If you’ve ever wondered how top closers consistently turn strangers into high-value clients without pressure, scripts, or sleazy tactics, this episode breaks it all down. We get into the psychology, the frameworks, and the small behaviours that separate the 1% closers from everyone else still grinding for inconsistent commissions.

Inside, we talk about:
• How to understand what a buyer actually cares about before they tell you
• The mindset shift that instantly increases your close rate
• Why high-ticket sales is more about certainty than charisma
• How to build trust fast so prospects feel safe saying yes
• A simple framework you can use to sell anything to anyone (ethically)

Whether you’re a seasoned remote closer or just stepping into the high-ticket world, this episode gives you the beliefs, tools, and practical steps to start closing at a higher level.

Perfect for: high-ticket closers, appointment setters, coaches, agency owners, and anyone wanting to master influence and communication.

Tune in, take notes, and level up your skillset. Your next commission cheque might thank you.Summary
In this conversation, we delve into the nuances of sales strategies, focusing on the importance of understanding different personality types and how they affect selling techniques. They discuss the significance of marketing in the sales process, the dangers of relying solely on high-performing salespeople, and the interplay between sales and marketing. The conversation emphasises the need for adaptability in sales approaches and the critical role of likability and trust in closing deals.

Takeaways

• Understanding personality types is crucial for effective selling.
• People prefer to engage with those who are similar to them.
• Sales and marketing should not operate in silos; they are interconnected.
• Adjusting your sales approach based on personality types can improve outcomes.
• High ticket sales often rely too heavily on emotional appeals.
• Marketing should do the heavy lifting to support sales efforts.
• Relying on a single high-performing closer can jeopardize business stability.
• Providing clear information before sales calls can reduce confusion.
• Building trust is essential, but likeability also plays a significant role.
• Effective sales strategies require a blend of emotional and logical appeals.

Chapters
00:00 The Thumbnail Controversy
02:43 Understanding Personality Types in Sales
05:44 The Four Personality Colors
08:44 The Importance of Like and Trust
12:00 The Role of Marketing in Sales
14:48 The Dangers of Relying on Unicorn Closers
17:43 The Interplay of Sales and Marketing
20:31 The Importance of Marketing Over Sales
23:36 The Need for Strong Marketing Strategies
26:39 Final Thoughts on Sales and Personality Types
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Geoff - https://www.tiktok.com/@geoffketterer
Josh - https://www.instagram.com/closerjosh/