861: How to Become a TOP CLOSER - Tips from an EXPERT

Brian Nichols  0:09  
Instead of focusing on winning arguments, we're teaching the basic fundamentals of sales and marketing and how we can use them to win in the world of politics, teaching you how to meet people where they're at on the issues they care about. Welcome to The Brian Nichols Show. Well, hey there, folks, Brian Nichols here on The Brian Nichols Show. And thank you for joining us on of course, another fun filled episode. I am as always your humble host joining us from our lovely cardio miracle Studios here in sunny Eastern Indiana. The Brian Nichols Show is powered by our friends over at amp America, folks go get the news you need to know without the corporate media bias or fluff if America has podcast news pieces, opinion pieces and more amp america.com Your go to source for yes, the news without the corporate media bias one more time amp america.com. Also, The Brian Nichols Show is powered by the best heart health supplement in the world cardio miracle. So if you want to learn about how nitric oxide which is the secret ingredient of cardio miracle can help improve your restless night's of sleep, improve your pump at the gym, but most importantly, helped give you a better ticker like lowering your blood pressure or lowering that resting heart rate. Stick around later in the episode. We'll talk about that and more. But for today's episode, folks, if you've been watching the show for a while, you know here at The Brian Nichols Show, we talk about sales and marketing specifically, how can we bring that to the world of politics but getting people aware of your politics, your policies? Or heck, just in the world of sales? What your service or your product is? That's just step one. You also need to I don't know close the deal. How about that that's kind of important when you're trying to make some sales. So let's talk to the guy who literally wrote the book on closing called The Joy of closing the definitive guide to building trust, getting the deal and creating happy customers. Joining me here today on the show said author Bob King, welcome The Brian Nichols Show. How you doing?

Bob King  2:03  
Hey, Brian,

Brian Nichols  2:04  
I am excited to talk about closing Bob. But I'm first excited to talk about tea. We were talking about this behind the scenes here before we hit the record button. So Bob, do us a favor, introduce yourself here to The Brian Nichols Show audience and why do you like tea so much?

Bob King  2:19  
I like tea, I would my first sales job was selling tea. And I sold high end tea to restaurants and fast casual restaurants and for a company that's no longer in California and still owes me $16,000 At last check according to the state, but it did teach me the sales business. And one of the things I learned was the more zeros after whatever it is you're selling, the better a sales job it is. So I don't sell tea anymore.

Brian Nichols  2:47  
Well, let's talk about some stuff. Maybe you do sell. But first, before we go into that world, let's talk about your book, but also why you focus not on the the pipeline Gen side of things, which is where I like to spend a lot of my time on my side of the house. But we were in the pipeline, right? We've already gone through some of the buying cycle, we're maybe getting towards the end of that sales engagement. We're talking about closing the deal. So where did that focus and time energy and effort really build up in your end?

Bob King  3:19  
Well, I was you know, I was I was in the film business. I had some success more than some people I went to film school with but not enough to actually make a living. And then this thing came along called the global economic shutdown. I don't know if everyone remembers that. 2009 You may have heard of it. And I had to do something to make money. I went on a bunch of Craigslist ads listings I was offered all of them. But the one that paid to train you was this job selling solar power and the guy doing the training was a guy who could sell anything to anyone. Yeah, that kind of thing. I kind of knew he was up to no good but I wanted to know the secret. I love con artists movies. And you know the staying the Lady Eve Dirty Rotten Scoundrels. And I just wanted to know how they did it. And that curiosity kind of led to being trained as a closer, finding out that I'm pretty good at it and then learning how to train others and working for scoundrels and then a little bit better and then a lot better. And finally, you know, a really reputable company where people wouldn't regret that decision. And I found that I still needed the skills that the scoundrels taught me to be very good at my job closing customers who didn't regret the decision. And so I wrote a book about that. You

Brian Nichols  4:36  
did write a book about that. I know you were talking about what's our boy there? Is it Freddy from Dirty Rotten Scoundrels.

