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Summary:
In this episode, Kayvon Kay, sales master and creator of the One Call Closer methodology, reveals the mindset difference between a salesperson and a closer. Elliot and Kayvon discuss the importance of listening, asking the right questions, and being empathetic towards a prospect’s personal pain. He’ll explain the three “C’s” – Certainty, Clarity, and Conviction – and why they are critical for closing success. Listen in to hear an expert share how to change lives by selling what you truly believe in.
Time Stamped Show Notes
- 01:00 – Introducing Kayvon, The One Call Closer, and the truth about sales and closing
[02:05] – The difference between a salesperson and a closer
- 02:35 – The world is full of salespeople who sell features and benefits, but don’t close
- 03:05 – A closer actually gets to the end transaction; the critical exchange point
[03:20] – Getting from selling to closing
- 03:30 – Kayvon specializes in high-ticket offers over the phone and creates a funnel where prospects on the phone already want what is offered
- 04:11 – People tend to be attached to the past or fear; that’s what Kayvon removes to close
[04:30] – Removing a prospect’s fear
- 04:35 – Kayvon uses a process where he doesn’t focus on the product, he focuses on them
- 04:55 – A closer speaks 20% of the time and asks the right, pain-digging questions at the right time with finesse; this guides them to the end goal
- 05:20 – People want change and need it; a closer’s duty is to identify a pain and offer a solution
- 05:55 – Closers can’t act like salespeople; this pattern-interrupt is critical when wanting a prospect to open about their pain points and needs
[06:50] – Kayvon’s experience
- 07:05 – He has two decades of experience and started at 15 years old selling shoes
- 07:50 – He has moved into the online space and is now a speaker and coach of high-ticket sales and calls
[08:20] – The struggle with talking about money and closing
- 08:30 – Most entrepreneurs struggle with financial conversations; they don’t believe they’re worth that much and don’t invest that much, either
- 10:00 – You must believe in what your selling with certainty, clarity and conviction; whatever objections you get are the ones you have also internally
- 11:19 – If you don’t have complete belief in a product, you won’t be able to sell; that energy transfers to your prospect
[12:15] – If you don’t believe in a product or service
- 12:30 – Diagnose why you don’t have certainty, clarity or conviction in what you’re selling; it could be lack of knowledge, experience, or simply non-alignment
- 12:40 – If you don’t believe in a product, don’t sell it and find something you like and believe in to sell instead
[16:15] – The first steps to becoming a closer
- 16:22 – Understand the fundamentals of closing; be in the right mindset, be prepared, be nourished, and be in the moment for every conversation
[17:50] – The question asking process while closing
- 18:00 – When you ask the right questions at the right time with finesse you control the conversation and result
- 18:55 – Ask questions for information/discovery, control, and motivation
[20:00] – The three levels of pain: Surface, financial, and personal
- 20:20 – Personal level pain is where commitment lies; if a prospect feels personal pain because of their problem, they want and need the solution you offer
- 22:00 – You can go to the personal pain when you’ve been there; that empathy helps you connect with your prospect
[23:00] – On selling something you don’t know
- 23:30 – Kayvon sold pharmaceutical products that he knew nothing about; he reframed the sale in his mind to sell with certainty, clarity, and conviction
- 23:40 – He knew he was supporting the community and felt fulfilled
[24:30] – On why business needs sales
- 24:50 – Sales are the backbone of business; without sales, businesses don’t exist
3 Key Points
- Sell what you believe in.
- To close you must have certainty, clarity, and conviction.
- Listen and ask the right questions at the right time with finesse.
Contact/Resources
- Primed Mind – Elliot’s Mindset Coaching App
- Kayvon – Kayvon’s Website
- For information about Kayvon’s live 2-day intensive email kay@kayvon.com
- Podcast Production, Editing, Show Notes & Transcript by Podcastily
