How to Close a Deal on the Phone Before They Hang Up | Ep 953 - The Game with Alex Hormozi Recap

Podcast: The Game with Alex Hormozi

Published: 2026-03-17

What Happened

Alex Hormozi advises a swim school business owner on closing sales with cold leads, a new approach for the owner whose business previously relied on word of mouth. The owner, currently spending $1,400 monthly on ads to acquire leads at $12 each, struggles with converting these cold leads into paying customers. Hormozi breaks down the sales process into specific strategies to maximize conversions.

He emphasizes the importance of pre-selling by closing off alternative options the customer might consider. Hormozi suggests asking direct questions to eliminate other choices, such as whether the customer has time to take their child to the pool regularly or if they have access to a suitable pool. By doing this, the owner can position the swim school as the best option.

Creating urgency on the sales call without appearing pushy is another key tactic. Hormozi illustrates this by comparing the desire to have a child ready for summer swimming to wanting to lose weight by summer, emphasizing the need to start now. This method helps align the customer's timing with the urgency of starting lessons immediately.

Hormozi also outlines a clear process for taking payment over the phone, suggesting sending a payment link during the call and staying on the line until completion. This ensures the customer follows through with the transaction, reducing the likelihood of cart abandonment.

To enhance customer satisfaction and retention, Hormozi recommends a structured front-end offer of $600 for 12 sessions, guaranteeing that the child will learn to float. He proposes upselling at the midpoint of the program by introducing an advanced, long-term training package credited towards future sessions.

The idea of introducing branded swim gear as a supplementary upsell is advised to create a sense of belonging and offset acquisition costs. Hormozi compares this to karate uniforms or kickboxing gloves, suggesting swim caps or branded shorts as potential items.

Key Insights

• Alex Hormozi highlights that closing sales with cold leads requires a structured process to pre-sell and eliminate alternatives. This involves asking direct questions to highlight the lack of reasonable alternatives, positioning the service as the most suitable solution.
• Creating urgency without being pushy is crucial in sales calls. Hormozi uses analogies like weight loss goals to recalibrate the customer's timeline, stressing the importance of starting immediately to achieve desired results, such as having a child swim-ready by summer.
• A clear payment process during phone calls minimizes transaction drop-offs. Hormozi suggests sending a payment link while on the call and waiting for confirmation to ensure customer follow-through, enhancing the likelihood of a completed sale.
• Introducing branded merchandise, like swim caps or shorts, can provide additional revenue streams and foster a sense of community. This approach mirrors strategies in other activities like karate or kickboxing, where equipment becomes part of the identity and experience.