I walk into a place, I'm going to light it up, and they're going to be so confident by

my frequency that they're going to make $100 and only have to pay me 20.

This is Entrepreneurs, the Playbook, where each week I bring you some of the greatest athletes, celebrities, and entrepreneurs

to talk about their personal and professional playbook to success.

You have to have a lens of how much value am I bringing.

To stimulate interest, you need to know one ask in sales.

Do you know anybody that can help me?

To close, it's can you see any reason why you won't want to move forward?

There's these natural-born closer types, then you have people are just

terrible and let's just call communicators. It was very simple to ask open-ended

questions, to get alignment and emotional attachment, and then use closed-ended questions,

like a lawyer, to lead them right to the value.

When I became a student, a student of selling,

Mark Bosworth in San Diego's solution selling,

SPI ended up buying them,

solution selling changed my life.

Understanding, so after law school working at West Publishing,

yeah, early 90s.

And what I learned, and it fit right into my legal background, right, was it was very

simple to ask open-ended questions to get alignment and emotional attachment, and then

use closed-ended questions like a lawyer to

lead them right to the value so that you could answer one quick question.

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