In Episode 57 of Call The Damn Leads, host Drewbie Wilson sits down with Robin Waite, a business coach, author, and expert in pricing strategy. Robin shares powerful insights into sales psychology, using silence as a strategic tool, and how to structure premium offers to maximize revenue. Known for his direct approach, Robin walks us through how he helps business owners package their services, confidently price their offerings, and use creative techniques to close bigger deals.

Whether you're a seasoned pro or just getting started, this episode is packed with practical advice to refine your sales process and bring in high-value clients.

Key Takeaways

The Accidental Upsell: Productizing Your Services Robin shares how he turned a simple one-day branding workshop into a high-revenue, productized service. By packaging services in a structured brochure with optional add-ons, he allowed clients to "upsell themselves." This simple tweak resulted in more revenue with minimal extra work.

The Power of Silence (STFU Technique) One of Robin's most valuable lessons is the "STFU" technique, a reminder to stay silent during critical moments in a sales conversation. Robin explains that silence isn't meant to be manipulative; it gives prospects time to process the offer and consider its value. He recounts a story where his mentor held 22 minutes of silence, ultimately leading to a £9 million deal. The lesson? Silence can help clients talk themselves into a purchase.

Understanding Decision-Making Modalities Robin explains the three stages people go through when making decisions: Feeling (the gut reaction), Thinking (the analytical phase), and Knowing (the final decision). By recognizing these stages, sales professionals can allow clients the time to move through each phase naturally, leading to a confident yes.

The "Espresso Machine" Strategy Robin introduces the "espresso machine" concept, inspired by Starbucks' premium product upsell. He encourages every business to have a high-ticket, premium option for clients who want the "full experience." Even if only a few clients take it, this premium offer can significantly boost revenue and position your business as high-value.

Pricing Confidence and Value-Based Selling For service providers, confidence in pricing is essential. Robin works with clients to shift from hourly billing to value-based packages, emphasizing the outcomes rather than just time spent. This not only helps service providers earn more but also builds stronger client relationships by focusing on results.

Embracing "No" as Part of the Process Robin advocates for aiming for a conversion rate of about 20-35%, which means that hearing "no" should be part of a healthy sales process. Instead of fearing rejection, he encourages salespeople to see it as a sign they're aiming high enough with their pricing. If you're getting too many yeses, you might be undercharging!

Memorable Quotes

"If you just shut your mouth, people will often work it through themselves." – Robin Waite

"Sales is a muscle. If you want to get good at it, you have to practice it just like you would at the gym." – Robin Waite

"Every business should have their equivalent of an espresso machine—something premium for the right client who's ready for a bigger investment." – Robin Waite

"When clients say 'no,' I celebrate just as much as when they say 'yes.' It's all part of the process." – Robin Waite

Connect with Robin Waite

Want to learn more from Robin? Here's where you can find him:

• Website: https://fearless.biz – Discover Robin's coaching programs, resources, and services.

• Free Book Offer: Robin is offering Call The Damn Leads listeners a signed copy of his book Take Your Shot! Go to https://fearless.biz/tys to claim your free copy (postage optional).

• YouTube Channel: https://www.youtube.com/user/RobinMWaite – Check out Robin's videos for more insights on sales and pricing.

• LinkedIn: https://www.linkedin.com/in/robinwaite/ – Connect with Robin on LinkedIn for updates and insights.

Actionable Tips from Robin

• Role-Playing for Sales Practice Robin emphasizes the importance of role-playing to improve objection handling and boost sales confidence. Practicing in a low-pressure environment helps you sharpen your skills, so you're ready when the real deal comes along.

• Record and Review Your Sales Calls Robin records all of his sales calls and reviews them to assess his body language, pacing, and choice of words. This helps him continually improve and catch anything he might have missed in the moment.

• Be Ready to Walk Away Part of having confidence in your pricing and offer is being willing to walk away if a client isn't the right fit. Not every lead is your ideal client, and being selective allows you to focus on high-value opportunities.

