Master the Sales Game

Here are the biggest lessons I’ve learned since starting my business. I'm sure there are still many more to come. This is just the tip of the iceberg for all of the different things I’ve been able to learn in this crazy journey called entrepreneurship.

In this episode, I’ll share the top 7 lessons I learned. Some lessons may be unexpected, some may surprise you and some may even allow you a sigh of relief. You’re not alone in this as we all go through similar experiences in entrepreneurship.

I’m sharing the biggest lessons I’ve learned since starting my business. I'm sure there are still many more to come. This is just the tip of the iceberg for all of the different things I’ve been able to learn in this crazy journey called entrepreneurship.

In this episode, I’ll share the top 7 lessons I learned. Some lessons may be unexpected, some may surprise you and some may even allow you a sigh of relief. You’re not alone in this as we all go through similar experiences in entrepreneurship.

This is going to be a really good one.

Biggest Takeaways: 

• It’s better to slow down to speed up because we don't want to have to spend a lot of time having to duplicate efforts and to redo things over and over again. We do this in order to get all of the pieces together and make sure that we are doing things, as much as possible, with excellence and without waiting for perfection.
• You don't necessarily have to do all the things all at once. If I give myself enough space and time to do the things that I need to do, and I really think about what I need in my business. Whether or not that's me or somebody else in my business that needs to do it, anything is possible. Anything can be done. 
• The right people will stand by you. They will challenge you for sure. It’s not about having a whole bunch of people surround you. It’s about having the right people who know your intentions, your heart, what type of person you are and your area - how genius you are at the thing that you do.

Highlights:

• Why you need to slow down to speed up [01:33]
• What to do when it’s whole lot easier to say yes to everything and how to set boundaries [05:00]
• Progress over perfection. Always [09:35]
• You can do anything but it doesn't mean that you have to do anything or everything [12:04]
• Why you don’t need to explain yourself to the right people [22:45]
• How to protect your energy, recharge and refuel [21:31]
• The most obvious and important lesson I learned since starting my business! [24:39]
• What to do to get results faster [27:47]

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊

1. Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
2. Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.
3. 6-Figure Blueprint - With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

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Send me your questions and I will profile you here on an upcoming show.

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We are celebrating episode 50! I asked my Facebook community what they wanted to hear about. I’m going to share about what I would do differently at the beginning of my business journey in order to get to where I am now, but faster. Where would I have put focus on more to still be here, to have the same result and success, but without having to go through all of the things. Thank you Veronica for this suggestion!

In this episode, I will share five specific things that I would do differently. I firmly believe everything happens for a reason. I believe that God puts things in our path to help challenge us, expand our comfort zone and encourage us to do things in a different way. It doesn't always turn out exactly how I want, but I know the outcome is always better than if I were to stay where I was.

Biggest Takeaways:

• I would have gotten out of my own way, just giving myself a kick in the pants and said, “Get over yourself, Susan, it's important to grow your list.”

• You need to have sales in order to have a business.

• At the end of the day, no mentor, no expert and no guru out there will be able to decide what's best for me and my business other than me.

Highlights:

• Why the first thing I would do is the grow my list [04:12]

• How setting up automations are so important for saving time and effort in your business [07:52]

• The reason why you cannot stop marketing or selling in your business [13:25]

• How I pitch in a non-sleazy way and why you need to keep reaching out to people in order to grow your business [16:10]

• The BIGGEST thing I would do differently in my business [18:48]

• What to do when you know what’s missing [25:13]

Previous Episode Mentioned

Episode 3 - My Story: From over 600 Million in Corporate Sales to a 6-Figure Business

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊

1. Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.

2. Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

3. 6-Figure Blueprint - With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

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If you're wondering where the heck are my clients. How do I get more clients? I need more leads? This episode is going to break down for you. 

I will discuss exactly why the number of leads is not the problem and what you need to focus on instead to create a never ending supply of those leads of dream clients. Because it's really not about the quantity, it's about something else instead. 

