Primero se diagnostica el problema y se valida la solución antes de presentar cualquier oferta

You are never, ever in a position to sell your product or service before you have actually done a diagnosis. And therefore, what it is that you're trying to do is you want to sell like a doctor sells. All they are trying to do is to diagnose what the problem is, how long it's been persisting so that they can then write a prescription What you must do is you must splinter off some of what it is that you sell and start to actually write a bit of that prescription live on the call. And you're actually doing some kind of analysis live on the call and proving to people that you can help them by…

Learn 97% of Sales in 52 Minutes · 2026 · comprobar

Entonces bueno, la idea es partir preguntando, hola, buenas tardes, te estás comunicando con Clínica Central, cuéntame cuál es tu problema. Entonces ahí la idea es tratar de sacar la mayor información posible, onda, ¿hace cuánto eh tiene los síntomas? Interesarte realmente en la dolencia de tu paciente y le vais preguntando, oye, ¿cuáles son los síntomas? Los chiquillos que trabajan en la clínica eh nosotros le hacemos entre comillas una suerte de clase eh clase como de patologías para que ellos también estén muy preparados para que la gente poder responder a la gente. algún examen…

De Kine Empleado a Ecommercero y Dueño de su Propia Clínica - Gonzalo Sanhueza - E67 · 2025 · comprobar

Una vez que tienes esta fase de conexión, tú quieres enmarcar la conversación porque tú no puedes de repente empezar a preguntar y que la persona eh se sienta como Perdona, ¿por qué me preguntas Yo quiero saber lo que haces, ¿no? En toda llamada es eh se enfrentan dos cosas, las expectativas del comprador y las de el y las de y las de el vendedor, ¿no? ¿El comprador qué quiere? Recibir la información de lo que tú offres. ¿El vendedor qué quiere? Cerrar la venta. Yo si no aclaro esto al principio, muy probablemente la persona se pueda sentir molesta. Entonces, tú le tienes que decir oye, mira…

El Mejor Closer de Latinoamérica - Álvaro Menéndez - E30 · 2025 · comprobar

Is that you make the subject, the prospect feel like it's their idea. He's like, you don't sell them. You make them feel like they sold themselves. But some of the questions are what are known within psychology as deep questions. And a deep question is something that asks me about my values or my beliefs or my experiences. And once you're having that real conversation, that's when people are engaged and they start to sell themselves, right? Then you can ask the deep question, like, tell me what's bugging you about your marketing right now. Like, what's the thing that's driving you crazy? And…

The #1 Communication Book Everyone Needs to Read in 2026 with Charles Duhigg · 2025 · comprobar

Because the sale isn't closed in the close. It's actually closed in the discovery. then that prospect automatically assumes that you have the answer to their problem And then if you're able to articulate their problem better than the prospect can themselves, they automatically assume that you have the solution Because the perfect salesperson barely speaks. They spend 80% of the time simply listening to what the prospect is saying. And the key thing that you must understand here is that no specific objection handle makes up for a bad diagnosis. Therefore, all of your attachments should simply…

Learn 97% of Sales in 52 Minutes · 2026 · comprobar

Pero a partir de ahí, una vez que tengo la información, yo puedo hacer una venta, pero de ahí no voy directamente a venderte mi oferta, lo que mi servicio. Lo que tengo enamorarte es de la solución. Tengo que decirte mira, para tú logres pasar de aquí a aquí, tienes que seguir esta estrategia, lo que llamamos el pitch de venta. Hay una manera de contarlo que es muy persuasiva y que le hace a la persona sentido, pero te estoy contando tus pasos para tener éxito independientemente de mí. Aunque no me contrates, tú tienes que hacer esto. Entonces, cuando la persona está vendida de la solución y…

El Mejor Closer de Latinoamérica - Álvaro Menéndez - E30 · 2025 · comprobar

Entonces, aquí va tu pitch de venta, que el venta es una cosa que tú creas, diseñas específicamente para cada una de las ofertas. El Discovery es muy parecido en todas, el cierre también, pero el pitch es una cosa que hay diseñar para cada empresa, para cada oferta en concreto. Y como tiene gran dos grandes partes, una llamamos el puente. El puente es como los pasos que te van a hacer ti tener éxito El mecanismo único de ventas, ¿correcto? No Tú O sea, problema Tú has hecho esto antes y no te ha funcionado por esto y lo otro. Por eso lo que hay hacer es esto otro y va a funcionar por esto y…

