How you hand off from sale to customer experience and activation is where this all happens.
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Disclosure Framework

  • The disclosure framework is the first thing to run your script through.
  • It teaches how to ask questions to get prospects to say yes.
  • It helps in improving conversion rates.
  • It is the first framework for scaling sales teams.
  • It helps in duplicating the sales process across salespeople in any niche.
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Conviction Framework

  • Anyone who believes can outperform a seasoned sales rep by learning to control their tone.
  • The concept of tone is the biggest takeaway from the book.
  • There are two dialogues happening - one logical and one emotional.
  • Words are for logical influence, and tone is for emotional influence.
  • Trick yourself into controlling your tone or train yourself into it.
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Hack for Controlling Tone

  • Conviction will correct your tone.
  • If you believe in what you sell, you will say it the right way.
  • Some sales reps crush it and then tank because they did believe, but then they saw negative feedback.
  • Lowering or raising your tone can make a significant difference in how you say things.
  • Study the best game footage when you're on a streak to replicate it more easily.
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Tactics for Teams

  • Use the best game footage to replicate success.
  • Train sales reps to control their tone.
  • Develop a level of unconscious mastery over time.
  • Use the disclosure framework to improve conversion rates.
  • Use the conviction framework to scale sales teams.
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Actions to Get Your Team to be Excellent

  • Read testimonials out loud daily in front of your sales team.
  • Fix everything you can about the product.
  • Never stop improving it so you always know what's up to date.
  • Take your head of customer support to the sales meeting to tell them what they do for customers.
  • Implement processes to get the same outcome over and over again.
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Scaling Framework

  • Use a question-based framework that follows the steps in the script.
  • Consistent daily training is the number one thing to do.
  • Train your team for 60 minutes a day, five days a week.
  • Drill obstacle overcomes for five minutes.
  • Listen to a 30-minute recording every day and review what went right and wrong.
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Duplicating the Sales Process

  • Use the Delta framework to build a 3000 person affiliate base in your physical products company.
  • Use the six C's to scale teams from little guy to lots of guys: closer sequence, consistent daily training, communication cycles, cuts, competition, and conviction.
  • Record call recordings.
  • Draw scales for talking and listening.
  • Drill obstacle overcomes for five minutes.
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Conclusion

  • Implement these frameworks to scale your sales team, improve conversion rates, and duplicate the sales process across salespeople in any niche.
  • Believe in your product and educate your team about your prospect, not just your product.
  • Take daily actions to get your team to be excellent.
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Improving Sales Performance

  • Ask better questions to improve sales performance.
  • Transition from report to question asking without sounding like a douchebag.
  • Record sales calls to study game film and train the team.
  • Provide feedback and communication cycles to improve sales performance.
  • Cut the fat and let go of salespeople who are not performing.
  • Use competition and career path to motivate salespeople.
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Section: Frameworks for Scaling Sales Teams

  • Separate outbound and inbound leads and have different teams for each, with different sets and closers, to increase efficiency and conversion rates.
  • Use a question-based framework for the closer sequence to improve sales.
  • Provide daily trainings and conviction, including reading testimonials and training on valuable sales skills.
  • Use call recordings and game footage to improve communication skills and cut underperforming team members.
  • Keep the team competitive and provide a career path for motivation and future growth.
  • Anyone can sell expensive products, even if they don't think they're good at sales, with the right frameworks and training.

Watch the video on YouTube:
30 Minutes of sales training that will explode your business in 2022 - YouTube

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