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💰 Step 8: Retail Close | Siro Sales Academy | Powered by Grosso University

Closing isn’t a moment—it’s a process.

Welcome to Step 8 of the Siro Sales Academy—“The Retail Close.” In this masterclass, Dominic Caminata, Daniel Coomes-Barry, and Joe Jordan break down the three critical stages of an effective retail close: Price Delivery, Financial Terms, and Return on Investment.

This module dives deep into the psychology of high-stakes closing, from managing emotional tension to walking the homeowner through pre-closes, expectations, and affordability. You’ll learn exactly how to reduce fear, reinforce value, and close like a pro—without caving to premature objections or killing your margins.

🧠 What You’ll Learn

✅ The 3 Steps to the Retail Close (Price, Terms, ROI)
✅ How to execute powerful pre-closes to isolate true objections
✅ Using humor, tonality, and confidence to maintain control
✅ How to prevent sticker shock through value reinforcement
✅ Acknowledging objections—then moving straight to financial terms
✅ Why patience and silence are lethal weapons in negotiation
✅ ROI selling: How to show the project pays for itself
✅ Building emotional intelligence to master any closing scenario
✅ The “Say No” mindset that top closers live by
✅ What most reps get dead wrong about discounts and urgency

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⏱️ VIDEO CHAPTERS

0:00 – Welcome to Step 8: Retail Close
1:10 – The Power of Pre-Closes (The 4 Questions)
4:00 – Using Social Proof to Isolate Price
6:30 – Keeping the Homeowner Mentally Engaged
9:15 – The Price Delivery Framework
12:00 – Features & Benefits Overview: Filling the Value Bucket
15:45 – Playing the Price Guessing Game
18:10 – Handling Reactions with Acknowledgment, Silence & Control
21:00 – Transitioning Smoothly to Financial Terms
23:45 – Breaking Down Affordability & Financing Options
26:20 – How to Avoid Objection Avalanche
28:00 – “Say No, Say No”: Going for the Objection
30:10 – ROI Selling: Making the Project Pay for Itself
32:45 – Resale Value, Maintenance, HVAC, Warranties
35:00 – How ROI Closes the Sale Without Discounts
38:20 – Patience vs Panic: Emotional Control at the Table
41:00 – Final Words: Close Calm, Close Strong, Close Often

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Daniel Coomes-Barry sales coaching
Joe Jordan sales system
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overcoming objections in home services
sales psychology for contractors
how to handle sticker shock in sales
contractor sales negotiation
ROI based selling
emotional intelligence sales tactics
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sales humor and tonality
pre-close qualification strategy
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sales training for contractors
close without discounts

📌 Related Resources

✅ Grosso University Sales Academy Master Class
Train with the elite. Learn the 11-step process that turns green reps into certified closers.
🔗 Register: https://www.grossouniversity.com

✅ Siro Sales Enablement Platform
AI-powered tools for real-time feedback, sales coaching, and performance tracking. Built for contractors.
🔗 Explore more: https://www.siro.io

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