Call The Damn Leads

Hosted by Drewbie Wilson, Call The Damn Leads is the go-to podcast for sales professionals. Drewbie brings in expert guests who share real-world stories, sales strategies, and insights to help you refine your approach and close more deals. Each episode is packed with practical advice, humor, and actionable insights for anyone looking to succeed in sales.

Connect with Drewbie and Call The Damn Leads:

• Instagram: https://instagram.com/callthedamnleads

• Facebook: https://facebook.com/drewbiewilson

• Website: https://callthedamnleads.com

Got a wild sales story of your own? Head to https://callthedamnleads.com/podcast to submit your info for a chance to be featured on the show!

Welcome to Call The Damn Leads, where we dive deep into the art and science of sales! In today's episode, we focus on a crucial yet often overlooked aspect of the sales process: follow-up. Whether you're swimming in leads or struggling to get organized, this episode will teach you how to create a follow-up system that drives results, builds trust, and sets you up for long-term success.

We cover:

• The importance of organizing and segmenting your leads.

• Crafting follow-up sequences that maximize conversions.

• The power of multi-channel communication for personalized touchpoints.

• Why asking for referrals is a game-changer for your business.

If you're ready to take control of your follow-up game, this episode is packed with actionable insights to help you turn leads into loyal clients—and maybe even uncover that elusive FU money.

Key Takeaways

1. Organize Your Leads Start by segmenting your data. Know where each lead came from and categorize them (current clients, old clients, referrals, etc.). Understanding the source helps you tailor your messaging and build trust.

2. Build a Follow-Up Sequence Consistency is key. Create a schedule with specific touchpoints for each lead over the first 30, 60, and 90 days. Whether it's calls, emails, or texts, having a clear plan ensures no lead falls through the cracks.

3. Adopt Multi-Channel Communication Not all clients want to talk on the phone. Offer options—email, text, or in-person visits—so prospects feel comfortable engaging with you. Always ask, "What's your preferred way to communicate?"

4. Leverage Templates for Efficiency Save time and stay consistent by using templated responses for common scenarios. Customize as needed, but don't reinvent the wheel for every lead.

5. Don't Forget Referrals Referrals are gold. Build a process to follow up with existing clients and ask for referrals—it's the easiest way to grow your business and build trust.

Drewbie's Pro Tips

• Track ROI on Marketing: Know what's working and what's not by asking prospects how they found you. Don't waste money on vanity campaigns with no measurable ROI.

• Start Conversations Wisely: Ask, "Would you prefer to chat in messages or set up a call?" This removes pressure and builds trust.

• Educate and Entertain: Use follow-up as a way to stay top of mind by sharing helpful, engaging content.

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at Call the Damn Leads.

• Follow Drewbie on Facebook - Drewbie Wilson

Follow Call The Damn Leads on Instagram - @callthedamnleads

In this episode of Call the Damn Leads, I'm joined by the passionate recruiter and sales expert, Darren Saul. With over 25 years in the recruiting world, Darren shares insights on how he navigates the delicate balance between candidates and clients, seeing recruitment as much more than filling a role—it's about facilitating relationships and building bridges. This conversation dives into the nuances of consultative sales in recruiting, the power of pre-qualifying candidates, and why staying authentic in relationship-building is crucial to success. Darren's stories and strategies make this episode a must-listen for anyone looking to grow their team or expand their skills in relationship-driven sales.

Key Highlights 🔄 The Value of an Open Mind

• Darren reveals a common lesson in his line of work: "Never assume." Many candidates initially reject roles based on assumptions, only to realize after an interview that the job is a perfect fit. Darren shares how he encourages open-mindedness and getting candidates to just have that first conversation.

🧩 Consultative Sales in Recruitment

• Darren explains that the recruiter's job isn't about hard selling; it's about guiding both the client and the candidate. Through a consultative approach, Darren emphasizes the importance of managing expectations, providing open communication, and ensuring that both sides feel valued and engaged.

