I’m writing this to you from the co-working space in my new apartment. It’s 6.37am. Just starting to get light outside. I’m tired, but I’m filled with this deep sense of ambition, excitement and urgency. It’s giving me energy.
It’s a weird feeling but I keep coming back to one word: momentum.
When you’ve got momentum on your side, it’s like having the wind behind you. No matter how tired you are, you don’t stop running for fear that one day the wind will change direction. And it will. There will be a headwind, but right now, if you’ve got the wind behind you, keep running.
2 months left of the year. 2 months to make those Jan 01st goals come true. Get after it.
Now… time for this weeks Success Clues from my millionaire interview: The Wallpaper Effect.
Elite Sales People Vs Average Sales People
Average Salespeople: Try to convince people to buy. Elite Salespeople: Guide people to convince themselves.
Average Salespeople: Focus on features, tools, and deliverables. Elite Salespeople: Focus on transformation, outcomes, and emotion.
Average Salespeople: Get attached to the sale. Elite Salespeople: Want the sale, but don’t need it.
Average Salespeople: Talk more than they listen. Elite Salespeople: Ask questions that reveal hidden motivation and pain.
Average Salespeople: Defend objections when they appear. Elite Salespeople: Disarm objections before they surface.
As Francis Manton told me recently, “Elite salespeople don’t really sell anything. They’re masters at getting people to sell themselves.”
The best salespeople don’t push, they pull.
They create space for the buyer to realise, on their own, that saying yes is the only logical choice.
The irony? The harder you try to “convince,” the more resistance you create.
So how do you actually do that?
You use Alex Hormozi’s CLOSER framework.
Hormozi’s CLOSER Framework (Makes People Sell Themselves)
Most salespeople make $0 because they use scripts.
Francis has sold millions because he uses frameworks instead.
The best one? Alex Hormozi’s CLOSER framework.
C — Clarify the problem.
Don’t pitch. Ask.
“What made you even want to explore a solution like this in the first place?”
You can’t create urgency until they verbalise their pain.
L — Label the consequence.
Help them feel the cost of staying the same.
“What happens if this problem continues for 6 months?”
Fact: People move faster to avoid pain than to gain pleasure.
O — Overview their dream outcome.
Paint a clear emotional picture of what life looks like once the problem is solved.
“If we solved this, what would that change for you?”
Remember: You’re not selling a transformation, not a product.