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Closer Sharks methodology

Closer Sharks methodology: how we sell high-ticket

Selling isn't pushing a product. It's helping a person move from one point to another. Our methodology turns that path into a six-stage cycle, guided by the customer's Value Journey and the 7 secrets of explosive profitability.

The sales cycle

Six stages, start to finish.

Every sale goes through the same six stages, in this order. The Setter leads the first ones, the Closer the last ones, and both rely on the same method.

Sales cycle: 1. Understand the business model, 2. Understand the client, 3. Build trust, 4. Show value, 5. Enable a decision, 6. Guide the close Sales cycle CLOSER SHARKS 1 Business model 2 The client 3 Trust 4 Value 5 Decision 6 Close

  1. Understand the business model

    Setter and Closer

    Before talking to a client, we understand how the product makes money, what it promises and who it serves. Without that there's no conversation about value.

  2. Understand the client

    Setter

    We find out which Value Journey phase the person is in and what moves them to buy. We listen more than we talk.

  3. Build trust

    Setter

    People buy from whoever earns their trust. First they know you, then they like you, then they trust you.

  4. Show value

    Closer

    What you consider valuable has to be equally or more valuable to the client. We connect the product to their reason to buy.

  5. Enable a decision

    Closer

    We clarify options, handle objections and give legitimate reasons to decide today, without pressure or manipulation.

  6. Guide the close

    Closer

    We close as decision advisors and stay with the client after the purchase. A good experience brings the next sale.

The Value Journey

The customer's value journey.

“What you consider valuable has to be equally or more valuable to your client.” Every person buys from one of these six phases, or from several at once.

  1. Vital

    What determines a person's survival, health or safety.

  2. Problem

    A concrete challenge to solve, in any industry.

  3. Need

    Resources are limited, but needs are unlimited.

  4. Desire

    It's not only what you need, but how you want to satisfy it.

  5. Aspiration

    Who the person wants to become: luxury, status, belonging.

  6. Experience

    The product takes a back seat to a memorable experience.

How it connects to the cycle

  • Stage 2 · The client

    When we understand the client, we identify which phase they're in.

  • Stage 4 · Value

    When we show value, we speak from that phase, not from the product.

  • Stage 6 · Close

    When we guide the close, we take care of the experience, the last phase of the journey.

The 7 secrets of explosive profitability

Why people decide to buy.

“There are seven secrets that repeat over and over throughout history and drive the greatest profitability in any business model.” In sales we use them to understand why a product sells, and to communicate it ethically.

  1. #1

    Uncertainty

    Nothing is as profitable as uncertainty. Businesses that control it through their products, experience and knowledge become indispensable.

    Healthcare and law control the uncertainty of non-professionals.

  2. #2

    Risk

    Everything in life carries some degree of risk, and businesses that help mitigate it have explosive profitability.

    Insurers, cybersecurity and credit risk analysis.

  3. #3

    Relative scarcity

    When a product or experience has limited availability, it creates urgency. We buy on emotion and justify with reasons.

    An offer with a deadline closes more than one without.

  4. #4

    Speculation

    Buying at a low price to sell at a higher one later and keep the difference.

    Real estate before a tax reform, coffee when another country's harvest fails.

  5. #5

    Relative abundance

    The opposite of scarcity. Showing yourself as the largest provider in your category conveys trust, quality and prestige.

    The biggest hotel in a destination sells just for being the biggest.

  6. #6

    Focused desperation

    Niches that urgently need an indispensable product or service, and value it above its price.

    Accelerated education, fitness, finance and urgent procedures.

  7. #7

    Coolhunting

    Hunting for trends. Products flexible enough to adapt to what's in fashion, what goes viral and each season.

    Sportswear that became streetwear.

From The Business Model Sharks Master Book by Héctor Nicolás Suero.

Learn to sell with this method.

The methodology is taught in the MAVD Path, sprint by sprint, with programs endorsed by The Business School of Bogotá.

See the MAVD Path → Free Master Class →