📹 The Power of Video Interviews

• Darren has adopted video interviews as part of his pre-qualifying process, giving clients a multidimensional view of candidates beyond a paper resume. This approach has made a significant difference in helping clients connect with candidates on a deeper level.

🤝 Outsourcing and Delegation in Recruiting

• In a world where AI and automation are becoming increasingly popular, Darren underscores the importance of keeping the human touch. He advises using AI tools only for initial outreach while handling the rest of the relationship-building process personally, emphasizing that trust can't be outsourced.

Actionable Takeaways

1. Keep an Open Mind in Recruiting: Encourage candidates to approach opportunities with curiosity rather than assumptions. Often, the roles that don't seem perfect on paper turn out to be excellent fits after an initial conversation.

2. Adopt Video Interviews: Video interviews offer a more comprehensive view of a candidate, helping clients better understand who they're meeting. If you're not using video yet, consider adopting it to help both parties make more informed decisions.

3. Outsource with Strategy: Delegate the administrative tasks, but keep the relationship-building in your hands. AI can handle the initial touchpoints, but don't let it replace the genuine connection that only a real conversation can build.

4. Foster a Consultative Approach: By focusing on the long-term goals and needs of both candidates and clients, you create a space where successful matches happen naturally. Building relationships through genuine service ensures that placements are solid and sustainable.

How to Connect with Darren Saul

Darren offers a wealth of resources on recruitment for both job seekers and business owners through his site. From video insights to interview tips and negotiation strategies, Darren's website is a powerful tool for anyone looking to understand the recruitment process better.

• Website: saulrecruitment.com.au

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at Call the Damn Leads.

• Follow Drewbie on Facebook - Drewbie Wilson

Follow Call The Damn Leads on Instagram - @callthedamnleads

Welcome to another episode of Call The Damn Leads! In today's episode, I dive into a topic every sales professional can relate to: resilience. Whether it's the sting of rejection, navigating broken systems, or adapting to change, resilience is the superpower that separates the good from the great.

We'll talk about:

• Turning rejection into a tool for growth.

• Gamifying your sales process to stay motivated.

• Leading with optimism in tough times.

• Evolving your systems and strategies for 2025 and beyond.

If you've ever had one of those days where everything feels like it's falling apart—this episode is for you. Let's explore how to reframe those struggles and use them to build a thriving sales career.

Key Takeaways

Here are the highlights from today's episode:

1. Rejection Is Your Teacher, Not Your Enemy Every "no" is a lesson. By analyzing objections and refining your approach, you turn failures into stepping stones for success.

2. Gamify the Grind Sales can feel like a grind, but gamification makes it engaging. Set challenges like collecting 100 "no's" a day. You'll not only improve your skills but stay motivated as you progress.

3. Leadership Through Optimism As a leader, your energy impacts your team. Face challenges with a positive mindset and show them what's possible when you persist.

4. Adaptation is Non-Negotiable Whether it's a new CRM or an updated script, embracing change keeps you competitive. Sales is an evolving game—stay ahead of the curve.

5. Resilience Applies Beyond Sales The lessons learned in sales apply to relationships, health, and personal growth. Developing resilience in one area builds a stronger foundation for every aspect of life.

Drewbie's Sales Tips from This Episode

• Gamify Your Calls: Turn rejection into a game. Track how many no's you collect each day, and celebrate when you hit your targets.

• Reframe Objections: View objections as opportunities to refine your pitch. Ask yourself, "What can I learn from this interaction?"

• Stay Consistent: The magic is in showing up every day. Even when it's hard, push through and build momentum.

• Invest in Systems: Use tools and CRMs that simplify your workflow. It's about working smarter, not harder.

• Focus on Leadership: Lead by example. When your team sees you tackling adversity, they'll follow your lead.

