G.U.T.S. Sales Mastery: The Close Workshop

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G.U.T.S. Sales Mastery: The Close Workshop by Mind Map: G.U.T.S. Sales Mastery: The Close Workshop

1. Recap (5)

1.1. Recap of what we learned today

1.2. What's coming next

1.2.1. Bonus Workshop #1: The 4 Types of Strategies That Guarantees Your Profitability

1.2.1.1. Discover how to aggressively negotiate and structure "CASH OFFERS" for the LOWEST purchase price and best terms.

1.2.1.2. Discover how to wholesale NICE houses, in GREAT neighborhoods even with LOW equity (Lease Options - my favorite strategy)

1.2.1.3. Discover how to structure owner finance deals for maximum revenue

1.2.1.4. Discover how to convert "dead" leads and get paid for simply CONSULTING

1.2.1.5. and MUCH more

1.2.2. 2 Surprise Bonuses

1.2.2.1. NEW Bonus #1: 25 Seller Listings in YOUR Area (Week 6)

1.2.2.2. NEW Bonus #2: This is my gift to you

1.2.2.2.1. 3 Minute Success Timers (just ordered a batch)

1.2.2.2.2. Live GUTS Sales Calls

1.2.2.2.3. Sales Call Critiques

1.2.2.2.4. Roleplay with Claude (keep an eye on Facebook)

1.3. Next Steps

1.3.1. Watch the webinar again

1.3.2. Share your #1 biggest takeaway or aha moment in the Facebook group

1.3.3. Roleplay with a GUTS Accountability Partner (Practice close)

1.3.4. Make at least 5 phone calls every day

2. What you're going to learn today (2)

2.1. Discover how to create likability & trust with the seller and demonstrate empathy so you can gain their acceptance and open them up for the CLOSE

2.2. Find out the RIGHT time to present your offer and how to SATISFY the seller's needs to avoid rejection

2.3. Learn how to turn the seller into the salesperson and have THEM chase you for the deal

2.4. Discover how to use "Psychological Deal Trigger" #3 to TRIPLE close the seller and LOCK in the deal

2.5. Just like the other workshops, this is all going to be about PRACTICE. We're going to role play, practice and master the "Close" step together.

3. Intro (5)

3.1. Here's where we are and what we have coming up

3.1.1. The G.U.T.S. Method Masterclass

3.1.2. The "Agenda" Workshop

3.1.3. The "Qualification" Workshop

3.1.4. The "Close" Workshop

3.1.5. Bonus Workshop #1: The 4 Types of Strategies That Guarantees Your Profitability

3.1.6. Bonus Workshop #2: Text Your Way To Deals (with Yassin Shaar)

3.1.7. 2 Surprise Bonuses

3.1.7.1. NEW Bonus #1: 25 Seller Listings in YOUR Area (Week 6)

3.1.7.2. NEW Bonus #2: This is my gift to you

3.1.7.2.1. 3 Minute Success Timers (just ordered a batch)