Bob King  4:43  
I don't remember the name. It's a fun movie though. I will say.

Brian Nichols  4:48  
By the way, peek behind the curtain for the audience who maybe didn't know this back. Oh man in yesteryear, so I wasn't in film productions. I wasn't theatre and guess what I was actually one of the lead roles in Dirty Rotten Scoundrels, the Muse A gold, which is a lot of fun. Got to sing a song called great big stuff. Even Donald Trump's name got dropped in there talking about topical for today's show. And I'm just kidding, I bought but no, let's let's talk about your

Bob King  5:09  
background in musical theater surprises me not in the least. And no one has ever said the title of my book with more enthusiasm, and vigor, including me. So I'm gonna follow your example. And

Brian Nichols  5:19  
next time I say that, Oh, yeah, feel free to clip that if you'd like, why not. But let's talk about what you learn from this dirty rotten scoundrel that you mentioned here. Because I think one of the things that we do see, and let's just start out the elephant in the room, people sometimes get nervous when they start talking about sales, because there is this, this misconception of sales being the snake oil salesman that the used car salesman right slaps the car, he knows that the lemon, but he's selling that to saying it's the best thing you could possibly get in a lot today. So there is this fear I see in the market. A lot of folks look at sales, and they're very apprehensive. So what's what did you see and learning from that? Really, Brian, it's

Bob King  5:58  
really closing that is the sort of, you know, boogeyman of sales, even very experienced salespeople often see the part that really gives them value, which is earning a customer's trust, working with their resistance and getting them something they want, as this dark art that can only be practiced, you know, by ruthlessness and sheer self will. And that really wasn't my experience, what would happen to me was, you know, I went from a person who was hired five times in 19 years to someone who got hired four and five times a week, and the changes in how I dealt with customers, and really just paid attention to them and put them first became honorable, and a man of my word, and all that stuff. Not only helped me earn that business, but also made my whole life better. And really, that was my motivation for writing the book, because it's kind of this crazy story where you know, you do something for one reason, and then it turns out having all these other values, and the book very much talks about that. It's also how to book on how to do it. But yeah, the impetus was, you know what, I forgot your question.

Brian Nichols  7:01  
I'm sorry. No, no, it's okay. Well, looking at the scoundrels, let's let's go back to those scoundrels because people. Yeah,

Bob King  7:05  
so the guy I was just curiosity, curiosity, you know, can the guy who the oldest living man I don't think in America, what he was 110 was in the paper yesterday. And they asked him, you know, what, why he stuck around so long. And he said, he's just really curious, he considered curiosity beat to be the secret to his longevity. And that makes a lot of sense to me. So I was really curious about, you know, how you get someone to buy something on the first day, and that curiosity really led to an understanding of buying behavior and how to how to how to get someone to make an impulse buy, rather than an analytical decision, and how really, those are the decisions that we value the most. It's not, you know, people put all this there's no stigma to making an analytical decision. But there's so much stigma to making an intuitive decision. But at the end of the day, the intuitive decisions that you make based on someone's expertise in the field that you're looking to, you know, make a change, you know, sales are changes anytime, you know, if you're a salesperson, you're an agent of change, and getting people to make a change is never a simple thing. There's no such anyone who ever said there's an easy sale, probably never sold anything. Bingo. Back to your question is actually not what sales is the sales is fairly reputable, reputable thing because everyone knows you make good money, and you know, they value your ability to sell. But when you tell people you're a closer, you might as well just like carry a brief you briefcase down a dark alleyway, you know what I mean, and squirrels and rabid dogs are running away from you, because they don't even want to like mess with you. And that's really not the case. So I wanted to write a book, because even there's so much good now new thoughts about sales and selling and how to present things. And anyone with an Instagram account knows how to present things and put a filter on something and make it look good. But that is not what gives a salesperson value. What gives a salesperson value is an enhanced ability to earn a customer's trust and get the deal. And so I wanted to write a book about that. And so the first part is my journey, how I kind of came into the information that I came into, which I think is a fascinating story. The second part is a how to book how to get those deals. And then the third part is how to you know, create happy customers, a referral based business and really make sure that all the goodwill that you put into getting that deal is reciprocated by that customer never regretting that decision, which also takes effort on the part of the closer that's not something that just happens because you work for a great company is their perception that matters. And we have incredible influence over how they perceive their customer service experience. Here Here it

