Master the Closers Mindset Breakthrough: Learn How to Develop a Master Closer's Mindset from Two of the World's Greatest Master Closers!

By Ben Gay and Mark Tosoni

Master "The Closers" Mindset

Learn How To Develop A Master Closer's Mindset from Two of the World's Greatest Master Closers!

Your Competition Doesn't Stand A Chance!

Master The Closers Mindset was written by two Master Closers who have not only Mastered Closing Skills but also, the Mindset!

They are Veterans with decades

• Language: English
• Publisher: BEYOND PUBLISHING
• Release date: Feb 28, 2023
• ISBN: 9781637925089

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Copyright © 2022 Mark Tosoni

Master The Closers Mindset

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Library of Congress Control Number: 2022905009

ISBN: 978-1-63792-281-1

Table of Contents

Introduction

1. Why Are You In Sales To Begin With?

2. Why Questions vs. A Pitchfest?

3. Why Must Closers Be Decisive?

4. Are True Closers Hunters Or Farmers?

5. Are Closers Goal Oriented?

6. Does A Closer Need To Be Persistent?

7. Do Closers Have To Be Honest?

8. Why Must Closers Be Enthusiastic?

9. Does A Closer Have To Be A Storyteller?

10. Should A Closer Be A Challenger?

11. Is There A Connection Between Self Value And Close Rate?

12. Why Should Closers Know The Exact Value Of Their Time?

13. Do Closers Have To Love Their Prospects?

14. Does A Closer Have To Love Their Company And Industry?

15. Does A Closer Have To Love Their Product Or Service?

16. Why Must A Closer Stay Hungry?

17. Why Must Closers Be So Mentally Flexible?

18. Why Must Closers Be Prepared?

19. Why Must Closers Have A System?

20. Why Must Closers Be Committed?

21. What Would It Take For A CloserTo Be An Investor?

Books by Mark Tosoni

Dedication

Iwould like to dedicate this book to the bravest souls in the business world: Commissioned Sales Professionals .

Anyone who has walked this path knows the mental toughness required to deal with the jungle we navigate daily. Yet, with the correct skill and Mindset - along with the correct deployment strategy - Success Is Inevitable.

I’m ecstatic that God has called me to Inspire, Educate, Impact and Motivate Commission Sales Professionals to reach their Highest Potential, and I’ve been doing just that since I heard the call way back in a seminar room in 1994. I am one of you, I admire you and I am here to serve you at the highest level that I can find within my being.

Sincerely,

Mark Tosoni

Introduction

It was in the early 90’s that I entered the alarm systems business. I had the unique opportunity of partnering with my mentor. My mentor Mike was really good at telemarketing and the plan was that I would run and close those leads in one day. And so my training began and Mike took me out on a lot of leads. Lead after lead demo after demo Mike closed them all, 25 in a row to be precise (granted a few cancelled). He made this look so easy, my confidence was up and I to was to become a closer. Mike used to tell me all the time that he was the best closer on the planet, till this day I believe he is the best I’ve ever worked with personally.

So now it was my turn and I began running leads, lead after lead, demo after demo I was missing the deal repeatedly. I was 11 demos in and still hadn’t had my first sale. I knew the mechanics of the demo, the products were incredible, I was good with people but still, no deals! It was my 12th lead and I remember it like it was yesterday, it was in a small Massachusetts town, the house sat on a lake, and on my way to that appointment something shifted. I made a decision, a Real Decision, a Succeed Or Die type decision that today was my day and I wasn’t leaving that home without a sale. I got to the house Lombardi time, - which was 10 minutes early - I approached the door, got in and proceeded with the warm up. This time I had a big warm up, longer than usual it went on for like an hour. I then went through the demo and when they objected I followed the system I was taught by Mike and called for assistance, he gave me some assistance and I finally closed my first in home deal in one day. I left that house that day excited, The Rocky theme was playing in my head, this was big and I knew I could master this game.

Well I knew I could Master This Game, what I didn’t know is it would take so long. I’m six months into my partnership with my mentor Mike and one day he calls me in the office. Mike was very direct, he says,

Look you’re not pulling it off and we either need to part ways or you have to take less money and I need to know by tomorrow what direction you’re headed.

I was devastated personally and went hoe that night and beat up my punching bags, one was a heavy bag the other a karate bag.

