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The Perfect Sales Call Script

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Let’s break down every element of our high ticket sales script.

Hey everyone, Taylor Welch here, co-founder of Traffic and Funnels.

We’ve sold in a lot of different industries over the phone.

This is by far the most powerful sales script we use.

Let’s break down every element of our high ticket sales script.

Hey everyone, Taylor Welch here, co-founder of Traffic and Funnels.

We’ve sold in a lot of different industries over the phone.

This is by far the most powerful sales script we use.

Inside this Sales Script You’ll Learn:

  • WHAT NOT TO SAY
    • Demand-Killing phrases you should never, ever say to a prospect on the phone
  • THE SCRIPT
    • The 12 part script that built our $1mm+ per month business
  • SILENCE IS A WEAPON
    • How, when are where to weaponize silence in your sales call
  • STOP SENDING PROPOSALS
    • Word by word… Here's exactly what to say to take money over the phone

My Sales Closing Percentage Skyrocketed

My sales closing percentage skyrocketed when I pivoted to taking notes during calls with a paper and a pen and using this sales script.

When you remove all the distractions and sit down with a pen and paper and listen to the prospect, it forces you to sink in and empathize with the prospect.

Going Through The Sales Script

The goal is that you get into the doctor’s psychology before getting on the phone.

What I mean by this is: basic life or death. Your job is diagnosis.

Your job is not to manipulate or coerce or force anyone to make a decision that is wrong for them.

Think about when people go into a doctor’s office.

They’re going in with pain. And they want to come out with a solution.

You gotta get into that mindset on the calls.

This Sales Script Is Designed to:

  • Find out where people are hurting

  • Learn what’s causing the pain or problem

  • Make an accurate diagnosis and a prescription for them to get better.

You’re not trying to convince people to do something that they don’t want to do.

You’re simply getting on a phone call with someone who has pain.

Your job is to find out where it’s hurting, why it’s hurting, and to see whether they are a good fit.

If they are, you will prescribe your solution.

The Rules:

  • Record the call

  • Have a pen and notepad in front of you

  • Turn all devices on “Do Not Disturb” and close all browsers

  • Release all attachments to get the sale or to “YES” (if you “need” the sale you will not get it)

  • Dial the very minute the clock hits

Be Punctual.

Give someone a call the minute the clock turns the time you set to talk to them. To the second.

If it’s at 1:30, be ready to call at 1:29. The second it hits 1:30, dial the call.

When you dial right on time, people feel like you respect their time.

Let’s Walk Through the High-Ticket Sales Script

This isn’t something you are going to nail after 1 time of trying it out.

Print it out. Customize it for your market.

Watch our associated video training with this script.

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PART 1: Open

The open is all about establishing rapport.

This is where you learn some details about their lives, make them feel comfortable and put them at ease.

“Hey is this Name?”

“Name, how’s your week going?”

“Where are you from?”

“How’s the weather?”

“Awesome, if you’re ready to go we can go ahead and get started.”

PART 2: Set the Agenda

This is the part of the sales script that works where you define the roles for the rest of the conversation. 

Some people aren’t used to being in a position where they are “following” someone else. 

If you get on a call with someone who is resistant to your leading, you likely aren’t going to close them.

On every call we begin to take the lead like this:

“Let me explain quickly how today’s call will go.

I’m going to just start by asking you some questions about your business and your application, which I have here.

If it then sounds like I can help and we’re a good fit, I’ll explain what we have and how it works and everything.

Then, at the end, if it makes sense, you can make a decision whether you want to be a part of it or not.”

(Pause and wait for an “okay” or “awesome” then move forward.) 

If they try to go around your lead by asking random questions right away like:

“What webinar software do you use?” then steer them by saying: “We will get to that later.”

Then move right into the next part.

If they’re resistant to following your lead, go ahead and get off the phone.

They’re not going to be a good lead if they’re always trying to buck the system.

PART 3: Understand Why They’re Here:

“Awesome, so Name, tell me what motivated you to take the time out of your day and schedule a call with us?”