This is a popular myth out there that the marketers have. You believe that it is about a constant flow of leads. And don't get me wrong, you need to have a certain quantity of leads. However, typically when I'm talking to coaches and consultants and experts like you, it’s not because you have a shortage of leads. It’s because you have a problem with your leads and that’s why you’re not making sales.

Now let’s dive in.

Biggest Takeaways: 

• You need to have the right offers to target your right leads and have the right conversations with people, then you will have better conversions.
• Without processes or systems, you're just spinning your wheels. You'll end up spending a heck of a lot of extra time that you simply don't need to.
• I was able to build my business quickly with no online experience, list or connections because I focused on doubling down on key relationships, conversations with folks who truly mattered that I wanted to help and going narrow and deep.

Highlights:

• Why you’re not getting clients to say yes to you and what to do instead [01:50]
• Why a huge following does not equal consistent income [04:22]
• How to convert your leads into paying customers [08:24]
• The simple process you can repeat over and over again on a consistent basis [12:17]

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊

1. Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
2. Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.
3. 6-Figure Blueprint - With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊

1. Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
2. Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.
3. 6-Figure Blueprint - With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

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High or low ticket offers?

If you have been debating this dilemma for your business, you're in for a treat because I'm going to break down the main benefits of both high and low ticket offers. 

When you might be thinking about having the high ticket offer or a low ticket offer and why do you actually need to have both? And we're going to flip the funnel on this one. 

I'm also going to share with you what I feel you need to do first, especially if you are newer in your business or have a smaller audience. 

Even if you are established in business and you've been offline in a traditional brick and mortar business, and now you're going digital, I'm going to tell you why high ticket offers are the way to go.

In this episode, we’ll discuss the age old debate - how much do I charge?

Biggest Takeaways: 

• Passive income is a misnomer, meaning that it's not really that passive. You still have to do work, but relative to the output, the return, it's a lot less work.
• When you look at people, a higher touch, more personalized experience, they are more loyal and you build better relationships. It's one of the reasons why I highly recommend having a high ticket offer within your offerings.
• If you don't have a high-ticket offer, implement at least one to generate as much income as you can, to hit your income target, and then start to fill in the gaps with your lower priced offers.

Highlights:

• Selling low ticket offers [02:30]
• Why passive income really isn’t that passive [03:46]
• 3 main considerations you need to figure out if a low ticket business model is one that you need to focus on right now [04:07]
• What I did to build a six figure business within six months with a wait list [10:55]
• 3 main considerations for selling high ticket offers [12:14]
• How I went completely low tech and what I actually focused on to get clients [16:05]
• Why you don’t need to set up another funnel or create another landing page in order to sell [20:17]
• How to “flip the funnel” to attract high-end clients so that you can make your income goals faster. [20:55]
• How my client, Ebony, sells both high ticket and low ticket offers successfully [24:23]

Previous Episode Mentioned

Episode 5 - How I Hit 6 Figures In 6 Months With Zero Audience, List or Connections

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊

1. 6-Figure Blueprint - With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.
2. Sales Mastery Society - If you're done with putting things off and desire to master sales today so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sales Mastery Society and be the first to know when doors open!
3. Tiny Products Big Profits - Tiny products can mean more profits now and also later (because you’ll continue to sell them!). You can start right now. “People aren’t buying during the holiday/a crisis/[insert event here]” is just an excuse. I will teach you how to leverage and scale it the right way in the Tiny Products Big Profits training (value $997). Start now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

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Allyship. What does that actually mean for you and me? Especially as we navigate uncertain waters, uncharted territory, as things in the world look very different than they did just a short while ago. 

This is a year for changes. It's a decade for change. I know that there was a rallying cry at the end of 2019, that 2020 was going to be different. And boy has it ever been different.

This is just the beginning. It’s important to understand the topic of diversity, equity and inclusion. And for those of you who are not of color, understanding your ability to be an ally to people of color is extremely important for you to know that this is a marathon, not a sprint, and this is not going to be done overnight.

