📝 Handbook Journal Track

PRACTICAL : "CLOSE LIKE A SHARK; CUTTHROAD TECHNIQUES"

Most salespeople fail not due to a lack of techniques, products, or clients, but because of a weak mindset. The average salesperson fears rejection, seeks approval, and becomes defensive when a prospect says "no." This attitude makes them easy prey in the brutal world of sales. If you want to close like a shark, the first step is to eliminate this fragile mental programming and replace it with an aggressive, strategic, and winning-focused psychology.

The average salesperson enters a call hoping the client will accept them. The shark enters expecting to close. The difference lies in the intention, and intention is born from identity. As long as you see yourself as someone who is "trying to sell," you will keep depending on luck, the client’s mood, or external conditions. But when you adopt the identity of an elite closer, you understand that you dominate the conversation. You are in control. And if there is a real need, there is no valid excuse for the client not to buy today.

For that, you must train your mind every day. Repeat mantras like: "I don’t sell, I close," or "The client needs what I have, and I’m going to prove it." These types of affirmations reprogram your focus.

Destroying the weak mindset also means eliminating the emotional need to be liked by the client. You’re not in sales to make friends; you’re here to close deals. If the client wants sympathy, they should get a dog. You are here to guide them, pressure them if necessary, and close. Is this mindset tough? Yes. Effective? Brutally.

Building the predatory attitude requires three ingredients: hunger, focus, and discipline. Hunger comes from having a powerful reason to close: money, freedom, ambition. Focus is trained by cutting out distractions and mastering each stage of the sales process. And discipline is what makes you a professional: you don’t depend on emotions, but on systems. You have a routine before selling, you prepare mentally, study your client, and enter with the energy of a winner.

By adopting this mindset, your body language changes, your voice becomes firmer, and your confidence becomes contagious. The client feels it. And when that happens, you go from begging the client… to making the client chase you. That is the power of the shark: it doesn’t hesitate, it doesn’t ask for permission. It closes.

Why Do 90% of Salespeople Fail to Close? (And How Not to Be One of Them)

90% of salespeople don’t close because they act like victims, not predators. They enter a negotiation hoping the client will decide. They react, they don’t lead. They ask with fear, not with power. The problem isn’t in what they’re selling, but in how they’re doing it: without posture, without pressure, without structure. If you don’t fix this, it won’t matter how many courses you take or how good your product is — you’ll remain just another face in the crowd.

The average salesperson makes three fatal mistakes: 1) they seek approval, 2) they don’t control the conversation, and 3) they don’t know how to close with authority.

Seeking approval is lethal. If you need the client’s approval, you’re giving them all the power. Buyers smell it. They sense the desperation and use it against you: they ask for discounts, ignore you, waste your time. A shark, on the other hand, doesn’t need to be accepted. They are focused on results, not on being liked. They don’t ask for permission to close. They lead.

The second mistake: not controlling the conversation. Many salespeople talk too much, listen too little, and ask weak questions. They let the prospect derail them, get distracted by unimportant objections, and lose the frame. An alpha seller, a shark, enters knowing where they’re going. Every word they say has a purpose: to guide the prospect toward the decision. If you don’t control the conversation, someone else will — and trust me, it won’t be in your favor.

Third mistake: not knowing how to close with authority. When the time comes to ask for the sale, 90% of salespeople chicken out. They ask with a trembling voice, hesitate, beat around the bush, and transmit insecurity. The prospect feels it and escapes. An elite closer, on the other hand, attacks with clarity and firmness. They don’t ask if the client wants to buy. They assume they will and tell them how to proceed. They use phrases like: “Let’s do it now,” “I’ll walk you through the steps to get started,” or “Confirm the details and we’ll close it now.”

First, work on your mindset. Eliminate the emotional need to please. Second, master the sales structure: opening, diagnosis, presentation, and close. Third, practice frame control. You lead the conversation, you set the pace. Fourth, develop a strong closing script, with no fluff. And finally, eliminate excuses: if you don’t close, it’s because you failed. Period. Don’t blame the client, the market, or the economy. A shark closes in any ocean.

The 10% who do close aren’t smarter or more charming. They are more determined. They have hunger. They have structure. They have inner power. And they transmit it. That is the salesperson clients respect — the one who makes them decide, the one who closes with style, speed, and authority.

That can be you. But first, you must choose: be part of the sharks… or keep swimming with the dead fish.

The Ego, Hunger, and Instinct of the Shark

A true closer is not born — they are made. And to be made, they need three internal engines that turn them into an unstoppable force in any sale: ego, hunger, and instinct. These aren’t weaknesses — they’re weapons. While others suppress them to seem “professional,” the shark masters them and uses them to close. Because selling is not a technical act — it’s a savage act. It’s territory. It’s power. It’s you or the other person. And if you don’t understand that, you’ll remain just another one in the ocean… waiting for something to bite.