3.1.7.2.2. Live GUTS Sales Calls

3.1.7.2.3. Sales Call Critiques

3.1.7.2.4. Roleplay with Claude (keep an eye on Facebook)

3.2. Catch up on homework

3.2.1. Did watch the webinar again?

3.2.2. Did you roleplay with a GUTS Accountability Partner?

3.2.3. Did you make at least 5 phone calls every day?

3.2.4. If you only do these 3 "homeworks" every week, you'll be on your way to mastering G.U.T.S.

4. Ground Rules (2)

4.1. Engage in the Facebook Group

4.1.1. Set your notifications for surprise roleplays with me

4.2. Practice. Practice. Practice.

4.3. Recording will be available after the call (we'll email it to you)

4.4. We'll be mostly role playing, so make sure you're in a quiet place

5. The Close Step (40)

5.1. Quick recap of the 3 Steps "Success Staircase"

5.1.1. Agenda (Roleplay)

5.1.1.1. Permission to Ask questions

5.1.1.2. Roadmap

5.1.1.3. You can fire me

5.1.2. Qualification (Roleplay)

5.1.2.1. Needs & Greeds

5.1.2.2. Time

5.1.2.3. Money

5.1.2.4. Authority

5.1.2.5. Character

5.1.3. Close

5.2. Why

5.2.1. Biggest mistakes amateur investors & wholesalers make

5.2.1.1. Get emotionally involved

5.2.1.2. They slip into the "child" ego state

5.2.1.2.1. Whine

5.2.1.2.2. Begging

5.2.1.2.3. I WANT

5.2.1.2.4. Abrasive

5.2.1.3. Redundancy / boring

5.2.1.4. Too many confusing offers

5.2.1.5. Tricky, obvious & manipulative closing techniques with poor thespian skills

5.2.1.6. Wrong timing / too early

5.2.2. This is where the money is made

5.2.3. Get a commitment TODAY

5.2.3.1. No tomorrow

5.2.3.2. we're in business to make money TODAY

5.2.4. We want closure / timeframe

5.2.4.1. No back and forth

5.3. What & How

5.3.1. The best time to go for the close

5.3.1.1. You've reached an emotional high point

5.3.1.1.1. Million Dollar Rule

5.3.1.2. Qualified them for the big 5

5.3.1.2.1. Needs & Greeds

5.3.1.2.2. Time

5.3.1.2.3. Money

5.3.1.2.4. Authority

5.3.1.2.5. Character

5.3.1.3. They're ready to hear your offer and give us a commitment

5.3.2. CCC

5.3.2.1. Confirm

5.3.2.1.1. Take all the information we collected in the qualification step and review/Presentation/Satisfy

5.3.2.1.2. Customize the offer / determine the strategy based on their situation

5.3.2.2. Change

5.3.2.2.1. Often price, terms or date needs to be renegotiated / modified

5.3.2.2.2. Negotiations & objections handling

5.3.2.2.3. Re-confirm

5.3.2.3. Close

5.3.2.3.1. Ask "The Question"

5.3.2.3.2. Make the prospect give it to you (Psychological Trigger)

5.3.2.3.3. Give a deadline (time value)

5.3.2.3.4. Preempt remorse

5.3.3. Followup

5.3.3.1. Claude's Secret Method

5.3.3.1.1. Notebook

5.3.3.1.2. Notepen

5.3.3.1.3. Evernote

5.3.3.2. Video Followup

5.3.3.3. Tech Close - Leverage the Video Advantage

5.3.4. Psychological Deal Triggers (A.K.A GUTS Moves) (10)

5.3.4.1. Psychological Deal Trigger #1: Micro-Commitment

5.3.4.1.1. Remind them of the commitment from the Agenda & Qualification

5.3.4.2. Psychological Deal Trigger #2: Reverse Close

5.3.4.2.1. Make them give it to you

5.3.4.3. Psychological Deal Trigger #3: Seal the Deal

5.3.4.3.1. Don't take the money/contract and run

5.3.4.3.2. Are you comfortable with this mr. prospect?

5.3.4.4. Psychological Deal Trigger #4: Redirection

5.3.4.4.1. If I give you X, Y, and Z you wouldn't want to move forward, right?

5.4. Let's now have some fun and spend the rest of the time roleplaying

5.4.1. Roleplay #1: Amateur Close v.s GUTS Close

5.4.2. Roleplay #2: I'll think about it

5.4.3. Roleplay #3: Send me your contract

5.4.4. Roleplay #4: I need to talk to my spouse

5.4.5. Roleplay #5: Ambiguous Words

5.4.5.1. Maybe, probably, should, could etc.

5.4.6. Roleplay #6: Psychological Triggers

5.4.6.1. Micro-commitment

5.4.6.2. Reverse Close

5.4.6.3. Seal the Deal

5.4.6.4. Redirection

5.4.7. Roleplay #7: Why should I work with you

5.4.8. Roleplay #8: Do you have any references?

5.4.9. Roleplay #9: Freestyle Close Roleplays (5x)