In 2023 I was the second-best salesperson in Mexico at Hertz, by volume, in Cancún. Since September 2024 I have been the No. 1 senior closer in Latin America at TripleTen, the technology school of Nebius Group, listed on the Nasdaq: more than USD 50,000 in sales a month and six awards. Between the two jobs I sold at Grupo Xcaret and trained salespeople at Hacienda Tres Ríos, a five-diamond hotel. The product changed four times. The method did not.
1. Discovery asks about the cost of not deciding
I do not ask what the client is looking for. I ask what it costs them to stay the same for six more months. The answer is the number that later appears in the proposal.
2. The proposal carries the client's numbers, not mine
"We are leaders" does not sell. "Sixteen units sold in your area" does. First what they gain. Then what they pay.
3. One option and one alternative
Three options produce "we'll think about it". Two produce a decision.
4. Valid for ten days, not thirty
Nobody decides with 30 days. Ten, and a call scheduled before it expires.
5. Three touches, three reasons
The client who stopped replying is not lost: they have no reason. Day one: a new figure from their market. Day three: a risk with a date. Day seven: an exit. "If this is not the moment, tell me and I will close the file." Never "just following up".
6. Permission to say no
Whoever gives permission to say no receives more yeses. It is the rule that is hardest to learn and the one that closes the most.
What a closer measures
Three things, and all three were recognized on the same day at TripleTen: number of sales, cash-in and cohort conversion. If you only measure one, you are optimizing the wrong one. Today I train new advisors with this sequence and I represented the company at Talent Land México. The method works because it does not depend on the product: it depends on giving the client a reason with a date.