Brian Nichols  9:45  
won't take behind the curtain My day job is in fact in the world of customer experience. I actually have another podcast I co host called CX without the BS and it's entirely talking about the contact center industry and the technology behind the contact center industry about that difference. conversation for a different day. But one

Bob King  10:01  
episode on that show, because it's a third of the book. And I think it's weird most of them new ground and my book is broken. In terms of like just actual brand new techniques that you know, I happen to stumble on to you, as a result of trying to create happy customers and successfully creating them. I think there's a lot of new techniques we could talk about and there but not on this one, then this is different. You know, it's funny, I have counsel, I have a lot of consulting clients, I'm closing consultant, right, or close a closing coach, and one of my coaching clients, he had his father doing cold calls for him. And so he booked me with his father, and he, you know, we figured out how to hone his cold call. So, in a way, it is a form of closing, you know, getting someone to even if it's just the initial contact, I think that's what you're talking about, right? That's kind of the focus, getting someone to agree to a meeting, you still have to close them, right? They don't just roll over and play dead. But they still give you the OG Yeah, I want to think about or I'll call you backs, and if you believe that lie, you're gonna be you know, not as successful as if you channel your inner six year old, and, you know, work with their resistance and handle their objections and allow intimacy can be created, meet them where they are, and then asked again, until they say, yes, here,

Brian Nichols  11:23  
you know what, just for the sake of what you just said, listen to this, instead of focusing on winning arguments, we're teaching the basic fundamentals of sales and marketing and how we can use them to win in the world of politics, teaching you how to meet people where they're at, on the issues they care about, meet people where they're at, on the issues they care about. Now, granted, my grammar is a little broken there. And maybe that's my, I'm a product of a public education so that I'm gonna blame that. But

Bob King  11:45  
the sense with a participle, you know, what, who was it, I think Winston Churchill said, I, I can't think of a better word to end the sentence with,

Brian Nichols  11:53  
well, I'll take that for the, you know, a little feather in my cap. But let's go back to that, right, because meeting people where they're at is so like, at the end of the day, that is one of the most important things. And I see this way too often in sales, whether it's outbound sales, trying to build that interest to start out, or to your point, when you're in the closing process. It's not about what you care about, it's not the things that you think they should care about, it's the things they actually care about the things that are in their purview, and that the stuff that they really, it's an emotional trigger. And you did mention this earlier, but I'm gonna go back to this, the, the emotional side of things, and then the the kind of facts and figures side of things, we in the world of sales, we know that we have to have both in order to make the sale, right, you have to have that emotional trigger that gets them to say, Yes, I'm on board, you transfer the enthusiasm, you transfer the energy, you're painting that that positive future, but you also have to provide the resources for them to Now sit back afterwards, and validate that emotional impulse buy, right, so talk to us more about that, because that carries over not just in the booking the appointment world, but also going into now we're actually trying to get pen to paper, moving this sale forward. I think it really

Bob King  13:00  
starts with your mindset, that if you don't have a mindset that moving forward today is the absolute best thing for your customer, your cause or your company and you hopefully in that order, you are multiplying everything you say to that customer by zero. So you really have to start with believing in what you're doing. And it's, I guess you can manufacture that but you know, if you're talking to the world of politics, you probably do believe in what you're doing. And so if you just start with this mindset that that whatever course of action you're advocating they take is the absolute best thing and that for them to commit to that today is the best resolution for everybody. That's the first thing and then there are seven steps in the book which you know, even in a you know, sort of cold call all you're getting as an appointment kind of thing, there's still some form of them that you want to touch on each one. The first one would be a warm up and getting to know your customer paying some attention to them. Oftentimes paying a sincere compliment is really the best way to get a customer to have some intimacy with you. You appreciate some aspect of their creative expression hopefully not the way they look.

