Video: Sales Lessons From A Face-to-Face Master Closer

by Kevin

in Face-to-Face Sales,Public Speaking/Stand-Up Comedy

Something different today and I think you’re gonna dig it.

Last week at ETR’s Bootcamp, Mike Koenigs inspired me to rush out an buy a Kodak z18 pocket cam, and I’m putting it to good use.

Here’s how: I’ve found that if you approach life with an open mind and an eagerness to learn…

… we can learn something valuable from everyone we meet. And every lesson of value in life also contains an important lesson in sales.

So, I’ll be interviewing my good friends (and total strangers) about the tactics they use to sell and sharing these quick and dirty videos with you.

Yesterday my good friend, Lou Angelwolf, stopped by the house for coffee and spontaneously became the first interview in the series.

There are 3 Big Lessons in this 8 minutes clip, and several more quick ones that can help you sell more — better.

I hope you find it useful, and as always, your comments are encouraged.



Christopher Tomasulo November 20, 2009 at 12:39 pm

I like your comments on value Lou. They’re classic and missed by many wanna-be salespeople.

To quote W. L. Barnhart (1929)-

“A sale is made a the moment the prospect’s desire for your product outweighs, in his eyes, the value of the continued possession of the amount of money involved.”

Keep the videos coming Kevin.

Kevin November 20, 2009 at 4:01 pm

Hey Chris,

Leave it to you to nail the exact quote and source it. You are invaluable, friend.

More videos on the way. Love to catch you on digi, too.

Let’s talk.


Matt O'Connor November 20, 2009 at 1:10 pm

Great video Kevin, I learnt a lot.

Quick question… what did you edit that video on? Slick work.

Kevin November 20, 2009 at 3:58 pm

Hey Matt,

I did with iMovie (free program on the MacBook). Easiest video editor I’ve seen. I had never opened the program before yesterday. Mac video tutorials are the shiz.

Glad you liked it.


Courtney James November 20, 2009 at 1:12 pm

I love this Kevin.
Not many people are putting up pure selling advice like this. I find everyone kinda pussyfoots around it.

My favorite tip:
“Show that you’re as interested the next day as you were the last morning.” I can say that I’ve lost more sales over this one point then almost any other.

Thanks man.

Kevin November 20, 2009 at 3:55 pm


That was my favorite line, too. One of those things we can never hear enough.

Thanks for your comment, bro.


mAX November 20, 2009 at 2:38 pm

great, as always.

Brian McLeod November 20, 2009 at 9:26 pm

Look at you go with your Macbook…

This was great, Kev. Keep ’em coming…

Your pal is clearly a wise and experienced closer.

“Sell more. Better.”

Man, that’d make a great title for a blog…

Oh wait….


Kevin November 21, 2009 at 9:21 am


I’m glad you mentioned that about “sell more. better.” I threw that on at the end without thinking much… then I started thinking, I must’ve seen that somewhere — it’s too good.

Just Googled and saw it’s yours. I probably shoulda checked first :0 Sorry about that. Great title and a GREAT blog.

I’ll add you to my links page.


Ross Bowring November 21, 2009 at 3:44 pm

Great video, Kevin.

My favorite nugget is “next person to speak loses”. It’s a common commandment of sales strategy but most guys plain ignore it.

To see it in action over and over, and done very well, catch Million Dollar Listings… the real estate show on Bravo.

The three brokers they follow, pretentious as they can be, use this tactic with ruthless efficiency.

They’re closing big five and six-figure commission deals and this is their “go-to” technique to get the check in their pocket.

Don’t know if you watch the show already (they seem to run it on a loop on the weekends…) but it’s a boffo “closing” primer if ever there was one.

Kevin November 21, 2009 at 3:51 pm

Awesome, Ross. I’ll be sure to check it out. My wife loves all the RE shows on HGTV. This sounds like it’s right up our alley.

Thanks for stopping by. Always good hearing from you.


Lou Angelwolf December 1, 2009 at 12:12 pm

Hey thanks everybody for the kind words, sorry it took a few days to respond i was out SELLIN’! Kevin and I plan on doing some more of these, i’m glad you like them.
Coffee is for Closers!-LA

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