Ego is your sense of identity as a salesperson. It’s what makes you walk with your chest up, look people in the eye, and speak like someone who deserves to close. But be careful: it’s not empty arrogance — it’s certainty. Certainty that you know what you’re doing, that what you offer is worth more than it costs, and that the prospect needs to be on your ship. Well-trained ego protects you from rejection. Every “no” bounces off — it doesn’t affect you. Because you know who you are. Because you decide how the conversation ends.

The average salesperson breaks when the client challenges them. The shark enjoys it. They say “too expensive”? Perfect. They hesitate? Even better. Because the shark’s ego doesn’t need external approval. It’s already sharpened. And that commands respect.

Hunger is the engine. You can’t close if you don’t want it with your whole body. If you don’t need to win, if you don’t really care, you won’t press hard, you won’t insist with style. You’ll give in. You’ll go soft. Hunger can’t be taught — it must be cultivated. It’s fed with vision, with high goals, with discomfort. If you’re too comfortable, you won’t close. Period.

Hunger means seeing the close not as the end, but as your oxygen. Do you want to become a millionaire selling? Do you want real freedom? Then you need to develop an insatiable appetite for victory. The shark doesn’t hunt for fun — it hunts because if it doesn’t, it dies.

Instinct, finally, is your radar. It’s that intuition that tells you when to push, when to stay silent, when to go straight to the close, and when to provoke the client to pull them out of their comfort zone. Instinct is trained with experience — but also with presence. If you’re distracted, on autopilot, just repeating a script, you won’t feel the moment. And the close happens at the exact right moment. A second too early or too late — and it vanishes.

The shark senses blood in the water. You must sense the fear, the doubt, the tension in the prospect’s voice. And in that moment — attack.

When you combine strong ego, burning hunger, and sharp instinct, you become something the market can’t ignore: an elite closer. One who doesn’t depend on luck, leads, or circumstances. One who imposes, dominates, and closes.

Mental Reprogramming Techniques: Become a Hunter

The difference between an average salesperson and an elite closer is not only in what they do, but in how they think. Your mind is your main weapon. But if your mental programming is weak, it doesn’t matter how much you know about sales — you’re going to lose. That’s why in this module, you’re going to learn how to reprogram your mindset to become a hunter. Not someone who hopes to close… but someone who hunts closes as their only mission.

The mind of the hunter is clear, focused, free of excuses, and charged with conviction. That mindset doesn’t happen by accident. It is created. It is trained. It is imposed every day. And you are going to learn how to do it.

First: deactivate the fear narrative. Your mind is full of garbage phrases like: “What if they say no?”, “I don’t want to push too hard,” “I’ll message them later.” That voice is your inner enemy. That voice keeps millions of salespeople poor, frustrated, and without results. Reprogramming begins when you identify that voice and silence it with a more powerful one:

Second: visualize victory before every interaction. Don’t enter a sales conversation waiting to see what happens. Enter with a clear image of how the conversation plays out and how you close with power. The mind doesn’t distinguish between real and vividly imagined. If you practice it in your mind, your body executes it with confidence. Close your eyes, take a deep breath, and visualize the moment the prospect says “yes” and you firmly state:

Third: create an emotional attack state. Before selling, activate your body. Shout, jump, beat your chest, do push-ups, breathe hard. It sounds wild — but it works. An energetic body produces an aggressive mind. You can’t close sales with victim energy. You need war state. The best closers in the world have rituals before every call. You need one too.

Fourth: train your mind with power affirmations. Every day, repeat phrases like:

This isn’t magic. It’s neuro-linguistic programming. The more you say it, the more your mind accepts it as reality. And your behavior adapts to that belief.

Finally: eliminate yourself as an option. The hunter doesn’t ask if they’re going to close — they assume it. They go all in, or not at all. This mindset makes you unstoppable, because the prospect feels it. You’re not there to try your luck. You’re there to get results. And that certainty is contagious.

Daily Ritual to Activate Predator Mode

Selling is psychological warfare. And like any warrior, an elite closer doesn’t enter the battlefield without sharpening their mind. That’s why you need a daily ritual — a system that activates you mentally, emotionally, and physically into the exact state to close with power, speed, and control. This isn’t empty motivation; it’s mental engineering. It’s what separates those who wait for a good day… from those who build relentless days, close after close.

Predator mode isn’t something you were born with. It’s programming — an energy you activate. And to activate it, you need a daily protocol as structured as a military routine. Here is the complete ritual, step by step.

Do this ritual every single day without fail, because predator mode isn’t a permanent state — it’s a button you activate. And if you do, the market will have no choice but to respect you, follow you… or buy from you.