Closer Composure: How to Transfer Certainty in Sales

The Tom Ferry Podcast Experience

Tom Ferry

Education, Self-improvement, Business

4.8 • 1.1K Ratings

🗓️ 3 July 2025

⏱️ 49 minutes

🔗️ Recording | iTunes | RSS

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Summary

Every real estate agent wants closer composure – that presence of calm and authority that gets people in a state of total trust and excitement. So why is it so easy to become overly salesy or passive? For that, we turn to sales expert, Eli Wilde, who has personally done over $100,000,000 in sales. Eli got his start as the all-time best salesperson for Tony Robbins. Through Tony, he learned neurolinguistic programming, identity shifting, and what it takes to achieve instinctual closer composure. In this episode of the podcast, Tom Ferry talks with Eli about: What’s taking place beneath the surface of a script How to put someone in the state of mind to buy Steps for shifting your beliefs and identity Unshakable confidence through becoming responsive instead of reactive This conversation is essential viewing for anyone who works in sales. Watch or listen to it now, follow the steps, and master the art of closer composure!

Transcript

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0:00.0	So here's the thing, entrepreneurs, leaders, salespeople.
0:05.0	We all want to create consistent, repeatable, and scalable ways to grow our business and our income.
0:10.0	And we want to do it better, faster, and more seamlessly.
0:14.0	Why?
0:15.0	So we can actually enjoy our lives, take vacations, and spend the quality time we want with the people that we love.
0:20.0	How do we do all this without spending a fortune or running ourselves ragged?
0:24.5	That's the big question, and this show is dedicated to the answer.
0:29.2	Welcome back to the podcast.
0:30.6	You probably heard of the name Tom Watson.
0:33.7	Well, Tom Watson, Sr., Thomas Watson, Sr., famously said, nothing in the world happens until a sale is made.
0:41.3	And what I know to be true is you and I always want to improve our ability to communicate effectively and ultimately cross over the finish line and make the sale.
0:51.3	So in the past, I've had Chris Voss, I've had Terry Shodine, I've had Jay Abraham, and today I want to introduce you to my friend Eli Wilde, who has done $100 million in sales, and I think you're going to learn a ton from it. So Eli, welcome to the show, man. Thank you. Thanks to the beer. Yeah, super fired up. So we were just working on a project. Eli, for the people that maybe have not been exposed to you, maybe somebody has seen you in an
1:15.1	event, right, on a stage someplace, maybe bought one of your products. Give my listener a little
1:20.4	just sort of recap. Who is Eli Wilde? And who are you as a salesperson? Well, like many of you,
1:26.6	I've gone to events seminars to get my
1:28.0	learn on and found myself 2005 at an event with a bunch of speakers, some good, some not so good,
1:34.0	and I found myself about to leave and a large presence came onto the stage and energy shifted.
1:38.7	And nowadays in sales, we're looking at the lodger, the logical deliverables and all this stuff.
1:43.6	And everybody had that
1:44.8	but this man that got on did something very different where I became completely irrational in my
1:49.1	decision making. I was so moved and I did something completely outside of my comfort zone
1:52.6	and I used all my money to sign up for an event that I had no intention of buying. Obviously
	...

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