The 4-Step Sales Guide: The Close (3) | NICK SARAEV | Skillshare

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The 4-Step Sales Guide: The Close (3)

teacher avatar NICK SARAEV, Communication, Productivity & Tech

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Taught by industry leaders & working professionals
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Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

5 Lessons (13m)
    • 1. Introduction

    • 2. Step 4: The Close

    • 3. Wording Your Close

    • 4. The Rejection Algorithm: Steps 1 & 2

    • 5. The Rejection Algorithm: Steps 3 & 4

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About This Class

If you're looking for a practical, high-yield, no-BS approach to making more money in sales, this is the course you want.

Hi, I'm Nick. I'm a behavioral neuroscientist who's worked in sales for the last 6 years.

Let's get straight to the point. Unfortunately for you, the majority of the world has fallen for the feel-good charms of the modern sales "guru". They're successful, motivational, inspiring - and in many cases, completely backwards. 

Instead of focusing on immediately applicable techniques and practical theory, they spend their time and energy making you feel good. Making vague, ambiguous statements like "be yourself" or "believe in your product". Sound familiar?

Don't get me wrong, these look great on paper. But they don't translate into results.

They don't make you more sales.

They don't make you more money.

And they don't actually move your life forward in any real way.

All they do is get you caught up in an emotional hamster wheel that allows you to justify your lack of quantifiable progress by saying "what matters is that I'm trying!"

That's not what I believe in. I believe in numbers, and I believe in success above all else. And I think by the end of our course, you will too.


The 4-Step Sales Guide is the culmination of the idea that online courses should cut the fluff and just ​get straight to the point​. 

Me and my partner Soma have over 8 years of face-to-face and online sales experience between us, and with this course we've crammed everything we know into a single, information-packed hour. 

Some of what we say is controversial, debatable, and possibly amoral. And I'm sure we'll be hearing from some of you about it. But you can't argue with results.

Our content is simple and modern, drawing from the latest in economics, neuroscience, and evolutionary psychology. We spent countless hours testing each technique so you don't have to. In The 4-Step Sales Guide, you're going to learn the latest trends in marketing and sales today - click funnels, psychological loops, social proof, time constraints, and ​more.

I'm incredibly excited to get you on board with us. You're about to embark on one of the best decisions of your entire entrepreneurial career. 

Sound too good to be true? Check out our content for yourself.

See you inside :-).

*This is the third course in a four-part series

Meet Your Teacher

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Communication, Productivity & Tech




Hi there,


Welcome to my teaching page. I'm Nick - a productivity & body language coach with a passion for nonverbal communication, productivity, & self improvement. I've been featured on major publications like Popular Mechanics and Apple News, and I run a body language YouTube channel. All in all, I have over thirty thousand students online.


A little bit about me: I'm a body language coach & technology enthusiast with a background in behavioral neuroscience. I love helping people overcome social anxiety and bloss... See full profile

