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"Master the Art of Closing Deals: Proven Sales Coaching System to Skyrocket Your Success!"

  • Key Sales PrinciplesABC – Always Be Closing: Continuously guide the prospect toward a decision.

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  • SW3N – Some Will, Some Won’t, So What? Next! Keep a positive mindset and move on quick

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  • KISS – Keep It Simple, Stupid: Simplify your pitch to avoid overwhelming prospects.

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  • FUGI – Fear of Loss, Urgency, Greed, Indifference: Use these emotional triggers strategically.

The 5 Steps to a Sale

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Understand the Law of Averages

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The FUJI System for Sales

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The 5 Steps to a Sale

These steps form the foundation of a successful sales process:

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  1. Introduction (Gaining Attention):

    • Approach with confidence and a friendly demeanor.

    • Use a personalized opening line to grab attention.

    • Example: “Hi, I’m [Your Name] with [Company Name]. We specialize in helping businesses like yours save on [specific pain point]. How’s your day going?”

  2. Qualification (Building Interest):

    • Ask open-ended questions to identify needs and pain points.

    • Build rapport and show genuine interest in their challenges.

    • Example Questions:

      • “What challenges are you facing with your current provider?”

      • “How do you feel about the results you’re seeing now?”

  3. Presentation (Creating Desire):

    • Focus on benefits, not just features. Relate them to the prospect’s needs.

    • Use stories or case studies to show how your solution has worked for others.

    • Example: “One of our clients faced the same issue, and we were able to [specific solution]. Would you like to see how we can do the same for you?”

  4. Closing (Decision):

    • Use a trial close to gauge interest: “Does this sound like a solution that would work for you?”

    • Handle objections with empathy and confidence.

    • Offer options to encourage a decision: “Would you prefer Plan A or Plan B?”

  5. Follow-Up (Creating Loyalty):

    • After the sale, follow up to ensure satisfaction and maintain a relationship.

    • Example: “How’s everything going with the [product/service]? Is there anything else we can help with?”

Understand the Law of Averages

The premise is simple:

  • Every "No" brings you closer to a "Yes."

  • Sales success is predictable over time when you consistently put in the effort.

For example:

  • If you make 50 contacts and close 5 deals, your closing rate is 1 in 10.

  • To hit 10 deals, you need to double your contacts to 100.

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2. Steps to Build Your Law of Averages System

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Step 1: Set Your Goals

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  • Determine your target outcomes:

    • Number of sales per day, week, or month.

    • Revenue targets or activity benchmarks.

 

Step 2: Track Your Ratios

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Start by tracking your daily activity and results:

  • Contacts Made: The number of people you approach (calls, emails, visits).

  • Presentations Given: The number of people who engage with your full pitch.

  • Closures: The number of deals or agreements made.

 

Step 3: Calculate Your Averages

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Use your tracked data to determine:

  • Contact-to-Presentation Ratio: How many contacts it takes to schedule a presentation.

  • Presentation-to-Close Ratio: How many presentations it takes to close a sale.

  • Overall Closing Ratio: How many contacts it takes to make a sale.

For example:

  • If you contact 30 people, present to 10, and close 2, your:

    • Contact-to-Presentation Ratio is 3:1.

    • Presentation-to-Close Ratio is 5:1.

    • Overall Closing Ratio is 15:1.

 

Step 4: Multiply Your Activity

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Once you know your ratios:

  1. Reverse-engineer your goals based on averages.

    • If you need 10 sales and your closing rate is 1 in 10, you must make 100 presentations.

  2. Break it down further into manageable daily goals.

    • For 100 presentations in a month (20 business days), you’ll need 5 presentations per day.

 

Step 5: Build Consistency

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  • Dedicate specific hours each day to prospecting (e.g., "Power Hours").

  • Focus on hitting your activity benchmarks regardless of results.

  • Use tools like CRM systems to track your pipeline.

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3. How to Improve Your Averages

While the system relies on numbers, you can improve results by working smarter:

  1. Pre-Qualification: Spend more time on leads likely to convert.

  2. Better Pitches: Sharpen your skills through training and feedback.

  3. Follow-Ups: Don’t leave opportunities on the table—follow up consistently.

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The FUJI system

The FUJI system is a powerful tool used to create urgency and emotional engagement during the sales process. It focuses on leveraging psychological triggers to motivate prospects to take action. The acronym stands for:

  • F - Fear of Loss

  • U - Urgency

  • G - Greed

  • I - Indifference

 

1. Fear of Loss

People fear losing out on something valuable more than they desire gaining it. Use this principle to highlight the consequences of inaction.

  • Tactic: Emphasize what the prospect will lose if they don’t act.

    • Example: “This offer is only available until Friday, and after that, the price goes up.”

    • Example: “We only have two units left in stock, and they’re going fast.”

  • How to Implement:

    • Use limited-time offers.

    • Mention scarcity (limited availability of the product/service).

    • Highlight missed opportunities (e.g., “Most of our clients wish they had started earlier.”).

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2. Urgency

Create a sense of "now or never" to encourage immediate action. Without urgency, prospects may delay their decision.

  • Tactic: Set deadlines or limited-time offers.

    • Example: “If you sign up today, you’ll qualify for a 20% discount.”

    • Example: “This promotion ends in 24 hours. Let’s secure your spot now.”

  • How to Implement:

    • Use time-sensitive language: “Act now,” “Limited time only.”

    • Run flash sales or early-bird discounts.

    • Frame the solution as addressing an immediate need: “The sooner we start, the sooner you’ll see results.”

 

3. Greed

Tap into the desire for gain or exclusivity. Show the prospect what they stand to gain and make the offer feel irresistible.

  • Tactic: Showcase the value and exclusivity of your product/service.

    • Example: “You’ll get not just one, but three additional bonuses for signing up today.”

    • Example: “Our VIP clients get priority service and exclusive benefits.”

  • How to Implement:

    • Offer bundles, upgrades, or added perks.

    • Highlight unique features or competitive advantages.

    • Use social proof: “Our clients are already seeing incredible results.”

 

4. Indifference

People are more attracted to things they feel are valuable and not being "sold." Indifference makes you appear confident, professional, and non-pushy.

  • Tactic: Stay calm and confident, avoiding desperation.

    • Example: “We’re here to help if it’s the right fit for you, but no pressure.”

    • Example: “This might not be for everyone, but those who’ve used it see great results.”

  • How to Implement:

    • Avoid overselling or chasing the prospect.

    • Use assumptive closing: “When would you like to start?”

    • Frame your offer as exclusive and not for everyone. “We only work with businesses that align with our mission.”

 

Example of FUJI in Action

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Fear of Loss:


“Our holiday promotional package, including a custom logo and 5 branded social media templates, is only available until Friday. Don’t miss out—once it’s gone, it’s gone!”

 

Urgency:
“If we start now, we can have your branding ready before your big launch, giving you a polished look just in time to impress your audience.”

 

Greed:
“By signing up today, you’ll receive a free consultation, unlimited design revisions, and a 20% discount on your next project.”

 

Indifference:
“We understand branding is a big decision, and we’re here when you’re ready. However, with limited slots this month, I’d recommend securing your spot if you’re considering it.”

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