El Mejor Closer de Latinoamérica - Álvaro Menéndez - E30 · 2025 · comprobar

the nitty-gritty of the story let me just walk you through the steps in the diagnostic process first is we like to have some sort of pre-sale questionnaire which the purpose of that is to get more information that arms the salesperson so they know who they're talking to what their pains are but from the sales perspective for them they also increase their awareness of the problem second is we get their information in their credit card which is key and I'll explain why uh third is we want to understand what the current situation is where are you at today then we have your desired state so where…

10x Revenue with 1 New Sales Process (You Can Steal It) · 2024 · comprobar

clarifying why they're there right it's like what made you come in today what made you reach out what's your goal right now why is that important to you right okay helping me understand what right this is one where someone in the beginning like you have to hit this because if someone says like you know i just wanted to find out more information you're like cool but why like what did you want the information to solve what was the like i'm sure you don't just go around collecting information all day right like there's something you're trying to get out of this what's the problem and then they…

I Taught 116+ Salesmen My Closing Framework · 2021 · comprobar

what have you tried so far to accomplish that how this is what we call the pain cycle it's a four-step process what have you tried so far to accomplish this how long did you do that for how long ago had that worked for you what else have you tried right so we just do that cycle until they're like oh yeah that's it now that you think about it i've tried everything under the sun like i can't imagine what that's felt like wow right it's not your fault you're so close you're six inches away right and i think you've had this one thing which i'm about to show in a second we could be able to help…

30 Minutes of sales training that will explode your business in 2022 · 2022 · comprobar

that's probably a really key point i just want to drive home here is that when you have your pitch part it shouldn't be longer than three minutes like tops because no one really gives a [ __ ] and at the end of the day the reason they're gonna buy is gonna be because of how understood they feel so how much when you went through that overview of the pain you were able to restate back to them accurately exactly how they felt and the struggles they are experiencing which is why you need to shut the [ __ ] up when they're talking

I Taught 116+ Salesmen My Closing Framework · 2021 · comprobar

of the big mistakes i'm sure mike talks about a lot which is you need to sit in the pain if someone does not clarify why they need a solution you do not ask for the sale if they're if we just say hey you know what what brought you here today i just want to find out more information okay cool so you know let me tell you about the program like that's not we didn't get the [ __ ] like we don't know why they're there we don't know what their goals are like one of the things drives me nuts about my team sometimes is i'm like dude we're eight minutes in the conversation i was like i don't know how…

I Taught 116+ Salesmen My Closing Framework · 2021 · comprobar

you're having that real conversation, that's when people are engaged and they start to sell themselves, right? Then you can ask the deep question, like, tell me, tell me what's bugging you about your marketing right now? Like, what's the thing that's driving you crazy? And now they're starting to describe their problem to you. And you say like, well, have you thought about, have you thought about this solution that we're, we're experts in now they're convincing themselves that this is the right answer.

How to Become a Supercommunicator (Ask These Questions) · 2026 · comprobar

can cure it after that we overview the past right so it's like what have you tried so far to accomplish this how long did you do it for how long ago how did that work for you what else have you tried we call this the pain cycle right we consistently do this over and over again so we've exhausted all options right at that point we have tons of ammo that we can use later in the clothes which i'm sure you're aware of

I Taught 116+ Salesmen My Closing Framework · 2021 · comprobar

how do you get to people where they really live real conversations I mean just real learning and um and so I was entering the dialogue that was already happening in their brains which is you know neuromarketing and neurosales 101 so if I can meet them where they're at and nope it was like let's be in the dialogue and let's stay in the dialogue to build the trust and Rapport which is you have to build the trust and Rapport first and if you build the trust and

Ep. 333: Training Your Brain and Scaling Your Business with John Assaraf · 2023 · comprobar

Tú no quieres de repente que esté contando los objetivos y problemas decirle ah, perfecto, tengo un curso para ti, mira. Y le cuentas, no. Tú quieres que la persona Primero trasladarle la certeza de que tú le puedes ayudar. Y que venderle, pero que te pida él la venta sin que se sienta vendido.