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1. Introduction: Sales is an integral component of any company, organization, or business. Many of the most successful, powerful people on the planet began in sales and the ones that took it seriously and mastered their sales skills have gone on a great companies that are now worth hundreds of millions of dollars. This class provides a complete start to finish sale system for beginners, amateurs and sales experts. That'll help you close more deals when more follow-ups and grow your business. Hey, I'm Nick, I'm a software developer by trade. And on the side I run a video production company, a YouTube channel, and a blog where I talk about sales tips and techniques. I spent the bulk of my life working in sales and over the last few years, I built a consistent sales pipeline to maximize the odds of success. This is the last class in a three-part series. Previously you learned how to build a strong effective hook to when customer attention and keep them engaged with the rest of your pitch. You also learned how to build strong relationships with key prospects to decrease their resistance to closing and improve the chances of future deals. In this class, I'm going to show you guys how to close. You're going to learn what the closes, how to word it confidently to assume the sale, and what to do if the prospect rejects your guy's initial attempt to close. I'll also teach you an in-depth four-step rejection formula that you guys can use multiple times to ensure way closer to a finalized deal. I'm a huge fan of sales in general, and I'm incredibly passionate about helping people improve both their skills and their sales income. And if that sounds like something you guys want to do, Let's get started. I'll see you soon. 2. Step 4: The Close: Hey there, So we're nearing the formal end of the course. We've now talked about how to set up your pre-sale game for success, how to craft an enticing hook, and how to structure the process of building rapport. But we're missing one crucial step, and that step is the close. Now you're close is the Moneymaker. It's what seals the deal. Every single moment you've spent in hooking your customer, pitching your product, building rapport, all that has been leading up to this one incredibly important step. And if you get a script that close, then basically all that time is more or less been for nothing. So what we're gonna do is make sure you get it right. Something that most people probably don't understand about the close is that the customer will barely ever say yes the first time you push for it, your sales Anonymous, those probably very surprising. Now the majority of the time when he does try and close, you will get rejected. This obviously varies based on the specific type of sale you're doing, right? Face to face is often different than cold calling. Working at a Best Buy, for example, is going to be different than selling on the street. But the general principle is solid. You should never, ever expect a close the first time around. To illustrate that point, my very first job in US 15 was the local carnival. I was a salesperson for one of the gambling games there and I'd pull people in and do my thing and something like 90% everybody initially pulled them, would say no when I tried to close. But because the carnival was relatively small and they'd walk by four or five more times before they laughed, I would usually get several opportunities to reclose them like 10, 20, and 30 minutes later. And I usually ended up closing other three out of 10, meaning I more than tripled my clothes right? Just by persevering and trying to close again, this module isn't actually about trying to get a yes the first time around. It's going to deal with what to do when they eventually say no. Because really if a person says yes, your job as a salesperson is done, you swipe the card, you're good to go. But if they say no, your job is just beginning, you now have to turn that no into a yes. And having the skill to do so is the line in the sand that separates the excellent salesperson from the mediocre one in sales and no isn't the same as I'm never buying your products. All no means is not yet the process of turning a no into a yes won't work every single time, but it will work quite frequently, way more often the most people expect. And just like we did with the empathy statements and the 50, 50 rule, we're going to come up with a really simple formula. You guys can follow that as 90 percent of the work for you. But right before that, the first thing we're gonna do in this module is we're going to learn how to word your clothes effectively, and I'll do that in the next class. See you there. 3. Wording Your Close: In the last lesson, we talked a little bit about what the close was and why it takes perseverance to succeed. This lesson is on how to word or frame your clothes. And it'll be short because there's only really one or two things to keep in mind. If you guys think back to the 50, 50 rule, I mentioned an analogy where the sales interaction isn't like you're over here and there, over there, and you guys are going to go and face-to-face at it. It's more like you're over here, they're over here. You're both on the same side and you're working towards a common goal. Now, I want you guys to take that mindset and try applying it to the close. Generally speaking, you should almost never ask a prospect or customer to buy your product outright. You should instead assume that they already want to buy your products and start from there. A good example, successful salespeople almost never say stuff like, would you like to buy my vacuum cleaner for $499? Instead? Most of them are going to say stuff like grapes. So let's get you on board. The difference between the first and the second is that the first is asking for their permission to buy the product. But asking for permission is kind of the opposite of everything we've been building in this course. It puts you in a lower spot on that hierarchy. It's not very confident, isn't really evolve and emotional roller coaster and it generally doesn't work. Asking them to buy your product is like a huge red stoplight to our customer. It's going to grind the emotional roller coaster to a halt. And it's gonna make them consider the logistics of the cell and the millions of different ways that it could go wrong. In sales. You don't want your customer to spend time thinking about how it could go wrong. You want them to spend their time thinking about how it could go write. Another principle is eliminating options. Customers by nature are usually quite indecisive. So the more options you give them, the longer it takes, and the harder it is for them to make a closing decision. If you were to ask them, Hey, are you paying with cash, Visa, MasterCard, debit, or Bitcoin today, that's way too many options. You're basically forcing them to hop off of our emotional roller coaster and start considering a logic problem with five possible answers. Instead, successful salespeople, on the other hand, assumed the payment method. They'll say something like, awesome John, I'm really excited for it. We have a card reader right over here. And if for whatever reason these successful salesperson does not have the customer with a card, something like, oh, that's fine. We take cash to its one option at a time. It's dead simple and it improves or close rates significantly. So in summary, do your customer a favor, make the experience enjoyable, make it fun. Keep them on the emotional roller coaster and assume the sale every time. By avoiding giving them 20 million options, you make it a lot easier for them to pick the right one, and that's the one that you want. I'll see you in the next lesson. 