This episode is going to be both teaching and sharing, and I want your input. Regardless of where you're listening right now, come over to my podcast page and share with me openly, honestly, your thoughts. We are diving deep into the topic of what it means to have diversity and to be inclusive and equitable and what does this mean for our and your business.

Biggest Takeaways: 

• Allyship is a lifelong process of building relationships based on trust, consistency and accountability with marginalized individuals or groups of people. Like sales is based on building relationships. It's based on trust, consistency and accountability.
• Take a look at your core values. Does it accurately reflect what you want to put out in the world? Do you need to have something that allows you more flexibility around being more inclusive in your language, more diversity and focused in your hiring practices or the way that you have people on your team represented?
• This is shifting the way that we all do business, regardless of what your fundamental belief might be. For diversity equity and inclusion, it means that we're going to be able to see change. And more importantly, that we're going to be part of the change. 

Highlights:

• The first step into the journey of allyship [07:19]
• A story my friend shared with me about being pulled over by the police. How she was able to lead with compassion and be direct, but at the same time, be respectful and allow this police officer to see her point of view. [09:45]
• Why you may be indirectly discriminating against the people that you desperately want to serve. [12:15]
• When it’s no longer okay to simply have good intentions. It is much more important now that you have the ability to understand the impact of your intentions, words, and the choices that you're making. [15:00]
• The first step into opening up the conversation [16:41]
• How to continually improve as it is a marathon, not a sprint [18:31]
• Why you need internal policies and how to communicate them to your team [21:27]
• Putting your money where your mouth is - When you do things in a way that makes your customers feel like you're congruent to them, it no longer feels like selling. It feels like an intimate relationship and somebody who really understands them. [24:15]

Resources to Help You Master The Sales Game!

They are the perfect companion to my Master The Sales Game podcast, so you can take the next step to getting more of those sales 😊

1. Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.
2. Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.
3. 6-Figure Blueprint - With this blueprint, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Make those $10K+ income months a reality and leave the struggle, overwhelm and burnout behind. Grab your free copy now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

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In this episode, I break down the five main industries that are going to continue to boom and grow no matter what is happening in the world economy, especially right now. 

If you are able to tap into them, they are going to help drive your business results, help more clients, and allow you to remain sustainable in the long term no matter what happens in the economy.  Let's dive in. This is going to be another short but powerful one.

This is part of a special two part episode series. Check out Part 1, Episode 45, on what people are REALLY buying, so we can better understand how to position and sell our products and services.

Biggest Takeaways: 

• Just because you don't fall into one of these five does not mean that you are doomed. It simply means that there is an increased demand in these industries because of what's happening right now. There is heightened opportunity and awareness and you definitely are able to ride the wave.
• When times are tougher, the number one thing that we invest in is ourselves is our skill development.
• It doesn't matter what industry you're in, if you don't know what people actually buy, why they say yes, you're still going to struggle. Even if you are riding the wave with one of these five industries, it definitely is going to make it a lot easier if you understand why people really buy.

Highlights:

• Why it doesn’t matter if you’re not in one of these five industries and what you can do instead [01:51]
• The first industry may surprise you! What you can do if you’re in the health and wellness industry. [03:18]
• Why communications, emotional well-being and relationships is a booming and emerging industry [08:42]
• Moving forward, transition and change management is going to continue to be a trend in the marketplace  [11:08]
• The demand for remote work and online businesses will continue to grow [14:01]
• Why more than ever, people are looking to get maximum productivity and the best kinds of results without having to put in more work [21:04]
• THE multi billion dollar industry that will continue to grow [24:16]

Bonus Resource:

[PART 1] Episode 45: What Your Prospects Are REALLY Buying

Discover what people are REALLY buying, so you can better understand how to position and sell your products and services.