El Mejor Closer de Latinoamérica - Álvaro Menéndez - E30 · 2025 · comprobar

two label them with a problem we can't cure cancer unless they admit that they have it right has anyone had that situation like i just wanted to find out more information you ever had that right well it's like well i'm assuming you're not hopping on sales calls all day just running for fine information is there a problem you're trying to solve oh you're fat got it all right boom see that's a problem we can solve it after

30 Minutes of sales training that will explode your business in 2022 · 2022 · comprobar

that we overview the past right so it's like what have you tried so far to accomplish this how long did you do it for how long ago how did that work for you what else have you tried we call this the pain cycle right we consistently do this over and over getting to we've exhausted all options

How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE) · 2024 · comprobar

to like what are we going to do spend the whole the whole time fact finding before I can actually make a recommendation around something well that's such a waste of time for you and me because I know what I'm looking for and it's going to be really inefficient for you to exchange it via VIA verbal and I can just click around and find out what I need to do especially if you're looking at it from an external way in to like okay why are prospects not converting well I don't need to talk to you I should look at what somebody who doesn't talk to you would see so that I can make the recomendations…

This Idea Will Make Your Business Unstoppable · 2024 · comprobar

what did you not like rather than picking apart the things they did and then them be like I actually really like that about that other thing lost the sale

How to Sell Better than 99% Of People (4 HOUR ULTIMATE GUIDE) · 2024 · comprobar

years of life of all the experiences, good and bad, that they had prior to me. What I needed to do in that moment was get them to buy. And then I could spend the rest of my time trying to do the real education stuff. And so I wanted to simply align with where they were coming from to get them to make the sale. And so that was why I started asking, what have you done before? What did you like? What did you not like? Rather than picking apart the things they did. And then them be like, I actually really liked that about that other thing. Lost the sale. Only takes a few times of doing that to be…

Sales Was Hard Until I Understood These 9 Concepts · 2024 · comprobar

I'm a big believer in like, just provide value. I think stories and narratives are really powerful here. Frameworks, things like that. And then basically at the end, I think just having like, if today was valuable, do you mind if I just tell you a little bit more about what we do? Okay. Sure. And then you're talking 15 minutes, stack and close.

If I Wanted To Scale A Service Business In 2026, Here's What I'd Do · 2026 · comprobar

one of the triaa so here's a little psychology for you as counterintuitive as this seems a prospect believes almost nothing about what you said say in almost everything that they say and so the goal is not to tell them they're a good fit the goal is to ask them questions so that they then say I think I'm a good fit for this or yeah that makes sense that's how you can get them you breadcrumb them to The Logical solution which is that they should buy fit for the program now we're not going to tell them that that they're a good fit for the program we're going have them make that decision but in…

After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster · 2024 · comprobar

nada en esa sesión lo que nosotros hacemos Es como un diagnóstico primero de Bueno vamos a ver esta persona qué es lo que quiere En qué punto está Cuáles son los cuellos de boa que tiene qué le falta para llegar a su meta y luego le hacemos un plan de acción que le permite a la persona llegar a su meta si la

VENDE MILLONES DE DÓLARES CON SU CONSULTORA DE SERVICIOS HIGH TICKET - María Rodríguez - E15 · 2024 · comprobar

fueras al psicólogo el psicólogo no te va a decir al principio desde la receta va a dedicarse muchas sesiones a preguntar y entenderte y eso ya tenéis la venta hecha claro entonces la mayoría

VENDE MILLONES DE DÓLARES CON SU CONSULTORA DE SERVICIOS HIGH TICKET - María Rodríguez - E15 · 2024 · comprobar

And the reason I'm such a big proponent of pain in advertising is one, is it super compliant? Two, I have the belief that the more precisely you can articulate the pain of a prospect to that prospect and even describe it more accurately to themselves than they can articulate it, they will believe that you can help them almost better than any promise that you can make them. So if you're like, hey, did Sally say this yesterday? Did you have this problem that showed up? And are you consistently running out of your most expensive ingredients, but then sometimes they go bad?

Building a $3,000,000 Business for a Stranger in 57 Mins · 2025 · comprobar