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast

• Follow Drewbie on Facebook - https://www.facebook.com/drewbierides

Follow Call The Damn Leads on Instagram - https://www.instagram.com/callthedamnleads

In this episode of Call the Damn Leads, we dive into the world of relationship-building in sales with Corey Quinn, an expert marketer and author of Anyone, Not Everyone. Corey shares his journey in transforming an agency into a niche-focused powerhouse and the importance of specialization in sales. From giving away a Tesla to sending memorable, thoughtful gifts, Corey reveals the strategic techniques that have set him apart. This episode is loaded with actionable insights on how to use relationship-building and targeted outreach to drive lasting success in sales.

Key Highlights 🎁 Memorable Sales Tactics

• Corey recounts an unforgettable Tesla giveaway at a franchise conference that put his company on the map and rapidly expanded their client base.

• Corey shares the power of personalized gifts in sales, from gourmet cookies to embroidered pillows, proving that a thoughtful gesture can lead to million-dollar deals.

📈 Strategic Targeting and Market Specialization

• Corey emphasizes the importance of specializing in a market, which allowed his agency to scale from $20 million to $150 million in revenue.

• He discusses the process of identifying and targeting a smaller group of highly qualified prospects to create meaningful, long-lasting client relationships.

🔍 The Power of Consultative Selling

• Corey advocates for consultative selling, focusing on understanding client needs and offering tailored solutions rather than just closing deals.

• He stresses that sales success lies in meeting clients where they are, aligning solutions with their needs, and walking away if it's not a good fit.

💡 Lessons on Delegation and Systemization

• Corey highlights the significance of founders owning their processes, using books like The E-Myth as inspiration. He warns that premature delegation without established systems can lead to chaos, encouraging business owners to create a replicable process before passing off key roles.

Actionable Takeaways

1. Build Connections with Personalized Gifts: Thoughtful gifts that reflect the prospect's interests show authenticity and can open doors to meaningful relationships. Avoid generic gifts—go for personalized and memorable.

2. Focus on a Niche Market: Specializing in a vertical not only creates a clearer brand identity but also fosters expertise and trust. If you're struggling to scale, consider narrowing your focus.

3. Be a Consultative Seller: Shift from transactional selling to consultative selling by focusing on understanding the prospect's goals and challenges. This builds credibility and trust, leading to higher conversion rates.

4. Own Your Systems: Before delegating, ensure you have a clear, documented process. This ensures that your business remains consistent and scalable, even as you bring on new team members.

How to Connect with Corey Quinn

Corey offers more insights in his book, Anyone, Not Everyone, which outlines a proven system for niche specialization. He's also made the audiobook version available for free, along with workbooks to help implement his strategies.

• Website: AnyoneNotEveryone.com

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at Call the Damn Leads.

• Follow Drewbie on Facebook - Drewbie Wilson

Follow Call The Damn Leads on Instagram - @callthedamnleads

In this festive episode of Call the Damn Leads, we're celebrating the holiday season with a personal twist. Drewbie Wilson sits down with his family to reflect on the true meaning of Christmas and the invaluable lessons learned during their entrepreneurial journey. From family bonding to sales wisdom, this episode is packed with heartfelt stories, practical advice, and holiday cheer.

Key Highlights

Drewbie sets the stage with a warm welcome, expressing gratitude to the Call the Damn Leads community. Celebrating one year in full-time business, he reflects on the freedom entrepreneurship has brought to his family.

Family Reflections

• Duder's Perspective: Drewbie's son, Anderson "Duder," shares his excitement about spending Christmas surrounded by family. His candid joy reminds listeners of the importance of cherishing the little moments.

• Kayla's Thoughts: Kayla reflects on being back in Ohio after years away, highlighting how setting goals for the new year brings hope and direction.

Biggest Gifts of the Year

• Drewbie shares how messages from listeners implementing lessons from the show are among the most meaningful gifts he's received.

• The Wilsons recount their life-changing decision to sell their home in Texas, move into an RV, and embrace freedom and family.

Sales Tips with a Holiday Twist

• Drewbie discusses the art of "logical closing" as demonstrated by Duder, who cleverly sells his parents on buying him a guitar pick for Christmas.