  • What do you mean by that?

  • Tell me more about that?

  • How long have you been dealing with this? 

PART 4: Understand Their Business:

  • What are you selling?

  • How are you pricing that?

  • Who is your ideal customer?

  • What problem are people facing in their business or personal life to motivate them to buy from you?

  • What is the sales process from taking people from being a stranger to a paying client?

Understanding people's business is more about making sure that the prospect understands that you understand.

If they don’t believe you understand them they won’t trust you.

That's why I include it in the sales script that works.

How would you feel if you walked into a doctor’s office and they prescribed you medicine before asking you questions and learning what is wrong with you

You wouldn’t trust that the medicine is the right solution.

You should be taking notes throughout this process.

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

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PART 5: Examine Their Pain

This part of the sales script is all about extracting their pain.

This is where you’re going to start linking up their current situation with the emotional circumstances of being stuck.

  • Do you have a process in place to get customers at will?

  • What is the normal sales process from strangers to paying clients with you?

  • Are you comfortable relying on this style of operating your business?

  • How much money are you making per month with this business right now?

This is when you start bringing the conversation towards the monetary side of things.

Later on you are going to have to anchor them to the cost of not taking action.

PART 6: What They Want

  • “Okay, great. Where do you want to grow this business in the next 12 months?”

The gap from “how much money are you making now?” and “where do you want to grow this business in the next 12 months” is the anchor.

  • “And what is your motivation for getting to $XX/mo? What’s that do for you?”

People usually always give you a surface response. “I want to make $10,000 per month.”

You have to dig deeper. It’s usually something much more impactful than that. 

Find some emotion.

This is the sales script that works for a reason.

  • “How would things be different for your business if you got to $XX/mo?”

  • “Would getting to $XX have an impact on other areas of your life?” …Tell me about that. 

PART 7: Responsibility

  • “Okay, Name, so you’re currently making $5,000/mo and you want to get to $50,000/mo?”

  • “Tell me, what’s stopping you from achieving that on your own?”

This is when they have to accept personal responsibility.

If they blame it on everyone else, that’s not a good sign of a client you want to work with.

  • “What’s holding you back from achieving XYZ?” (what they said they wanted)
     

Your goal is for them to say one of the following 3 responses:

  • Inability to do on their own

  • Wanting to do it faster

  • Wanting to follow a proven system and have guidance by somebody who has actually done it.

If it’s unclear, ask them:

“Which one of these sounds the most like you? Or is it a mixture of any of these?”

You want them to have an acceptance of responsibility that will allow them to make an investment into their life. 

Repeat things back to them and make sure you get it right.

Say: 

“Name, I just have a couple more questions, then we’re going to switch gears. Okay?”

  • “Awesome. So you’re making $____ per month now. Why not just say where you are?”

  • “Okay, is this affecting any other areas of your life?”

  • “Okay, and when are you wanting to fix this?”

If they say “I want to make a change in 3 months.”

Then I would politely end the conversation and ask them to call you back in 3 months.

Don’t lead them to the close at that point.

PART 8: Acknowledge The Gap

“Okay Name, well I can definitely help with that. Would you like me to tell you about what I do?” 

Then go into the close.

PART 9: Close

“Well our area of expertise is helping service providers, coaches & consultants (use whichever is relevant to your business) get clients coming to them, at will, and on demand.”

We typically work with people who need more clients, need more dependability of income, and need more control over the money they make and the time they work.

I help them to automate their client acquisition and deliver great products and services while working less time.” 

Keep this brief.

This is the sales script that works when followed properly.

PART 10: State Your Offer

Wait for the prospect to ask you how they can work with you or what you have to offer.

“How does it work?”

“We take clients for about 10 weeks, and we take them through our 4-pillar client acquisition system, it’s called the ClientKit™ Workshop.”

It’s broken up very simply and step by step and we really build this all with you, your High Ticket Package, your Feeder Funnel, How To Sell your package on the phone, and using Paid Traffic to get leads and clients on demand from your system.

