The biggest mistake coaches make is having their salespeople chase down dead leads and prospects who already said no, pretending that they are still warm. It demoralizes your team, wastes time, and makes you look desperate to the prospect.

In this episode, Tom Krol breaks down what separates effective follow-up from desperate chasing and why confusing the two kills your sales team and your reputation.

Listen as you will learn how top closers handle price objections, how to eliminate “I need to think about it” early in the call, and a live role play where Tom walks through the full script for closing someone who says “I can’t afford it” using financing without pressure or manipulation.

You’ll Learn How To:

• Shorten your sales calls while increasing close rates
• Stop your team from chasing dead leads
• Handle “I can’t afford it” calmly and confidently
• Use financing without sounding pushy or desperate

What You’ll Learn in This Episode:

• (02:04) The difference between real follow-up and chasing
• (02:35) Salespeople never chase cold, dead leads; they are hunters
• (03:03) Why dead leads are a marketing problem
• (04:12) Defining the real meaning of lead
• (05:30) When follow-up is appropriate and when it’s not
• (06:15) How to recognize polite “no’s” before wasting time
• (07:27) Top closers talk less and ask better questions
• (08:56) Pain must outweigh price before a sale happens
• (09:41) How to confirm price is the only objection
• (11:19) The exact phrasing to introduce financing naturally
• (12:12) The first payment should always be the largest
• (12:45) How to collect a credit card without awkwardness
• (13:03) How to future-pace clients immediately after closing
• (15:45) Why celebrating too early kills sales momentum

Who This Episode Is For:

• Coaches who are selling high-ticket programs
• Consultants who are handling frequent price objections
• Sales teams who are struggling with long calls and low close rates
• Business owners who want calmer sales conversations

Why You Should Listen:

If sales feel awkward, exhausting, or inconsistent, this conversation will change how you approach every call.

Other Resources:

Apply now for Coaching Inc.’s private mastermind at coachinginc.com