• The family underscores the mantra: "Givers gain." Giving value to others paves the way for abundance in business and life.

Closing Lessons

• Drewbie wraps up with an important takeaway: The greatest gift a salesperson can receive is a referral. He encourages listeners to give and receive referrals this holiday season.

Key Takeaways

• Gratitude and family are the heart of true freedom.

• Success in sales is rooted in simplicity: Solve a problem, offer value, and ask for the sale.

• Investing in relationships—both personal and professional—yields the highest returns.

How to Connect with Drewbie and the Wilson Family

• Website: CallTheDamnLeads.com

• Social Media: Instagram: https://instagram.com/CallTheDamnLeads Facebook: https://facebook.com/drewbierides YouTube: https://youtube.com/@callthedamnleads

If you've been inspired by this episode, head over to CallTheDamnLeads.com to check out resources, swag, and Drewbie's bestselling books. Don't forget to share this episode with someone who needs a little motivation this holiday season!

In this episode of Call the Damn Leads, I'm joined by the inspiring Alan Lazaros, a business coach and co-host of the Next Level University podcast. Alan shares how a near-fatal car accident became a turning point in his life, leading him to build a mission-driven career helping others reach their full potential. He believes in leading by example and shares the power of focusing on integrity, sustainable habits, and defining success as a continuous journey. If you're looking to level up your mindset, build lasting success, and thrive with intentionality, this episode is for you.

Key Highlights

• A Life-Changing Sales Story: Alan recalls an early experience as a fitness coach when he took on a client struggling with binge drinking. This challenging experience taught him the importance of setting boundaries, understanding client needs, and knowing when to say no.

• Lead by Example in Sales and Life: Alan explains that leading by example is the most impactful sales skill. As a CEO, he's learned that his team, clients, and community follow his actions more than his words.

• Sustainable Success and the Big Five to Thrive: Alan shares his "Big Five to Thrive"—a daily set of tasks he focuses on to keep his business and life on track. These intentional actions help him stay productive, avoid burnout, and consistently drive growth.

• Reframing Success as a Continuous Journey: Alan highlights the importance of designing a lifestyle that prioritizes sustainable success. He believes that when we chase meaningful work rather than momentary wins, we can find true fulfillment in our careers.

• Integrity in Coaching: Alan emphasizes that as a coach, it's essential to help clients create lasting change by building systems that work for them, rather than imposing your own methods. True coaching empowers clients to take charge of their own journey.

Actionable Takeaways

1. Lead with Integrity: Your team and clients are influenced by what you do, not just what you say. Show up consistently, set the example, and practice what you preach.

2. Define Your Big Five to Thrive: Identify five core actions that will drive your progress. Keep these tasks manageable and sustainable, ideally under an hour, to ensure consistency.

3. Embrace Sustainable Success: Don't burn out by chasing instant wins. Instead, build a career and lifestyle you're excited to maintain over the long term.

4. Serve Without Attachment: You can inspire clients, but they have to do the work. Detach from their outcomes and focus on empowering them to succeed on their own terms.

5. Reframe Success as a Continuous Journey: Real success isn't about reaching a final goal—it's about the commitment to constant growth, resilience, and self-improvement.

How to Connect with Alan Lazaros

Alan is committed to helping others reach their potential through his podcast, Next Level University, and coaching at Next Level Universe.

• Website: nextleveluniverse.com

• Instagram: @alazaros88

• Podcast: Next Level University

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast.

• Follow Drewbie on Facebook - https://www.facebook.com/drewbierides

Follow Call The Damn Leads on Instagram - https://www.instagram.com/callthedamnleads

In this episode of Call the Damn Leads, I'm joined by financial advisor and mindset expert, Chad Hufford, the founder of Veritas Alaska. Chad shares how he's navigated the rough roads of building a successful wealth management firm, facing rejection, and redefining sales success by focusing on inputs over outcomes. With over 80,000 rejections under his belt, Chad opens up about why gamifying sales and embracing a long-term perspective on service are key to lasting success in financial advising—and any sales career.