So the focus really is getting you to mastery at selling one thing, then build the system around that to get you consistent, steady leads and clients and you should have leads and applications coming in the door within 15 – 20 days if you follow the system.” 

***SHUT UP****

What happens here is the tables turn upside down. 

You no longer are asking questions.

The prospect has to ask you to tell them more about it.

PART 11: Take The Objections / Money

**ONLY when they ask for the price:

“Well, the investment for the workshop and for everything you’ve told me today you really want to fix – is just $____.”

SILENCE – do not cave in, you must remain silent. Look for one of the following:

  • “What’s the next step?”

  • “Okay, well what’s next?”

  • “Okay how do we get started?” 

  • “Okay let’s do it!”

“Awesome! We can get started right now if you want.”

Then SILENCE. This is a powerful part because people are used to “being sold to.” 

Don’t respond to anything except the questions they have.

They’ll ask questions to look for a way out of making a commitment. 

They’ll ask “How do we do that?” or “How does payment work?” etc.

“We can do a credit card right over the phone if you want. You want to use Visa or Mastercard?” 

When you stay silent, they sell themselves through your answers to their questions.

Sometimes people will have to talk to their spouses about it. That’s ok.

The silence makes this the sales script that works so well.

OBJECTIONS:

Objection:

“How much time do I have to decide?”

Response:

“Is there something in particular you need to think about that we can discuss right now?”

Other Objections:

  • “I just need time to find the money and look over my finances.”

  • “I just don’t make decisions on the spot.”

  • “I just need to check with my partner or spouse.”

Responses:

“Okay great. When specifically will you be talking with your partner or spouse?”

“When will you be looking over your finances?”

“When will you be sitting down to think about it?”

“Perfect, so you’ll have spoken with your spouse (etc.) by noon eastern tomorrow?”

“Awesome, I just friended you on Facebook, just reach out to me there and get enrolled by noon tomorrow and I’ll hold those savings for you until then.” 

This Is The Perfect Sales Call Script.

Learn more about becoming an inbound closer here.

To your success,

-T 

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

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Live Sales Role Play with Taylor Welch

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This live sales role play with Taylor Welch tackles the common sales objection.

“I want to think about it”

Watch the video and read the article below where we break it down.

This is a sales role play with Taylor Welch.

“I want to think about it.”

Prospect:
Yeah, it sounds really, really good. I know I want to do this. Um, I, I just need to think about it. I just need to, I need like a wheat to, to think about it. 

Taylor:
Think about what?

Prospect:
This is a lot of money and in this market that I'm in (the Hungarian market).. I've never invested this much money before. 

So I, and honestly, I have to look at my finances. I know that this is something that I'll want to do, but I just have to, I got to think about this. Can I just think about this? Can I get back to you? Like in like a week?

Taylor:
No. (Pause.)

Prospect:
No? So the offer is off the table after this?

Taylor:
Not necessarily. 

Prospect:
Okay. So I can think about it?

Taylor:
What do you want to think about? Let me ask you some questions. How long have you been in business?

Prospect:
A year 

Taylor:
And is your income where you want it to be? 

Prospect:
No.

Taylor:
Okay. And do you think your beliefs have anything to do with why your income is not where it needs to be? 

Prospect:
I can see…

Taylor:
Yes or no. I can see it as not an answer. Yes or no. What do you think? 

Prospect:
Yes. 

Taylor:
Do you think you doing the wrong things has anything to do with your income being where it's at? 

Prospect:
Yes. 

Taylor:
Do you think maybe not doing the right things has anything to do with your income not being where you want it to be?

Prospect:
I guess I can see where you're going here. 

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Taylor:
I doubt that, but just let me get into your psychology for a minute. Okay?
What's your monthly income? 

Prospect:
Okay. 5 grand.

Taylor:
And what do you need it to be?

Prospect:
I want to jump in and bake 10K with you guys.

