One of my favorite topics to talk about is conversions and I have noticed  a pattern of two costly sales mistakes while reviewing sales calls that I want to talk about today. Setting the intent for the call and not asking enough chunking down questions could be costly you sales. I'll explain in depth what these mistakes consist of, how to avoid them, and why you shouldn't let your potential prospects off the hook when describing their ideal situation.

 

Time Stamps:

 

(0:26) My Favorite Topic: Conversions

(2:05) Mistake #1: Setting the Intent of the Call

(2:40) Suggested Language/Framing

(5:31) Mistake #2: Not Enough Chunking Down Questions

(9:41) Don’t Let Them Off the Hook

(11:49) Recapping

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