Key Highlights

• The Coldest Sales Call Ever: Chad recounts a harrowing sales call in Alaska during a record-breaking -45°F winter. After his car got stuck, Chad was stranded with his prospect, giving new meaning to overcoming sales challenges!

• Focus on Inputs, Not Outcomes: Chad shares how focusing on what you can control—your effort and inputs—rather than outcomes has been transformative for his business.

• Gamifying Sales to Build Momentum: By tracking metrics like the number of calls and outreaches rather than focusing solely on sales results, Chad has made the sales process more engaging and rewarding.

• Reframe Your Mindset: Chad emphasizes the power of reframing rejection and learning to view each outreach attempt as a win, which helps maintain resilience through tough times.

• Believe in Your Value: Chad's advice to sales pros is straightforward: if you don't believe your product is truly beneficial, find something else to sell. Real success requires passion for helping others and belief in what you offer.

Actionable Takeaways

1. Gamify Your Sales Process: Chad recommends setting daily benchmarks for outreach (calls, emails, etc.) and celebrating each attempt as a win. Focus on the action you can control rather than worrying about immediate results.

2. Develop Resilience Through Repetition: If you're a new sales rep, get used to hearing "no." Track your rejections as well as successes—seeing each outreach as part of your progress toward "yes" will keep you motivated.

3. Believe Deeply in Your Product: If you're selling something you don't believe in, it's time to move on. True sales success comes when you believe your product genuinely improves lives.

4. Book Recommendation for New Sales Professionals: Chad suggests reading Game of Numbers by Nick Murray for a valuable framework focused on controlling inputs. This book has been foundational in Chad's career, helping him reframe the sales journey and focus on what he can control.

How to Connect with Chad Hufford

Chad shares valuable insights and financial guidance across platforms, working with clients around the country through his firm, Veritas Alaska.

• Website: veritasalaska.com

• Instagram: @veritas.alaska

• LinkedIn: Chad Hufford

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast.

• Follow Drewbie on Facebook - https://www.facebook.com/drewbierides

Follow Call The Damn Leads on Instagram - https://www.instagram.com/callthedamnleads

In this episode of Call the Damn Leads, I sit down with sales pro Ryan Pollyniak, who's spent over 15 years mastering complex sales cycles and delivering incredible results in the ERP and CRM software space. Ryan brings a wealth of knowledge on navigating high-stakes deals, managing tough buyer emotions, and creating win-win outcomes that keep clients loyal for years. If you're in sales and want to learn how to handle challenging situations, this episode is packed with insights you can apply right away.

Key Highlights

• The Wildest Sales Story: Ryan recounts an unforgettable sales demo where the CEO left the meeting—by boat! Learn how Ryan handled this unexpected situation with calm professionalism and kept the deal alive.

• Breaking the Ice in Awkward Moments: Sometimes, silence isn't golden. Ryan shares why speaking first in an uncomfortable silence can take control of the room, diffuse tension, and build rapport with clients.

• Sales Superpower – Guiding Clients Through Complex Cycles: Ryan explains how he turns complex sales into a clear, step-by-step process for his clients, which builds trust and credibility. He emphasizes the importance of being a "Sherpa" who guides clients and provides clarity in overwhelming buying decisions.

• The Power of Listening and Pausing: Ryan and I discuss the crucial role that listening plays in sales and how a well-timed pause can keep you in control of the conversation without seeming pushy.

• Price Pressure and Value Perception: Ryan explains why it's essential to understand and communicate your value before discussing pricing and how to handle clients pushing for a number early in the sales process.

• Dealing with Gatekeepers: Ryan shares his approach to working with gatekeepers and building trust with non-decision makers to keep the sales process moving forward.

• Disqualification as a Tool for Success: Learn when it's time to walk away from a deal and why doing so can save you time, energy, and resources to focus on the right opportunities.

