4d • General discussion
Part 4: Close the Sale
Most sales calls fall apart at the close.
Not because your prospect doesn’t want it.
But because you make the decision *harder*.
Here’s what I mean:
You’ve done an awesome demo|call.
You’ve shifted their beliefs.
They see the value.
They want what you’re selling.
And then you say… (like a chump)
“So… what do you think?”
And now they’re sitting there…
Thinking about their credit card balance.
Their spouse.
Whether this is “the right time.”
Translation: you just made them shift to their analytical brain!
And now they’re gonna rely on logic to decide!
And humans?
We’re terrible at that.
That’s why we stay stuck.
So…
Let me show you how to make the decision *easy*.
It’s called the IVQ Formula.
**I = Investment**
Never say “cost” or “price.”
It’s an investment.
Because that’s what it’s called when they put money into something and get more back.
“The investment to get started is $3,000.”
See how that frames it differently?
Then you immediately chase that phrase with…
**V = Value**
Don’t let that number sit there naked.
Transition like a pro.
“The investment is $3,000… which gets you a complete client-getting system that runs 24/7, bringing you qualified prospects on autopilot.”
Now that number has context.
It’s tied to the call.
It’s the outcome they want.
You nailed it!
**Q = Qualifier**
This is where you take the pressure OFF AND…
Make them qualify themselves
Here’s the psychology:
Your offer can’t be a fit for everyone…
That subtracts from its value.
You’re gonna gain more confidence to close by stating who is NOT a fit…
And they are gonna close themselves by protecting their own status…
Something like this:
“Now… this won’t work for everyone, it’s requires a few things for it to work.
If you have a small team, if your reviews are below 4 stars, or if you don’t offer financing…
Probably not a fit.
But if you offer _____, and can offer same day appointments…
We can blow you up.”
You just made them *want* to be in the “right fit” group.
Psychology.
Fancy, right?
Then…
**The Two Buckets Close**
I was tired of stumbling through the end of a call that felt like a high-pressure close…
So one day (on the fly) I whipped out this bad boy and man did it work!
“So at this point, most people fall into one of two buckets:
Bucket one: ‘I need to think about it’
Bucket two: ‘What are the next steps?’
Which bucket are you in?”
That’s it.
You’re not asking them to make some huge decision.
You’re just asking which bucket they’re in.
And if they say bucket one?
Cool.
You have a whole separate conversation for that.
(Maybe I’ll share that in another post.)
But if they say bucket two…
(Most say “2”)
You move to fulfillment details.
Simple.
Natural.
No weird silence.
No “so… should I send you the contract?”
Just two buckets.
Most of you are overthinking the close.
You’re trying to “overcome objections” and “build urgency.”
Meanwhile…
You could just make the decision easier.
Frame the investment.
Show the value.
Qualify them.
Two buckets.
Done.
So…
Here’s where we are:
…Ive written 4 different posts detailing this process.
…You could go and write a script today with this and start making money.
But there’s are two pro-level ingredients you might want to refine…
1) How do you get ONLY qualified prospects onto these calls?
Like getting 1-2 appointments bookings daily for as low as $50 bucks.
2) You need an offer that is so good that it won’t matter if you suck at sales.
Comment “MONEY” if you want 2026 to be the year you start controlling your income.
Your move.
Sam
P.S. I figured out how to do all of this about 6 years ago…
But it’s just been the last two where I really figured out how to duplicate it in any niche.
And it’s awesome.
It’s awesome to see “over-thinkers” make $9,000 in one day.
It’s awesome to see “funnel hackers” finally get an offer that “bites” (ina good way).
It’s awesome to see “do everything” agencies follow a formula and quite their 9-5.
It’s awesome.
2026 is gonna be awesome.
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Part 4: Close the Sale
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