Brian Nichols  14:07  
What would that look like by the way like give it give us an example of a compliment that doesn't come across as forced or going in your home you

Bob King  14:14  
just say I you know I love what you've done with the place and maybe you know ask about a piece of art that you find particularly Jim

Brian Nichols  14:19  
That's a nice big fish you have on the wall there from here and

Bob King  14:25  
and if you can find common ground out of it if you happen to be a big fisherman and you see a big fish you're gonna be able to pay that compliment with a lot more skill and follow up then you know if you you know if you if you don't love a velvet Elvis painting, and I don't know what's wrong with you, if you don't, don't mention the velvet Elvis painting or the four dogs playing poker, I love that stuff. But if you don't find something else, if you can't find something to appreciate about another human beings creative expression, then that says more about you than about the human being that you're dealing with. Because we are all human. We have more in common than we do different and there's always something you can find some We'll find a common ground with either way

Brian Nichols  15:01  
really, really quick. I'll give you a real life example. Back when I was carrying a bag and doing some sales, I actually was out, meeting with someone in person and we were in their office, and we're getting ready to leave and I turned I saw on their mantel they had now for folks playing on the home game, I'm not sure if you're familiar with the artists, Frederick Remington, back in the early 1800s, late I'm sorry, a late 1800s, early 1900s. He was like a best friend of Teddy Roosevelt. He's an artist, and he's also a sculptor. And I saw there was a Frederick Remington sculpture on his mantle. And my uncle used to be the curator for the Federal coming and art museum in Northern New York. And I just had that moment I said that a Frederick Remington art piece, and his eyes lit up and all of a sudden you could see it like we started to build that trust. And I'll tell you what, Bob, everything we talked about during that original meeting didn't matter. He took away so much value, the fact that I saw that sculpture, and I was able to call it out, I recognize what it was then we had a full 20 minute conversation just talking about Frederick Remington, how he used to go. And if he was in the part of the Spanish American War taking, you know, the the art and painting the pictures of what was happening, he was more or less documenting the war itself. And it just it was such a cool conversation to have all outside the world of business. But it built trust. And this is a guy I still talk to you. And this was 10 years ago. We still chat every now and then on LinkedIn. So that built real

Bob King  16:16  
trust. If you ever been to the Teddy Roosevelt presidential library in midtown Manhattan. Or it might be in Chelsea, I think it's in the teens anyway. It's in New York in Manhattan. It's totally amazing. It's in a brownstone. Yeah. Okay. That's my list of Remington in there or two. But, yeah, it's it takes the interaction from what can I get from you to who can we be to each other? Yeah, not really, I mean, if and it actually uplifts you, as well, it makes your, when you sincerely appreciate something about someone's creative expression, it actually transforms who you are to the person, as well as how they perceive you. And that's just a wonderful way to be in the world. It's one of those nice things, the things that make you a closer, hopefully make the rest of your life better, not worse. And I really tried to get that into the book. But the first exercise I give in the book is to pay three sincere compliments, one to a stranger one to someone you see every day and when to someone you live with, or nearby.

Brian Nichols  17:16  
interested. So and that is more of a self exercise to get comfortable with. Identifying things outside of what you'd normally look at, in an engagement is that kind of thought process there.

