This document provides tips and advice for becoming a master closer based on the movie "Glengarry Glen Ross." It emphasizes the importance of closing deals through persistence and belief in one's product or service. Some key points include: - To earn "coffee" or commissions, one must learn and follow the rules of becoming a closer through preparation, drilling techniques, and rehearsing closes. - It is crucial to fully believe in what you are selling and be convinced of its value to insist on the sale passionately enough to close reluctant customers. - Closing requires training hard to make it easy through practicing techniques until one can argue, disagree, and negotiate with a smile.

1. Coffee Is For Closers
Team Train Dec 26th 2015

2. Repetition is the Mother of Learning
The Father of Action
Which makes it the
Architect of Accomplishment

4. Care so much you refuse not to close.
This is beyond selling and more on the line of
purpose. …Crusaders DIE HARD
An individual will reach incredible heights in their
life if what they are doing lines up with a
purpose.
That is why you see the missions and charity
workers working tirelessly day and night to make
a difference. This is missing in sales as most
people don’t correctly and completely align
selling a product and closing a sale with some
higher purpose. At the end of the day your true
purpose will carry you through.

5. Always ask one more time!
Always circle back and persist.
This is what separates the closers from the losers, and the
big money from the average producer.
To continue to ask, persist, to figure out another way
to circle back after being told no, reposition the
negotiations and ask again is ultimately what will make
you a great closer.
This requires you have a deep arsenal of techniques
and a complete understanding of all the closes in order
for you to continue to persist.
The only way to wear out resistance is with
persistence.

7. Don’t just read them, Drill them,
Practice them,
Rehearse them.
Use them, Enjoy them,
and most important...
Prosper from them!
— Grant

9. • 100% OF YOUR INCOME
DEPENDS ON THE CLOSE!
………..Remove the C and Lose CLOSE
• Did you know that the average buyer MUST be
asked 5 times before they will buy but the
average sales person only has 3 closes.
• The Close is 20% of your time but 100% of your
income.
• Are you tired of customers thinking about it, not
making decisions and stalling?

11. Coffee is For Closers
We all know, coffee is for closers.
Glengarry Glenn Ross Movie

12. Coffee is For Closers

13. Coffee is For Closers
• Here is my take on the Alec Baldwin scene:
Like any sport, there are rules to selling,
especially when it comes to closing the sale.
So you can become a master closer and earn
that coffee, here are great rules for closing the
deal. Close or Lose a very slight difference....
One Letter in fact You are either closing or
losing.

14. Coffee is For Closers
• Until you no longer have physical reactions
you need to prepare drill and rehearse

15. Coffee is For Closers
• This failure to close happens because the sales
person (now closer) doesn’t fully believe in his
product, idea, service (or the dream) to the point,
where they will do anything to close the
customer.
You have to believe at a very deep level in order
to be in control.
Have you ever believed in something so much
and insisted so passionately that you actually
made someone do something they didn’t really
want to do? That is what I am talking about!

16. Coffee is For Closers
• You don’t have to be pushy to do this, you have to be
convinced that what you have is so incredible that you
will not allow any decision other than, “lets do this
now!”
I had a customer say to me once, “Are you pressuring
me?” I responded, sir please don’t confuse my
insistence and enthusiasm with pressure, I need your
approval here and here.
He looked at me, smiled, took the pen and closed.

18. Coffee is For Closers
Train for the most difficult
and
hope for the easiest.
Train hard close easy

19. Coffee is For Closers
The lack of commitment to practice, drill and
rehearse their sales skills
Great NEWS is it’s learned skill
It is the biggest missing ingredient in people
getting what they want in life.
This is not a skill you are born with—it
has to be developed.

20. Barriers to getting a Deal Closed:
1. Never Attempted to Close
2. Pressure Perceived as Bad
3. Unwillingness to Deal with Emotions
4. Lack of Belief in Product or Service
5. Incorrect Estimation of Effort
6. Being Reasonable
7. No Financial Plan in Place
8. Handle Objections that are only Complaints
9. Lack of Closing Material
10. Incorrect Barriers

21. Always smile.
It may sound simple, but this isn't just about your attitude, it's also
about your physical manifestation. I'm challenging you: for the
next week, practice smiling with everyone in every situation you
encounter.
Whether its passing someone on the street, making eye contact
with another driver at a red light, talking with your spouse,
engaging with your boss or co-workers- anywhere in any situation.
Do this until you are able to argue with a smile, disagree with a
smile, negotiate, overcome objections and close with a smile.
Haven't you ever noticed that very successful people are smiling
all the time? They are not smiling because they are successful
they are successful because they're smiling.
This is a million dollar tip: smile.