Taylor:
Okay. That's a concern.

Prospect:
Why is that a concern? 

Taylor:
Because even at 10K you would be one of the lowest earning clients in our portfolio. 

Prospect:
I'd love to make more. That's where I see reasonably, realistically, that I can really get to.

Taylor:
Realistic based on what? Your one year experience of doing it the wrong way and not knowing the right things to do? Help me out here, man. I'm trying to make you some money, but if you want to make a 10K dude, go stay on the side of the street with a poster. 

Prospect:
Let's be realistic here. Okay. So what's your “realistic?” What do you see as possible? 

Taylor:
Well, the guy that I work for does over 10K an hour. So I don't think that there is necessarily an upper limit just because you live in Hungary. 

Prospect:
Yeah. This is a lot of money.

Taylor:
Let's just tackle that real fast. All right?

Prospect:
Okay.

Taylor:
If you can't work for the next 50 years and you have $9,800 that you can live on for the next 50 years in your retirement, is that a lot of money?

Prospect:
$9,800 for the next 50 years? No. 

Taylor:
So what's the belief thing right now going on with “that's a lot of money?”

Prospect:
I mean, it's more money than I've ever paid anybody ever.

Taylor:
Yes, but you make 5K a month. The reason that’s a lot of money to you is because you don't make any money. So you have to get to a place where you can truthfully make an accurate, realistic decision. Not an emotional decision. Because $9,800 is not a lot of money.

We're talking about 9,800. At worst case scenario, we double your income. So you invest 10K for 20K. That's the worst case scenario. You would be the poorest client we have at that. So we want to hopefully raise your income.

Prospect:
Yes. To closer to 20 or 30, hopefully.

Taylor:
Yes. You're not going to argue with me if I raise your income?

Prospect:
No. 

Taylor:
Do you want to think about it? Because I know that's a lot of money I'm trying to make you… (joke) You want to think about it, make sure that 300K a year is good enough? Not too much?

Prospect:
No that’s really good enough. And I'm sure my future self would just totally do that, but that's not where I'm at right now.

Taylor:
You're always going to be where you're at right now. If you always think the way that you think right now, you will never get to where your future self is supposed to be. If you cannot think that way, your future self should think I've done this a thousand times.

I know the game. And right now you're basically validating that you deserve where you're at. Unless you can kind of jump over that, that gap. I don't want to make you make a decision right now. 

You can think about it if you want, but you really need to think about it from a place of where you want to be. Not from where you are right now. So we have a process for people who want to think about it. You still want to think about it?

Prospect:
Yeah, can you give me 24 hours? 

Taylor:
Not a week, 24 hours? How about 12? You get in and Taylor's like, Hey man, say this. Are you going to say give me 24 hours before I say that and make money? Be real with me. 

Prospect:
No. I mean, if Taylor told me, I think that would be a little different… 

Taylor:
You want me to get Taylor on the phone right now? (laugh) Yeah, you can have, you can have 24 hours. It's a deposit. I'm going to take a deposit from you. It's refundable. I'm not going to allow you to let your fear run your decisions for you. Does that make sense?

Prospect:
You’re not going to allow me to let my fear make my decisions for me. Yeah. 

Taylor:
If you want to make decisions based on fear, get out of here, man. Like, I don't want to put you in CK. Taylor will “murder” you. All right. So you can put in a deposit. It's refundable. If you're like, “man, I can't sleep. This is not the right thing. My intuition says no, no, no.” 

Then we'll refund it. It's not a big deal for us. This is for you. My life does not change whether you do this or not, your life changes based on your decision.

Prospect:
Okay. That, that makes sense for me. I can do that. 

Taylor:
Any questions?

[End of sales role play with Taylor Welch]

Baller.

Then you just take the deposit. 

But you have to fix the belief because the belief is that 10K is a lot of money.

It's not. And then you have to fix the pattern of them making decisions based on fear.

People want to understand it first, but the things that they understand is the reason that they're broke.

Click here to learn more about becoming an Inbound Closer.

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

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Is It Worth It To Become A Certified Inbound Closer?

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Is it worth it to become a certified Inbound Closer?

Let’s answer that with the stories of 2 women, Cheyana and Taylor.

Meet Cheyana.

“I’m going to be really honest and a little vulnerable with you. I didn't think it was possible for me to bring in some good financial security into my home…

I kinda threw in the towel a few years ago. I have been an entrepreneur. I've worked the corporate ladder. I've been into helping people better their lives and their companies for a long time…

At the end of it all I thought… ‘ok, i'm back to zero again… Do I have the energy to figure this next phase out??' Actually… I didn't. But, those were my thoughts… That wasn't me. Those were my thoughts that needed to be killed…

It was not until I found Taylor, Blake and the wonderful people who put together the Inbound Closing program, and started listening to the endless amount of training and content and it really resonated with me. 

I was like, ‘Holy! Maybe this is something I actually can do. It makes total sense… And it feels right! And I can do it from my house… And I can make my own schedule… And I can travel… And I can make some good money… And I can feel good about myself!'

I went for it.

I listened to the program and the list of hours doing these walks with my baby on my back. I just absorbed it. When I had a moment, I would write down in my notes what I learned. That continued for a few weeks…

Then one day I thought… ‘I'm going to try to get my first gig.'

And I did!!

I landed an incredible job. I've closed two so far and we are only a week and a half in and I made $1000 from my bedroom floor, because that is the only piece of privacy we have in the house right now during quarantine. 

So if you are sitting on the fence, break down that crappy belief system that it is never going to happen. If this aligns with you, resonates with you… Please jump in and there is an ABUNDANCE of opportunity. And, you are doing good work.

It ONLY works if you are doing GOOD WORK.” 

~Cheyana, member of the Inbound Closer Program by The SalesMentor™

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

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Meet Taylor.

“Hi guys, I just wanted to talk about how Inbound Closer helped me find gigs!

This program, I would have never dreamt that would EVER be closing deals that would give me a $21,000 commission. With the knowledge of this program, going through it, and being so detailed in my notes. making certain I was getting everything out of it, I was able to land 2 different clients within 2-3 weeks of the program.

I finished the program within 2-weeks, dove in, and started looking for clients. I found 2 clients and one of those opportunities was cold-calling, but it gave me such great experience with being on the phone, because I never had that before. During this cold-calling experience, I was selling medical equipment and was able to land a $21,000 commission. That was HUGE! 

With the other client, an Inbound Closing position that was short-term, I was able to make 1 sale per day selling small-business plans for the business relief aid that was going on during COVID-19. I made a commission between $300-$800 per day. Although it was a short-term gig, I made a TON of money during this pandemic.

I did not expect to make this much money, but I did it because of this program. I learned so much valuable information. With a background in Psychology, I was really able to apply that. 

I encourage ANYONE who is doubting this program who is on the fence and not sure it works… IT WORKS! 

I have made tons of money doing this and going to continue building and branding myself, and putting myself out there. That is the main thing, putting yourself out there and taking that leap of faith. I think everyone should, because this is INVALUABLE information. You will not find this in another program. Take that leap of faith and you all will do great things, just like I have. This is JUST THE BEGINNING!

I thank Taylor Welch, Eli Wilde, Blake Wyatt and all the admins for helping me achieve this. Thank you for really helping me change my life and make it something that I never thought it could be. 

Definitely invest in this program!”

~Taylor, member of the Inbound Closer Program

Is it worth it to become a certified inbound closer? Let the results speak for themselves.

Click here to learn more about becoming an Inbound Closer.

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

Play my FREE Video Training Now!Play my FREE Video Training Now!

What Is An Inbound Closer?

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What Is An Inbound Closer?

Here to answer that question is Chris Manitius, a senior advisor from The Sales Mentor.

Hi, I'm Chris Manitius and I'm actually an inbound closer. 

