The CLOSER framework is a sales methodology designed to guide conversations with prospects to maximize the chances of closing a sale. Here’s the full breakdown with all details and substeps:

C - Clarify Why They're There

• Goal: Understand the prospect’s motivation for engaging.
• Action: Start the conversation by asking questions that help identify the reason they are on the call or meeting.
  • Example Questions:
    • "What prompted you to hop on this call today?"
    • "What made you respond to my email/post?"
  • Purpose: Establishes rapport and puts you in a position of authority since they reached out.

L - Label With a Problem

• Goal: Identify and confirm the prospect's pain points.
• Action: After understanding why they are there, label the problem they are trying to solve.
  • Steps:
    • Paraphrase what they’ve shared to show you understand.
    • Label the issue in terms they can relate to.
  • Example:
    • "So, it sounds like you're struggling with [problem], and you're looking for a solution that does [desired outcome]. Is that right?"
  • Purpose: Helps the prospect feel heard and understood, and you can ensure that you're on the same page.

O - Overview Their Past Experiences

• Goal: Uncover what the prospect has tried before and why it didn’t work.
• Action: Explore the prospect’s history with similar solutions or attempts to solve their problem.
  • Steps:
    • Ask about previous solutions or efforts.
    • Identify what worked and what didn’t.
    • Gauge their frustration and disappointment with past experiences.
  • Example Questions:
    • "What have you tried before to address this?"
    • "What results did you see from that?"
    • "Why do you think those approaches didn’t work for you?"
  • Purpose: Builds a deeper understanding of their situation, which you can later use to contrast with your solution.

S - Sell the Vacation, Not the Plane Flight

• Goal: Focus on the benefits and end results, not just the features of the product/service.
• Action: Paint a picture of the desired future state or outcome the prospect wants.
  • Steps:
    • Highlight the ultimate benefits and end results.
    • Use vivid, emotional language to describe the outcome.
  • Example:
    • Instead of describing the features of a software, say: "Imagine being able to streamline all your operations so efficiently that you can finally focus on growing your business instead of getting bogged down in details."
  • Purpose: Shifts the conversation from technical details to emotional and aspirational outcomes, making the offer more compelling.

E - Explain Away Their Concerns

• Goal: Address objections or hesitations that may prevent the prospect from buying.
• Action: Systematically tackle any concerns they have about your offer.
  • Common Concerns to Address:
    • Specific Program Details: Address any confusion about the product/service itself.
    • Time Commitment: Clarify how time-efficient your solution is.
    • Budget/Cost: Justify the investment or offer flexible payment options.
    • Decision-Making Authority: Help them gain confidence or provide materials to share with decision-makers.
    • Fear of Making a Mistake: Provide reassurances, such as guarantees, testimonials, or trial periods.
  • Steps:
    • Ask directly: "What concerns do you have about moving forward?"
    • Use stories, case studies, or testimonials to alleviate their worries.
  • Example:
    • "I understand that this seems like a big investment, but our clients typically see a return within three months, and we have a money-back guarantee if it doesn’t work out."
  • Purpose: Helps overcome the final hurdles in the prospect’s mind, making it easier for them to say "yes."

R - Reinforce the Decision

• Goal: Ensure the prospect feels confident and excited about their decision to purchase.
• Action: Strengthen the commitment immediately after the sale is made.
  • Steps:
    • Congratulate them on making a great decision.
    • Reiterate the benefits they’ll soon experience.
    • Set clear expectations for the next steps.
  • Example:
    • "Congratulations on making a great decision! You’re going to love how this transforms [aspect of their business/life]. Here’s what will happen next..."
  • Purpose: Reduces buyer’s remorse and increases the likelihood of a long-term relationship by making the prospect feel good about their choice.

Substeps within the Framework: