Closing Happens Before the Close with Chris Wolf

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Closing actually happens before the close. What does this mean? If you’re a salesperson, you need to understand that a deal is done even before the closing happens. But how would you even know that?

Well, that’s what Chris and I talk about in this second part of our three-part series “Success in Sales”.
What do you really need to be able to close out and make a sale? Is it about your sales talk? About
your product? Well, one thing I can say, it goes way beyond just that.

Find out all the answers, tune in and discover what it really means for a close to happen before the

For those of you who haven’t listened to the first part, head over to and get all the leads you need!

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What’s Discussed In This Episode:

0:00 – Introduction

3:55 How to actually build relationships with potential customers/clients

9:58 Sometimes, your customers don’t really know what their actual problem is

14:48 The benefits that come from truly caring for a client’s needs

21:12 – Understanding the different problems of customers is essential for a close

25:28 – Different businesses need different types of web presence

27:32 – Objection handling even before the objection

32:00 – Why you need to educate your customers

33:56 Takeaways of the day

About Our Guest:

Chris Wolf is an experienced entrepreneur at the Sales Transformation Group, Inc. He is also a subject matter expert and sales coach for all things in the residential construction space.

If you’d like to know more about Chris and what they do, head on over to their website, or visit their
Facebook page. You can also follow them on Instagram, or send them an email here.


Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to The Site Shed: You can also listen to The Site Shed on Apple Podcasts, Spotify, and

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