S Brian Smith 🪜’s Post

Sit down, shut up, and listen. This is what I've learned about sales meetings. The customer is not just a prospect. → They're also a unique human being. They're not just a paycheck. → They're the lifeblood of your business. Your sales meetings shouldn't be all about you. → It should be about them. So... When you're on a sales call. When you're pitching a client. When you're in a negotiation... Shut up. Listen. And empathize. When you truly understand your customers, you can offer them valuable solutions. So, next time you're on a sales call and you feel like you're not making progress, ask yourself a question: Have I taken the time to fully understand this person?

When Prospects Say “I Need Some Time To Think About It” – Here’s What You Do How many times have you heard this? “I really like what you’re offering, but I need some time to think about it. I’ll get back to you.” And how often does that end in a closed deal? Most of the time, they: - Ghost you completely, or - Send a polite, “It’s not the right time for me.” Here’s the truth: When someone says they need time to think, it’s almost always because of a hidden objection they’re not comfortable sharing. What do you do? You call it out directly—but with a little finesse. Here’s a script that works: "Hey [Name], after being on hundreds of these calls, I’ve learned that when people say they need time to think, it’s usually one of two things: either it’s not the right fit, or they’re unsure if this will work for them. I’m hoping that’s not the case here?” Then stop talking. Let them fill the silence. This approach does two things: 1️⃣ It makes them feel understood without being pressured. 2️⃣ It brings the real objection to the surface—whether it’s budget, timing, or trust. Once you know the real issue, you can address it and move closer to a yes. Closing isn’t about persuasion—it’s about clarity. #sales #highticketsales #closer

Not following up with your dream clients isn’t going to make them like you more. I’m in the business of helping you make more aligned sales. So I’ll never tell you not to sell. But I’ve seen this narrative a lot recently, and people are wearing it as a badge of honour. “Don’t worry, I won’t follow up with you!!” But if someone has shown genuine interest in what you’re offering*, not following up with them is just bad business practice. *Enquired via your website, scheduled a discovery call, verbalised that they want to work with you. You’re selling to humans. We always have things going on. Sometimes we’re busy. Usually, we forget things. And often, the timings just not right. That doesn’t mean your offer isn’t something we need or will invest in. It just means that sometimes we need reminding of it. As someone who’s quickly overwhelmed and often forgetful, I LOVE people following up. It shows they care and genuinely want to help me. And I have no problem telling them it’s not for me, right now or never, because I’d expect this communication from someone who enquires with me. So please, be a good business person, follow up, engage in conversation, and show your potential clients you care. And don’t be afraid to politely decline if something isn’t for you. It takes 2 minutes 😇.

“Tahoora, get out of my head!” That's what a prospect said to me on our last call. And honestly, it was the best compliment I could’ve gotten. Here’s the thing: the questions she asked were exactly the ones I knew were coming. It’s because I get what my prospects are really asking... even when they don't say it directly. It’s not about guessing. It’s about understanding your audience at a deep level. → Their doubts → Their fears → And those sneaky objections they might not even mention. If you don’t know what’s going on in their heads, you’re not ready for the conversation. But when you do? You handle objections before they even fully form. So, here’s the lesson: If you want to close high-ticket clients, Stop focusing on just answering questions; start focusing on reading minds (metaphorically, of course).😉 Know their concerns, speak to their pain points, and make them feel like you already understand them better than they understand themselves. That’s how you build trust. That’s how you close deals. 🔥

How to have an effective conversation with your potential client(s) Do's and dont's of conversation with your prospects . You have a conversation with your prospects and all of a sudden receive responses like: - Let me think about it. - Let me discuss this with my partner. - I'll get back to you. - Your price is too high. - Someone else is charging cheaper than you. All are objections, right? Do you know why objections happen? Because: - You don't build enough trust. - You sell/offer the same that everybody sells. - You don't make them certain about the stuff that they need. To deal with objections: - Find out reasons - what makes them bother - Understand the context - you just can't copy/paste the stuff from videos/books. - Find out the hot button and press it again and again. To get clarity on this - just understand --> Pain is greater than pleasure. - Don't push but pull them with the value they need. The chances of converting your prospects to clients will be high then. What strategy do you follow for effective conversation with your potential client? Share in the comments! P.S. Have a great weekend 😊

How to converse effectively with your prospects Do's and dont's of conversation with your prospects . You have a conversation with your prospects and all of a sudden receive responses like: - Let me think about it. - Let me discuss this with my partner. - I'll get back to you. - Your price is too high. - Someone else is charging cheaper than you. All are objections, right? Do you know why objections happen? Because: - You don't build enough trust. - You sell/offer the same that everybody sells. - You don't make them certain about the stuff that they need. To deal with objections: - Find out reasons - what makes them bother - Understand the context - you just can't copy/paste the stuff from videos/books. - Find out the hot button and press it again and again. To get clarity on this - just understand --> Pain is greater than pleasure. - Don't push but pull them with the value they need. The chances of converting your prospects to clients will be high then. P.S. Have a great week 😊

Tired of Hearing 'No thanks' on Sales Calls? Rejection in sales isn’t the end—it’s the beginning of a better conversation. If you’re hearing “no” more often than “yes,” don’t worry. It’s usually not because your offer isn’t good—it’s because your approach needs a tweak. Here are 3 simple steps to turn a “no” into a “yes”: 1. Ask Better Questions – Don’t dive into your pitch. Start by asking, “What’s the biggest challenge your business is facing right now?” 2. Listen More – Instead of thinking about your next move, listen carefully. People love to feel understood, and that’s your leverage. 3. Offer a Solution, Not a Product – Tailor your solution to their pain point, not just your product. That’s how you create value. 💡Pro Tip: Reframe objections as opportunities to clarify and build trust. The more you understand, the easier it is to provide real value.

Why “Building Rapport” Can Actually Hurt Your Sales Calls We’ve all heard the advice: “Build rapport first before diving into the pitch.” But in reality, how you build that rapport can make or break the call. Here’s the thing: prospects know why you’re calling. Trying to force a casual conversation or over-emphasizing shared interests can come off as disingenuous. Instead of connecting, you risk losing trust before you even start. I’ve found that focusing on the prospect’s pain points immediately shows that you respect their time and understand their business. Authentic rapport comes from helping them see a solution to their challenges, not from small talk. Curious to hear how others approach this—do you lead with rapport or value? 🤔 Drop your thoughts below!

Stepping into a sales call can feel like stepping onto a stage. The spotlight's on you, and suddenly, the script seems to vanish. But here's the twist: the script was never the star; you are. Let me share a secret that transforms sales calls from nerve-wracking to confident conversations. It’s not about selling; it’s about connecting. When you shift the focus from making a sale to making a difference, everything changes. You’re no longer a salesperson; you’re a guide. Start with research. Know whom you’re talking to. What challenges do they face? What victories do they cherish? This isn’t about memorizing a script; it’s about understanding the person you're speaking with. Next, prepare for the call with speaking points and questions, but don't rely on a script. Familiarize yourself with your offer's key points like they're stories from your life. Authenticity can't be faked. Then, remember to breathe. Anxiety is just excitement without the breath. Before the call, take a moment. Breathe in confidence, breathe out doubt. Finally, listen. Your role is less about speaking and more about hearing their needs, fears, and dreams. Tailor your guidance to their script, not yours. Feel the shift? You're not 'selling'—you're helping. And there’s nothing more rewarding than being the reason someone achieves their goals. If transforming sales call anxiety into empowering connections resonates with you, DM me. Let's turn your sales calls into mutually beneficial connections.