---
title: The 1 Call Closer, Richard Mugica
description: You're getting objections because you have a flawed process, says Richard Mugica, the 1 Call Closer, on The Sales Podcast. Listen in and close more sales.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/richard_mugica_sales_podcast_577.png
---
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Sep 05, 2022
# The 1 Call Closer, Richard Mugica
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Expand the gap to close the sale
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIvO4CoP5rMMU3dFvkWW4G7BS7fV7njc9bKDnvPCheTvNtt7jaAW94rZmWUQOGFC%2F1gsYjWYgdDV5t3u2fbBMi%2FNL2JqzMigkrO%2FL4%2FLPvSnF51CKt%2B%2BDn0on95CSFFgg91nU3hn%2BPUj3GoqUhn86%2FQz6BDFhGnNipgsFTD%2FdL5%2F3NX6IbkHT8PqYNOOLq2hD%2B21%2B7ZrhQ8RvSJkmzS4Xx%2B&webInteractiveContentId=185369604869&portalId=443614)
## [Professional Sales Tips](https://thesaleswhisperer.com/)you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Persuasion vs. manipulation
- The art and science of closing
- The art comes from experience
- You're going to mess up some opportunities to get good
- Repeat back to the prospect what they said
---
Related episodes and posts
- [Persuasion tips to make the sale](https://thesaleswhisperer.com/blog/be-a-poper-person-of-persuasion/)
- [Persuade so you don't have to close](https://thesaleswhisperer.com/blog/dave-lakhani/)
---
- End with the vision.
- Expand the gap.
- What they say during the process lets you know if they really need time to think it over.
- Objection handling should not be your focus.
- You're getting objections because you have a flawed process.
- Men hear "yes" 99.9% of the time when they ask their girlfriends to marry them because they know they are ready.
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJ7TFpm%2B6VcY1dIXD8jZdpAOL%2BnUVLRGcVOzySKrxsze%2BDk0%2FZPMUVd28ELw%2BdhAbZEhDE%2BUPK9h3qUFL5C%2FvH4MbpgJVEqdLLSLVq2yHxqgLvj8KpVcEcGode43jKuKm6OQ9UHw%2BdOTnA4vAzzbrc08T8bCUlm3xrJjp4%2Bmp7o2oPk%2B%2FQgMl30EpDrnQowe%2B9H93G9gY9huStjE%2FlKYAVUUA%3D%3D&webInteractiveContentId=190434884110&portalId=443614)
- Pay attention to the chemistry on the call.
- There are order takers, and there are closers.
- You need to change their mindset.
- Get them to believe in what they're selling.
- The more people pay, the more they pay attention.
[](https://thesaleswhisperer.com/blog/oren-klaff-pitch-anything)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKux2gMv0hFQPzHZ2yL55cN%2B4R02uPsOgFYKzhpxaanCNFIQq5Wi0t0k6S5%2FD59hXaYqIEqK5YBV5VLEJz4zDkeIdUykJlPhMhos0k6BbCPx6v1btM018Em4MqB7%2BqiSnClocxManpWaKZWio8CFuzqdfnseVcM2fR28HKEDgBNrmru2646Vj6RJVYlgUUEJoIxZVsozwJzEgfTckHVRr2j&webInteractiveContentId=184500196010&portalId=443614)
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [12 Weeks To Peak™](https://thesaleswhisperer.com/daily). Welcome to the last hard quarter of your business career. Free to join. Easy to do. Hard to complete. Worth the pain.
- [Use These Tools To Grow](https://thesaleswhisperer.com/best-crms)
- [The Sales Agenda](https://thesaleswhisperer.com/joy-stress): take control of every sales opportunity like a pro.
**GUEST INFO:**
- Get the [1 Call Closer](https://1callclosers.com/) program
- Connect with [Richard Mugica](https://www.instagram.com/richard_mugica/?hl=en) on Instagram
**SUPPORT & CONNECT:** Check out the sponsors above, it’s the best way to support this podcast
- Twitter: [https://x.com/fixerwes](https://x.com/fixerwes)
- Instagram: [https://www.instagram.com/fixerwes](https://www.instagram.com/fixerwes)
- LinkedIn: [https://www.linkedin.com/in/thesaleswhisperer/](https://www.linkedin.com/in/thesaleswhisperer/)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)
[Salesforce.com](https://thesaleswhisperer.com/blog/topic/salesforce-com), [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Entrepreneur](https://thesaleswhisperer.com/blog/topic/entrepreneur)
## [Prospecting Tips: How To Sell To Big Companies, Jill Konrath](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Sales Training Expert Jill Konrath
[Read more](https://thesaleswhisperer.com/blog/jill-konrath-professional-sales-training-prospecting)
[](https://thesaleswhisperer.com/blog/lisa-magnuson)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Close More Big Deals Fast With Sales War Room Expert, Lisa Magnuson](https://thesaleswhisperer.com/blog/lisa-magnuson)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Feb 27, 2020
Pick Your Account QB to Lead The Sale Click here to download the episode.
[Read more](https://thesaleswhisperer.com/blog/lisa-magnuson)
[](https://thesaleswhisperer.com/blog/jill-konrath-sales-prospecting)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Sales Prospecting: How To Sell To Big Companies, Jill Konrath](https://thesaleswhisperer.com/blog/jill-konrath-sales-prospecting)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Sales Training Expert Jill Konrath, Author of "SNAP Selling: Speed Up Sales and Win More Business...
[Read more](https://thesaleswhisperer.com/blog/jill-konrath-sales-prospecting)
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