Bob King  17:27  
It's just up lists, everything, it's a skill that that you need to have, if you want to create intimacy with people and and have them like you and have like them, like it really helps to find something to appreciate about another human being. I

Brian Nichols  17:43  
like that. So finding, finding that the good, right. And, man, in a world where there's so much

Bob King  17:48  
bad, I genuinely love the way you said the title of my book and the energy that you bring to your broadcast. And I've called attention to it, and it probably made me you, you liked me a little better. It's a real interaction between two people that you know, whether or not anybody sells anybody anything. And you know, if you're in sales job, every good sales job I've had was basically commission only. And so if I don't sell that thing, I'm out gas, money and time. And if I didn't meet another human being and learn something about the world, and, and have some kind of experience of another human being that's valuable and meaningful, and not, you know, going to happen tomorrow about it, then, you know, I got nothing out of it. And that's that's kind of, you know, and that's my choice, that's my choice, because that opportunity is always there. And people really are fascinating. And you know, one of the great things about what I've done for quite a while now is you get to see how people make decisions, like you get this inside view, and it really is intimate. And if you let it be, and if you just be you know, if you don't, then that's your life, but but the book really invites you to see the meaning of it, find the meaning of it, and allow that to expand and create success for you. And

Brian Nichols  18:56  
by the way, we talked about the joy of closing, but yes, just because a customer doesn't say yes, today doesn't mean they're not gonna say Yes, tomorrow. So I think it's important just to take that away that even if you don't, you know, go into your CRM and your market closed one, that doesn't mean that the person you're talking to isn't still somebody that could be a closed one in the future, because, and I'll give you a real life example, I was working with a guy back, oh my gosh, 2016 2017 we had a huge contact center deal that we're building for him, it was gonna be a great fit. And then for whatever reason, it just didn't work. And it's still it's still just irks me, there's gonna be a huge deal like a 500k deal. And whatever, it didn't work, but the guy I was in touch with, we stayed in contact, we shoot my LinkedIn message every six months, Hey, how's it going? That kind of thing. And fast forward to like 2022, guess what came back up in the conversation, another contact center deal and he was no longer at that company. He was at a different company. And guess what? We closed it. We won that business because he didn't care about the product so much he cared about the person he cared about the relationship that we built, and he wanted to know that he could not only Trust the product, he could trust the person selling the product. And that goes into the subtitle of your book, creating happy customers who not just are happy with the sale, but they're happy with the service and they're gonna be more likely to buy again or buy in the future.

Bob King  20:15  
And you build trust, you built this person and you put on the lab coat, you became a trusted expert. You know, it didn't work out probably for reasons that you were very forthcoming about. And so, you know, there's that whole thing about, you know, I don't care if a customer likes me or not, it's nice when they like me, I care if they trust me, people will buy from someone they don't like, but trust, they will never buy from someone they don't trust no matter how. So when you and when you're meeting for a customer for the first time, there are many opportunities to make them like you. And oftentimes those are in conflict with what will build trust. And it's a real rookie mistake to not build trust, when you have that choice. The like, thing is, it's gravy. But the the trust thing is the meat and potatoes. We have and I teach

Brian Nichols  21:00  
sales guys, all day long. It's my job is teaching sales coaching sales in predominantly in the outbound sales. And I see a lot of, you know, just bad habits or misconceptions and I address but let's go into the closing side of things what

Bob King  21:16  
and, you know, you know, a salesperson and a closer never starts telling a story about a sales situation that doesn't end in a sale, just to fulfill that prophecy that you you help the remember, the guy's father, you know, went from selling, you know, struggling with, with cold calls to being the number one cold caller on the company, as his son is on the sales side. So it's a happy story there too.

Brian Nichols  21:42  
Perfect. Well, let's carry us forward. So what are some of the objections you see, in the closing side of things that aren't either.

Bob King  21:50  
My book has 13 clauses and 10 objections, they're meant to be interchangeable. And I also wrote an article a while ago called the five top lies that customer calls. So an objection is not really the customer objection, usually, is an excuse the customer gives you to not make a decision. Never really, uh, no, it's really just an excuse not to make a decision. And the first thing you have to do is, well, first thing you have to do is not be shocked, because that is totally normal behavior. So, you know, you can't take any of that personally, and and recognize whether or not it's an objection or a condition. So a condition is something that really keeps them from saying yes, like, you know, they don't own the house, or, you know, they're renting or something like that, where they really they have no ability to say yes or no. A an objection is something they routinely say the number one is, I need to think about it. That's the classic objection. It's also the very worst, because it gives you absolutely nothing to go on. And there's a lot of approaches to it. You know, one of them is mirroring, you just repeat back to them exactly what they said, but with deadly earnestness, and then stop talking. So you know, you need to think about it.