4. The Rejection Algorithm: Steps 1 & 2: In the first lesson of this class, we mentioned how a no doesn't mean a I'm never buying your product. It just means I'm not buying your product yet. In this lesson, we're gonna take the first step in a simple formula towards turning that No into an absolutely. And that first step is simple. We're going to empathize with the note in 99 percent of cases when the customer rejects you, they are almost always going to offer some kind of logical excuse. And there are tons to give you some examples there they say they're too busy. I'll say they can't afford it. They're saying they're shopping around a bit first, they say they need some time to do more research, et cetera, et cetera. And I mean, these are totally valid and sometimes true, but a lot of the time they're little white lies of the customer saying because they haven't actually made up their mind, don't want to be pressured into a decision right now. Our main goal is securing the sale. So we need to find ways to work around that. And all empathizing with the no really is, is when you do get to one of those excuses, you say sum of variance of the following sentence. Look, I totally get they feel that way. I'm like that too because of this and this and this. So I understand. That's it. Just acknowledged that their concern is valid and mentioned how you understand because you're either the same type of person or you've been in the same situation or whatever. The idea is that you're empathizing with them. You're showing them that you're close enough to them that they don't have to give you a white lie about the product. And at the end of the day, you guys can move forward. You just need to solve what's really holding them back. After empathizing, come step two, which is solved their problem. Now that you've expressed their concern is valid, you do need to provide some way that you think they could solve it with your solution. And the way to frame this is again by putting yourself in their shoes. But remember, these are usually little white lies. Your solution doesn't actually have to make logical and complete sense. It's simply has to plausibly works that your customer can tell you what their real objection is. A lot of this seems theoretical, so I'm gonna make it concrete. Let's say the customer tells you for whatever reason that they can't afford the product. If we were to do step one and step two and respond to something like this, it would be, hey, I get it, That's really tough. I was actually in a similar situation last year after I got laid off and I can buy a lot of things that I wanted to We actually offer a financing option was herbs and interests for the first year. So if you want I can't get you the car for a few, 100 bucks a day. And that's it. You provide a solution. Pretty much anything works and it doesn't even have to be super logically rigorous. You more or less just have to give them away out of saying no, and they will take that as a lifeline. Now obviously the specific solution is going to depend on their concern. And usually that involves some very nuanced or specific feature of your product. But what I recommend for people that are new to sales in general or in a new position at a company is for you to spend a few hours before your next sales day. Pretend you're a customer coming up with excuses for why not to buy your products and then write down one or two plausible solutions for each. I don't say these things often, but if you do this, I will guarantee that you'll be prepared for over 90 percent of the excuses you'll ever encounter in that position. Because in reality, well, this exercise is going to take you several hours. The customer usually only has a few seconds to think of an excuse. So they usually default to really easy, really simple ones that can take down immediately like, Oh, I just don't have the money. All right, that's it for this lesson. Here we went over the first two steps of our rejection handling formula. And those steps were number 1, empathize with the no, and number two, solve their problem. These are the two most important steps of the process. So if you guys can get these right, then you're basically good to go. In the next lesson, we're going to talk about Steps 3 and step 4 to finish off the course. 5. The Rejection Algorithm: Steps 3 & 4: So in the last lesson, we talked about Steps 1 and 2 of what will now be referring to as the rejection formula. And we learned how to apply these steps to a practical scenario. In this lesson, we're going to deal with steps three, steps four, which to be completely honest, are way easier than steps wanted to, because they're basically just your hook and then your clothes all over again. But we are going to give them different names just to spice things up a little bit. So step three is inspire action. Now that we both empathize with the problem and provided our customer the solution, we need to start gearing up to reclose them. And in order to do so, we want to get them back on that emotional roller coaster. And we also want to remind them of the benefits of the product that made them come and talk to us in the first place. So I'll step three is to basically restate our hook just in slightly different words to remind them about how our product can help, as well as show them that you're not giving up on them. The last step, step 4 is retry the clothes. You can even use the exact same wording was the first time. It's really that simple. So it with the same example from the last lesson here is the entire rejection formula process in response to somebody saying that they can't afford it. And in reality, this wouldn't just be one big monologue. They'd be responding to you and you guys be talking together. But I'm doing this to demonstrate just how simple and easy it is. Step one would be, hey, I get it, That's tough. Last year was the same for me. I got laid off, I couldn't afford anything. Step two would be I'll tell you what I'll do. We gotta promotion runs out tomorrow at 0% financing for the first year. Step 3, I'll talk to my boss, see if I can knock off a couple 100 bucks to the sales price. And so for might be, and then we can do this thing, man, and will also save you a bunch of money. Now, unfortunately, there's no way to 100% guarantee a close. And in fact, the rejection formula may not work the first time around. But the beauty of sales in general is that if the rejection formally doesn't work the first time, then you can just immediately use it again afterwards. If the previous excuse was not being able to afford it. And you've now squash that excuse and shown that they can't afford it, they have to move on to a different one. What do you do to that different one? Well, you just apply the same rejection formula again and again. It's not uncommon in a very long and drawn-out sale for a salesperson to use the reduction formula maybe more than five or 10 times in a single interaction. Perseverance is the name of the game human beings at this propensity to always look for excuses and to not want to offend you. So this formula is designed to cut straight through ejections and get to the root of the issue. Realistically, if somebody actually didn't want to buy your product at all, they could always just say no and walk away and then there'd be no chance of you closing them. But most people always have like this instinctive need to provide a rationalization for their actions. And that's why the rejection formula works. Alright, so in this lesson we learned more about the reduction formula, specifically Step 3, which was inspire action, and step 4, which was retry the close. We then apply them to a practical example before talking about why the rejection formula works and how perseverance is the root of success in sales. And that takes us to the end of the last part of the class on the four-step sales guide. In this class, we explored four major steps and techniques to help close in a reclose rejections. You guys learned how to frame the clothes, how to word the close, any simple formula you can apply to practically infinitely cut their excuses and rejections and get straight to the root of wire. Customer won't buy from the bottom my heart, I honestly, really hope you guys enjoyed learning about sales. It's one of my passions and I absolutely love helping people improve their careers and their sales income. I can't wait to see your guys projects if you guys have any questions or somebody like me to follow up on, please leave me a comment or review, and I'm more than happy to do so Fourier. Thanks so much for your patience and your time and I'll see you guys in another class.