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C.L.O.S.E.R Framework for Sales Success

The document outlines a framework called C.L.O.S.E.R for guiding clients through a sales process. It involves clarifying why they are there, labeling them with a problem, overviewing past fails, selling them on a solution, explaining away concerns, and reinforcing their decision.

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TARUN BHUTANI
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317 views10 pages

C.L.O.S.E.R Framework for Sales Success

The document outlines a framework called C.L.O.S.E.R for guiding clients through a sales process. It involves clarifying why they are there, labeling them with a problem, overviewing past fails, selling them on a solution, explaining away concerns, and reinforcing their decision.

Uploaded by

TARUN BHUTANI
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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The

C.L.O.S.E.R
Framework
C larify Why They Are There
L abel Them With A Problem
O verview Past Fails
S ell Them The Vacation
E xplain Away Their Concerns
R einforce Their Decision
Clarify Why They Are There
● What’s The Main Reason for Coming in Today?
● What Does That Mean to You? - Life Effects -
● What Are Your GOALS?
● Why is That Important To You? - What if not
● Why Now?
Label Them With A Problem
Recap What The They Said…
● So it Sounds Like you are dealing with XXXX
● That must be terrible (Empathise) - So your Goals Are XXXX?
● Is that Correct?......
Overview Past Fails/ Pains
Questions Sound Like….
● So what have you done to try and help this in the past?
● How Long Ago?... How long for?....
● How Did that work for you?
● What Else have you tried?

Explain how its not their fault….. Somthing was missing? the
approach? The understanding? The assessment?
Explain What is NEW - Stories / Analogies / Examples
Seed
Sell Them The Vacation

Is this what you want? - YES - This is what it is going to take - Agree on the
path
We have the path -
You choose Speed & Quality of Journey

Is this what you want? - YES - This is what it is going to take - Agree on the
path
Explain Away Their Concerns
● Dont have the money (Afford Anything not everything - poor value
perception) - Access to funds? - Payment options, Comparisons.
● Dont have the time -
● Dont make the decision? - If they said no what then? Would they object
to you becoming healthy?
● Stalls - will it meet needs?
○ - Better chance with or without us?
○ What are other options?
○ IF not now when?
● Can you afford not to?
Reinforce Their Decision
Statements Like….
● This is the beginning….
● You will not regret this decision
● Continuously reaffirming the previous messages
● This is exactly what we expect…
● Consistency is key
● Remind them of the Vaccation.
Asking Q’s & Telling Stories

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