Brian Nichols  23:19  
seaonc uncomfortable that is, folks. Five seconds, at least right?

Bob King  23:22  
Give it five seconds, at least log out to that. It's funny, because we're both salespeople. So you know, we're not going to talk. But again, we're a podcast. So Brian, if you're a horrible example, if I say anything after that, but we'll fill that space with what the real objection is a lot of the time, and then you can you have something to work on. And their objection is not really why they're saying no, typically, that's just something else they throw out there, but at least it's one you can respond to. And so maybe they talked about the price and you know, you you know, the minute anytime it's down to price, you should be able to get that deal. That's kind of like a wide receiver touching the ball. Once you once they say its price, you're gonna get that reception hopefully. Yeah, so So but but recognize they are not saying no to you. They're saying no to making the decision. And that is not something that you want to leave them with. Because really, you're just leaving them with the misery of their indecision. Hopefully, you're a good enough presenter that they want what you have you made them feel the pain of the current situation, which is the second step, by the way, feel the pain. You have to find ways to make them feel the pain of their current situation and see the pleasure of your solution. Which is there's a lot about that I've technique called the three reasons for that which which I did make up myself, I did innovate that as far as I know, you never know what gets in your consciousness. But it's the three reasons why people do anything. There's always like, usually number one is money. The second one I call feels good. And then there's always a feel good aspect to any decision that you know involves a sale or a closing. And then the third one is always timing. There's always good valid reasons for going forward today. And when you present That is the third reason it gives you a chance to talk about them in a way that's not like do this now, because there's a sale, it's just well, you know, here's what's going to change in the next whatever period of time. And here's why going forward right now allows you to take advantage of that timing. So there's all that. And then we could go into more. What was the rest of I'm trying to only talk in like 60 to 90 minute? Well, let's, let's check in answers, because I tend to ramble on a little bit.

Brian Nichols  25:29  
No, no, this is perfect. And let's maybe take the objections piece. And let's also maybe flip it a little bit to bad habits on the sale, the seller side, because and by the way, Bob, I see this all the time, right? I see the best of folks in the, you know, the outbound sales world, they go into an AE closing world, maybe. And they just they drop, they drop the ball all the time, and they just can't figure out why. And I usually see, it's probably because of bad habits. So talk about that for us.

Bob King  25:54  
Number one rule of closing is after you ask for the deal, or presented price, stop talking. That's the number one rule. And it's the hardest one to follow. Because it's awkward, but if you if you don't stop talking, they can't say yes, you may already have the table, if you just shut up and let them say, Yeah, that sounds great. Like, it's really that's the first thing. The second thing, the second reason is, you want to know where to go next. And if you let them talk, you will intuitively find a way to deal with what what their real objection is. But if you if you just keep rambling on, it's never going to happen. So the number one rule is to stop talking after you either present. First, when you present price, stop talking. And every time you ask for the deal, and I say every time because you need to ask more than once you deal with whatever. Given the fact that blah, blah, blah, blah, blah, we just talked about, does it make sense to get started? crickets, crickets, I have to say something when I do that, because I would be such a bad example, if I spoke out to that. And it's not you know how you ask for the deal. There's also 1001 ways to ask for the deal, and you ought to be really good at at least 50 of them.