I let go of some anger and called a few friends for advice. My friends were all of the opinion that I should move on and do my own thing, I digested it and reflected. After contemplation and reflection I went in the next day and told my mentor I was staying and I’d take less money!

Have you ever made a vow with yourself? Well that day I did and that vow was that no one would ever question the value I bring to the table again and I would shove my success so far up Mikes rear side he would never forget. I began studying, listening to cassettes and tapes, going to seminars and ironically, studying Ben Gays III The Closers every night. I learned how to create closes from reading and applying what I learned in The Closers to my industry. I was about to have a huge turnaround!

Truth be told Mike was right that day, I wasn’t giving it my everything and he wasn’t having it, he held me to a very high standard and was relentless about us getting to where we were going. Over the next year we grew that company to over eight million a year in sales on a $3200 dollar average sale, with monitoring agreements at $25 dollars a month and, a five year contract. I was only 26 years old at the time and within the next two years we were certified millionaires! My big take away was about what I call "Real Decisions". You might notice that any time in life we make real decisions we succeed. When we don’t, we perform mediocre at best.

The premise of what Mastering The Closers Mindset is about will be a series of Mindset adjustments and distinctions that can, and will, take you to your promised land of your career as a closer as they have for me and so many others.

A year after all that success in my 20’s we managed to sabotage our multimillion dollar enterprise and sell it for pennies on the dollar (You will hear more about this throughout these pages). This was perhaps one of the most heartbreaking events I’ve gone through in this life and it left me obsessed with three questions.

Number 1) What the heck just happened? How did we have such a meteoric rise and fall?

Number 2) How the heck do I get it all back and a whole lot more?

Number 3) What do I need to do and who do I need to become to prevent this from ever happening to me again for the rest of my life?

It’s been my obsession with these questions that has led This Closer to get it all back, and a whole lot more. It was the distinctions in this valley I went through where I learned how to permanently solve my issue with becoming wealthy using Closing Sales In Homes in one day as my foundational skill and superpower.

What an amazing serendipity that I was introduced to the living sales legend Ben Gay III by my good friend Harrison Klien. We actually did an interview with Ben and we got to know each other. And typically, closers like other closers even though their all rallying for that top alpha position.

I had just finished one of my other books titled "The No Close Close, Skyrocket Your Sales With The Ultimate Three Step Sell Without Selling Formula and I was considering who I wanted to do the forward when I reached out to Ben. He agreed and when that conversation ended he invited me to co-author the next book in "The Closers Series". This was a really amazing honor considering Ben literally saved my sales career two and a half decades earlier through his work. It was a big yes for me in being part of history in The Closers Series of books. We played around with a few ideas and decided it would be a book about the Mindset required to be a true closer and now it is unfolding in the page you are reading.

You will discover many small hinge distinctions throughout these pages as you have through out all "The Closers" books. In fact, it was W. Clement Stone who said,

Big doors swing on small hinges!

He was another one of my early days book mentors.

You will discover what it means to be a True Closer and how this is the most honorable craft and career one could ever engage in. There’s a lot of new school sales trainers who are critical of their old school predecessors to the point they even call Closers losers. I strongly disagree. My question is simple, just like in music or sports where would they be had the legends of the past not existed? A little respect would be appropriate for you new school critics.

Myself, I love things that are vintage that are preserved and loaded with innovation wisdom and creativity, "The Closers Series" is just that! There is so much to be learned from the past as to how to navigate moving forward in the future. For Ben Gay III, not much has changed regarding sales fundamentals and I agree. That said, a buyer today has access to more information than they did in years past which requires an even tougher Mindset and Skillset. Most Commission Sales People are always in search of the perfect strategy; the best way to do things in the sales game, and that’s a good thing. Yet please understand this little distinction that WILL take you to the next level: Mindset ENHANCES Skillset. You will need to work on both throughout your career you cannot have one without the other.

Having run my own business’s for going on three decades I’ve worked with thousands of commission sales people. Frankly I know Commission Sales People better than they know themselves. Why? Because I’ve put in my 10,000+ hours of coaching! When you do this you tend to notice small distinctions that the sales rep themselves don’t notice.

I can assure you - and I’m not alone in this idea - Mindset is the key to enhancing your Skillset that will take you to unprecedented heights in the future. It’s all about how you are thinking, feeling, believing, intending, and behaving, that is determining the results or lack thereof that you are experiencing.

It is our intention in this book to assist you in Taking Your Game To New Levels in this new economy we are in today,