• 'Call the Damn Leads' – Why Picking Up the Phone Still Matters: Ryan emphasizes the effectiveness of phone calls in establishing rapport and advancing sales cycles, especially for younger sales reps who may be hesitant to make calls.

Actionable Takeaways

1. Use Humor to Break the Ice: A lighthearted comment or question can often cut through the awkwardness and put clients at ease. Embrace your personality!

2. Be Clear and Transparent: When clients are overwhelmed by complex products or long sales cycles, simplifying the process and setting clear expectations establishes you as a trusted advisor.

3. Keep the Conversation Human: Treat every client interaction with empathy. Understand they have their own motivations, fears, and reasons for making a buying decision.

4. Disqualify Early if Necessary: Don't be afraid to disqualify leads who aren't a good fit to save time and improve your focus on higher-quality opportunities.

5. Pick Up the Phone: Don't rely solely on emails and DMs—many prospects respond better to a voice on the other end of the line. Be proactive and stand out by calling.

How to Connect with Ryan Pollyniak

Ryan is active on LinkedIn, where he shares insights and posts about the ERP and CRM world. Connect with him there or visit Wester Computer to learn more about his work in Microsoft ERP and CRM systems.

• LinkedIn: Ryan Pollyniak

• Website: westercomputer.com

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at https://callthedamnleads.com/pages/podcast

• Follow Drewbie on Facebook - https://www.facebook.com/drewbierides

• Follow Call The Damn Leads on Instagram - https://www.instagram.com/callthedamnleads

Thanksgiving 2024 Special – Gratitude, Referrals, and Finishing Strong Episode Overview

Hey, friends! In this special Thanksgiving episode, I'm diving into one of the most powerful tools in sales—gratitude. As we wind down 2024, it's crunch time, and I'll be sharing how a mindset of thankfulness can fuel your sales strategy, deepen relationships, and help you hit those year-end goals.

We'll talk about the evolution of Black Friday, adapting to changing consumer behaviors, and why referrals are the best gift you can ask for this season. Plus, I've got some insights on tools like the Diary of a Damn Closer to keep you on track. It's time to combine gratitude with action and crush these last 40 days of the year.

Key Highlights 1. Gratitude is a Business Strategy

• Reflecting on how thankfulness strengthens relationships with clients, partners, and team members.

• Practical ways to express gratitude in your sales process to create lasting connections.

2. The Changing Black Friday Landscape

• Black Friday has shifted from a one-day frenzy to a month-long event.

• Tips for adjusting your sales approach to align with modern consumer habits.

3. Referral Power

• Why referrals are the ultimate compliment in sales.

• Strategies for asking for referrals effectively—and how giving them can come back tenfold.

4. Tools for Success

• The Diary of a Damn Closer helps you track gratitude, effort, and progress.

• A simple formula for daily success: 100 calls, 10 conversations, 2 closes.

5. The Season of Giving

• Sales isn't just about closing deals; it's about solving problems and helping others.

• How focusing on serving your clients leads to massive growth in your business.

Actionable Takeaways

• Start with Gratitude: Send personalized messages or thank-you notes to your best clients and partners. It's a small gesture with a big impact.

• Adapt Your Sales Strategy: Acknowledge how buying patterns have changed and align your approach accordingly.

• Ask for Referrals: Don't hesitate—your happy clients are your best advocates.

• Stay Intentional: Use tools like the Diary of a Damn Closer to track progress and keep your efforts focused.

Call to Action

Ready to make this holiday season your most successful yet? Remember, gratitude and intentional action are the keys to finishing strong. Reflect on your blessings, thank the people who've supported you, and then get out there and call the damn leads!

Call The Damn Leads

"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

• Real Sales Stories: Tales that entertain and inspire

• Proven Tactics: Practical tips for boosting your sales game

• Humor and Energy: Fun takes on the ups and downs of sales life

• Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at Call The Damn Leads.

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