Brian Nichols  27:13  
Usually, I would see it, it's the uncomfortableness of the silence, the sales guy usually feels compelled to break that silence because they're like, well, we're not saying anything, something must be wrong. But usually, they're just they're trying to figure out the best way to verbalize what it is. The actual objection is, I'm so glad Bob, you painted that picture. Because I see this all the time, right? Like, there, there are so many sales guys who I've coached in the past that they just feel that they need to control everything. And I think if we just can't take a step back sometimes, and we realize that it's not us who really needs to paint the picture of where we need to go. But rather, we can get that right from the customer themselves, in their own words, if we just give them the space to tell us? Well, it's a

Bob King  27:55  
good instinct to want to control things because it's, it's there, you know, we tend to go on leads, and it's called a lead, because we lead them for most of the appointment. Right? So the two exceptions to that are the warmup, right? Every warm up is different, every customer is different. You're gonna find different common ground, you're gonna find, you know, when you're on the lookout, you're asking how what, why when questions, to get them to talk and give you clues as to what their pain points are, and all kinds of and why they're doing this and all that stuff. And you should know all that for whatever it is. And then there's the presentation, which is you know, everything from feel the pain to presenting price. And that's talking about your company talking about the product. Whatever other bells and whistles are in their head, doing a forecast, letting them see the light at the end of the tunnel. So they're not panicked about the fact that you haven't talked about price, and you've been there for whatever amount of time, you know. And that's all outlined in the book. And then when you get to closing, every close is different, you cannot close the end, that's what makes it fascinating is you really are so like the warm up, that's a moment to actually become interested in your customer again, right? Because if they're sprouting out stuff during your presentation, yeah, you're gonna respond to it. But you mostly want to like make that a neat look, hopefully your pitch is strong enough. And this is another thing that oftentimes, especially like b2b customer, or b2b clients, like they don't really have a pitch. Home Improvement people are in home people, they always have a pitch and it can be improved. But they know what they're gonna say usually for those things, or at least they know the general topics, they ought to know everything they're going to say, because not knowing everything you're going to say about your company is like driving your car and not knowing which pedal stops or starts it. You know, you're not a very good driver and you're not paying attention to traffic and you don't know when they're nodding, and you don't know when their eyes are rolling back in their head and they can't wait to get you out of there. So you need to be able to do all that stuff. But at least they have you know, things they're going to say or topics a lot of times b a b they really don't have that and it really amazes them Eat, how much more successful that kind of salespeople can be if they just have a pitch. And then but but but anyway, once it gets through all that, then you get back to the part that is truly intimate, always unique, and for me endlessly fascinating, which is what makes a customer say yes, on a day that they really had no intention of doing so. And that's closing and closing is fun. And a great way to be of service is not how to get the Ferrari on your back flap of your thing, like every other book about closing tells you it is actually how to get your customer what they want, how to deliver them from the misery of their indecision, and how to be a change agent that will produce a positive impact on the person that you are helping. That's what closing is. And I want to take all that stigma away and reveal it for what it truly is that uplifts your client doesn't take anything away from them. The book

Brian Nichols  30:56  
in the joy, closing, yeah, the definitive guide to building trust, getting the deal, and most importantly, creating happy customers. Bob, we like to do a little segment here as we wrap the show up. And that is called Final thoughts. So let me kick things off really quick. And I'll turn things over to you. My final thoughts for today is that this, this practice that we're outlining today, the joy of closing, it transcends the world of sales, it transcends the world of business, it can help you in so many different areas of life, whether it's talking with your friends, your significant other your kids, these are all tools and skills that you can implement into just being a better person. And I want just highlight something you said. It will help you be a better person if you start incorporating the you know, giving real genuine compliments to folks, what was it the people in your, your family, your your significant other your friends,

Bob King  31:53  
or someone you live with someone you see every day? That's

Brian Nichols  31:56  
huge, because not only is it going to help you start to see the positives, but it's going to help reef reframe your mind. We had our buddy Michael Pickens on the show, and he was talking about how you can reprogram the way that you approach things just by the thoughts you put into your head and the things you surround yourself with. So this is literally in that exact same spirit. But Oh, guess what, if you are in the world of sales, it's going to help you make the sale that's going to help you build happy customers is going to help you create trust. And oh, by the way, you're going to have some fun along the way. That's my final thoughts, Bob, what do you have for us and your end? Also, where can folks go ahead and buy the joy of closing joy