I am a senior advisor for The Sales Mentor. Before I was doing this, I had my own business. 

Within a few months, I changed my entire income source to doing this full-time and I've been making more money than I've ever made while doing this. And it happened quicker than I ever imagined. 

What I want to do right now is educate you on what inbound closing is. 

What Is An Inbound Closer? A Sales Professional

Basically being an inbound closer is being a sales professional, but there's some added nuance to it. 

You may think a sales professional is someone who cold calls 200 people a day and gets hung up on over and over. 

Or you may think that an inbound closer is that slimy sleazy sales person that nobody likes or wants to talk to.

That's not what this is. I’m going to use an example to demonstrate.

How Inbound Closing Works

A lot of online coaches, consultants, entrepreneurs, have front-end marketing offers that people buy every day.

An example of a front-end marketing offer could be an ad for an offer for a $50 course to help you set up your first Amazon business so that you can increase your income. 

So you buy that course via their front end marketing. 

Maybe you have a good experience with that course. You make a little bit of progress. You become what's called a “lead.” 

A Lead Gets Nurtured

And if you end up liking the front end offer, you might end up speaking with a “specialist” who might reach out to you over the phone.

A specialist is like a junior sales person. Their job is to find leads that are maybe a good fit for a higher ticket item, where the prospect could have a higher level of success and interaction with the entrepreneur or the coach who sold them the front end offer.

If the specialist feels that you're a good fit, that they can help you in a greater capacity, and that you have the finances to possibly invest in yourself, you will end up on an inbound closer’s calendar. 

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

Play my FREE Video Training Now!Play my FREE Video Training Now!

An Inbound Closer Talks to Warm Leads Only

And this is the cool thing, because gone are the days of cold calling people who don't want to talk to you. 

As an inbound closer, you are going to get warm leads that are pre-vetted from a specialist, or maybe they’ve ended up on your calendar from a webinar, or maybe they were already in a Facebook group. 

They like the entrepreneur you work with. They had a good experience with the front in marketing offer. And they want to talk to you about potentially making a bigger investment into themselves. 

Helping People Make The Best Decision For THEM

The inbound closer's job is to help that prospect or lead make the best decision for them. 

Your job, as an inbound closer is to help them work through their challenges, their limiting beliefs, anything that's holding them back from achieving what they want to achieve.

An inbound closer’s job is to help people uncover areas of their life that maybe previously were holding them back and get them to a position where they're comfortable making an investment into achieving their goals.

And if it makes sense for the prospect, your job as an inbound closer is to help that prospect make that life-changing decision and investment into themselves. 

High Ticket Program Commissions

Selling prospects into these “higher ticket programs” is where coaches, consultants and online entrepreneurs make the most of their money. 

The cost can range anywhere from $2,000 on the low end, all the way up to $100,000. 

What an Inbound Closer’s reward is for helping someone make that investment into themselves is anywhere from 10% to sometimes 40% or 50% commission on that transaction. 

A lot of money changes hands. Here’s an example.

Let's say you have a $5,000 offer to sell. You're working for a coach who offers you a 10% commission just for having an hour long conversation with someone, helping them make the best decision for them. 

Your commission on that transaction would be $500. 

You’re Not There To “Sell People”

Now the cool thing about being an inbound closer is that you're not there to sell them. 

You're there to help them make the best decision for them. 

This is a great fit for someone who naturally likes to help people, or someone who's been a coach before, or just likes coaching people. 

Anyone really who's interested in helping people make life-changing decisions and is willing to detach from the outcome, knowing that you've left the person in a better spot than they were in before.

That is what an inbound closer is!

Click here to learn more about becoming an Inbound Closer.

Learn The Wealth-Increasing Skill of Inbound Closing

Discover how this skill can make it possible to be taken “straight to the money” and how anyone can enjoy the freedom, fulfillment, and impact of any online business owner, without starting a business (no tech, capital, or set-up required)

Play my FREE Video Training Now!Play my FREE Video Training Now!

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Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.

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Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.