The Three Key Questions To Close Any Sale With John Martinez

Wes Schaeffer
November 22, 2019

Problem, Impact, Picture Perfect

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Sales his whole life since 20
Climbed the corporate ladder
Built his own sales training business
It was a generic sales training
Started out “grinding” doing local events by cold-calling
He burned the ships
Did private one-hour calls with clients
Works with house-flipper type investors
Got into real estate investing by accident
He had a real estate investing client in Houston
Got a lot of traction quickly in this niche
He transitioned to online but it was still one-on-one
Didn’t lose a single client in transitioning to the group training
Charged $2,000/mo for 90 days
Many churned out after the training
Offered to do group training and pitched the benefit of it including just $5,000 for life!
Their clients got better by staying engaged longer
Led to more referrals and testimonials
This led to the live bootcamps
- Fast-paced
- Energetic
12 core courses
- Jump in at any time
- Recorded
- Start over after the 12 courses are done
Use everything at your fingertips to reach prospects
“The process is the value ad.”
If you’re sick you want the specialist vs. the general practitioner
Your questions set you apart
Problem, Impact, Picture Perfect
Final calls are just 15 minutes
90% close when they send the purchase email