Bob King  32:35  
of closing is on Amazon as a audiobook that I recorded three and a half hours. It is Kindle and it's a paperback. So whatever your your your jam is, you can get it on Amazon, worldwide. And I have a website that you're joining closing that NACHA, this joy of closing.com. And you can contact me there through the link there as well. And I'm on LinkedIn. My final thought is that everyone has a closer you know, if you have ever picked the movie on a Saturday night, or what book your book cups gonna read or gotten your kids to clean their room or their plate, you have successfully closed someone. So really, you just need to tap into and you may have done it well. And you may have done it awkwardly and you know, either by threat or through good intentions. But but everyone out there has been closer and everyone out there has been closed, there is nothing, the only thing better than finding what we want and knowing it is helping someone else. Find what they want and knowing it. And really that's what the books about it's how to channel that into you know, a sales job, but also make that a part of your life so it can answer and if you ever bought a timeshare or a car on a day you didn't think you would It'll also tell you how and why they did that. So it's an answers a lot of mysteries and opens up a world of good hopefully to the to people in this profession. Here

Brian Nichols  34:03  
here. All right, folks, link for the joy of closing is going to be in the show notes. All you got to do click the Show description head down below, you're going to see the link right over to the Amazon. If you do order a copy, please take a picture with the book and send it over to Bob. All those social media links are going to be in the show notes. I love the guest love to hear when folks here in the audience have heard them on the show. And yes, go out and buy their books. Bob mentioned Brian and I'll give him a shout out for sure. There you go. Go ahead. Give the show a shout out folks. Thank you for joining us, Bob. It's been a pleasure folks. Go ahead support the show when you do tag yours truly at BT nickels liberty. Bob, thanks for joining us.

Bob King  34:41  
Great to be with you.

Brian Nichols  34:45  
All right, folks, that's gonna wrap up our conversation with Bob King. The joy of closing I frankly got a lot of value from that episode. I hope you did too. So if you did you know the drill Go ahead, give today's episode a share when you do tag yours truly at B nicos Liberty also in terms of where you can find the show you found some way Video, Audio whatever you prefer, you can find The Brian Nichols Show. So for the video version of the show, YouTube rumble, Twitter, Facebook, we are uploading the entire show in its entirety All right, folks, that's gonna wrap up my conversation with Bob King. I hope you got some value from it. And if you did, please do me a favor. Go ahead, give it a share. And we tag yours truly at B Nichols, liberty, Twitter and Facebook. Also, you can find the show on your favorite podcast platform or video platform. If you're listening to the podcast version of the show, Apple podcast, Spotify, YouTube music, wherever it is, you get your podcast content, just hit that download all unplayed episodes and you can get all 860 Plus episodes of The Brian Nichols Show. Um, just do me a favor when you do that. Also, go ahead and give us some love. Give us a rating and review every little bit helps us reach more people, five stars would be appreciated. And for the video version of the show YouTube rumble, Twitter, Facebook, wherever it is, you want to go ahead and watch the program. do so on your favorite platform. Just please hit that subscribe button hit that little notification bell. And of course head down below into the comments. Let us know your thoughts. Do you think we're on the right path with how to be effective in closing and can you in fact find some joy? In closing, we want to hear your thoughts continue the conversation down below. And one final plug please support the folks who support us our phenomenal sponsors, which include cardio miracle amp America, yes, our good friends over at liquid freedom, energy, tea and more. All those links for the sponsors are on the homepage at Brian Nichols. show.com and attached with today's episode, folks, that's all we have for you today. And all we have for you this week. By the way, we have some really cool things that are going to be happening here for The Brian Nichols Show or rearranging some of our our scheduling and maybe doing some more solo episodes. I don't know we're going to talk about that coming up next week. So please stick around hit that subscribe button so you don't miss a single time. We have a brand new episode hitting your RSS feed or your YouTubes rumbles or wherever it is you catch the show. So that being said Brian Nichols signing off here on The Brian Nichols Show for Bob King. I'll see you next time.

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