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How to Keep Prospects Engaged on Sales Calls (and Win More Yeses)
Sales calls don’t only fail because you didn’t pitch well.
They fail because the prospect isn’t engaged, and if they’re not engaged, they’re not moving. Simple as that.
In this episode, I’m sharing the approach I’ve built over decades and 7,000+ introductory and sales meetings, the practical framework that helps you walk into calls over-prepared, relevant, and memorable… without sounding rehearsed or 'salesy'
You’ll hear how to:
- do the kind of pre-call research that instantly builds rapport (because it shows you actually care)
- run a structured, natural conversation where they talk 80% of the time, and you still lead the call
- ask deeper questions so prospects say “I never thought about that” (the fastest way to stand out)
- close with control and confidence using simple but effective questions
- win when decisions are made by a buying committee, not just the one person you are talking to
If you want prospects leaning forward instead of clock-watching, and you want your next sales call to feel like a proper conversation, not a performance, listen in now.
If this episode has been of interest, a good episode to complement it is 'How to Build Relationships with Prospects and Make More Sales - Episode 5
CHAPTERS
00:45 - The Three Pillars of a Successful Prospect Fit
03:07 - The 80/20 Rule of Sales Conversations
09:42 - Creative Ways to Deliver Your Pitch
15:46 - To Slide or Not to Slide? The Role of Visual Aids
17:48 - Using Body Language to Build Trust
Sponsor: Wix Studio
Learn More...
LinkedIn: www.linkedin.com/in/traceyburnett
Website: www.leadstosuccessglobal.com
Got a question? Give me a call: 0044 7877 042 804
Book a call: https://calendly.com/tracey-burnett/triage
Email: [email protected]
About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines.
Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations.
Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.
Away from work, she’s passionate about food and health.
View all episodes
By Tracey BurnettSales calls don’t only fail because you didn’t pitch well.
They fail because the prospect isn’t engaged, and if they’re not engaged, they’re not moving. Simple as that.
In this episode, I’m sharing the approach I’ve built over decades and 7,000+ introductory and sales meetings, the practical framework that helps you walk into calls over-prepared, relevant, and memorable… without sounding rehearsed or 'salesy'
You’ll hear how to:
- do the kind of pre-call research that instantly builds rapport (because it shows you actually care)
- run a structured, natural conversation where they talk 80% of the time, and you still lead the call
- ask deeper questions so prospects say “I never thought about that” (the fastest way to stand out)
- close with control and confidence using simple but effective questions
- win when decisions are made by a buying committee, not just the one person you are talking to
If you want prospects leaning forward instead of clock-watching, and you want your next sales call to feel like a proper conversation, not a performance, listen in now.
If this episode has been of interest, a good episode to complement it is 'How to Build Relationships with Prospects and Make More Sales - Episode 5
CHAPTERS
00:45 - The Three Pillars of a Successful Prospect Fit
03:07 - The 80/20 Rule of Sales Conversations
09:42 - Creative Ways to Deliver Your Pitch
15:46 - To Slide or Not to Slide? The Role of Visual Aids
17:48 - Using Body Language to Build Trust
Sponsor: Wix Studio
Learn More...
LinkedIn: www.linkedin.com/in/traceyburnett
Website: www.leadstosuccessglobal.com
Got a question? Give me a call: 0044 7877 042 804
Book a call: https://calendly.com/tracey-burnett/triage
Email: [email protected]
About The Host Tracey Burnett is the founder of Leads to Success Global and host of Marketing Momentum for Agencies (Top 5% of podcasts globally, ListenNotes). With decades of experience in lead generation, marketing and sales, including client-side roles at Unilever and Barclays Bank, she helps agency and consultancy founders sharpen their positioning, build trust with the right buyers, and create more consistent pipelines.
Tracey is known for practical, straight-talking advice and deep platform expertise, particularly on LinkedIn, where she’s invested thousands of hours refining what drives attention and real sales conversations.
Her consultancy has supported marketing and communications teams across government and a wide range of agencies, including creative-led, video production and UX specialists, as well as leadership, HR and interior design consultancies.
Away from work, she’s passionate about food and health.