5 Main Industries That Will Continue to Boom and Grow In 2020 And Beyond

Learn how to tap into these 5 main industries so you can drive your business results, help more clients, and allow you to remain sustainable in the long term no matter what happens in the economy. Grab your very own copy now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

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There are some businesses and industries that have just taken off like wildfire. They will continue to do so as we move into this new economy and start to adjust to what this means for all of us. Sometimes it's hard to understand, especially when you see so many random things that are being sold and purchased. 

In this episode, we are talking about what people are REALLY buying, so we can better understand how to position and sell our products and services.

Biggest Takeaways:

• Even for something as simple as a pen or a tennis sock, there is a result that we're expecting from the purchase.
• If your business offers expertise within a service or product, you have to make sure that you understand what expertise you have and how valuable it is to the customers you’re serving.
• If you don't make your customers feel something, you are going to miss out not only on the purchase but on your clients and the experience to be able to cultivate a longstanding relationship with the people you're here to serve.

Highlights:

• What people are really buying [04:19]
• What happens when you give people a quick fix [06:24]
• Don’t underestimate the value of your expertise and experience [07:33]
• The main question on people’s mind, “Will this work for me?” and what to do if your product or service cannot 100% guarantee results [10:21]
• The interesting reason why people are buying community  [15:04]
• Why we need someone to help us take action [17:50]
• What have YOU got to do with everything? [20:02]
• The #1 thing that people are truly buying, which they may not be aware of [22:20]

Bonus Resource:

The 10 Things Your Prospects Are Really Buying From You [Link to: https://get.susanmcvea.com/f/10-things-your-prospects-are-really-buying/]

Find out the 10 things your prospects are really buying from you. Learn how to use these 10 things to attract your prospects and give them exactly what they want so they’re saying YES, I WANT THAT! Grab your very own copy now.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

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My good friend and client, Ebony Williams, inspired this episode. She asked, “How the heck do we sell with integrity? Can you talk a little bit more about this? I want to know how we can navigate and understand exactly how to sell with integrity, how to lead with integrity, and how to make sure that we are doing right by our clients and our potential clients so that we are not leading them astray.”

And I thought, fabulous. This is a great topic. Especially right now when a lot of folks are worried that they may be seen as opportunistic when they sell. How do you still navigate the conversation and do it in a way that does not make you (and the other person) feel uncomfortable or like you’re taking advantage of people.

Biggest Takeaways:

• Money means opportunities and money means choices. But money is not the Holy Grail of why we do everything in our business. 
• If you are simply making decisions because you need the money, you will always need the money.
• The difference between being opportunistic and opportunity is inclusion and leadership. It's being able to say, I want you to be part of the win, not just about me as the business owner and me making money.

Highlights:

• Why people will feel it If everything you do is focused solely on making monetary gains [02:28]
• How to stop the hamster wheel of always needing the money (Hint: boundaries) [04:47]
• Understanding what you do NOT want to do maybe even more important than what you want to do [07:05]
• How do you sell in integrity and take advantage of opportunities without being opportunistic [08:26]

Bonus Resources:

Episode 43: To Sell Or Not To Sell? - Find out how you can decide to sell or not to sell in your business, how to sell in a way that is fun and easy, and why your business requires you to sell!

Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

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Here’s the million-dollar question: To sell or not to sell? 

You probably already know the answer and where my bias is leaning. 

You want selling to be fun. You want it to feel easy. And I know that sometimes it feels far from it. I had a very long-standing career in sales and I really struggled to sell at the very beginning, that this question used to come up all the time.

This short and sweet episode breaks down where this question might be coming from, for you. I want to share this with you, without any judgment, so that you can make the decision for yourself. Understand what’s coming up for you and why you might be feeling this way.

Biggest Takeaways:

• Having a business means you have money coming through the door. It is enough and sustainable to pay you, pay your taxes, your expenses, your team, and anything else that you need in your life and business.
• When you make the decision to sell, you are in service 1000% with the thing that you are here to serve and do for your people.
• It's not a bad thing to sell. In fact, your business requires it. If more people had the essential sales skills and did it in a way that felt good for them, we probably wouldn't have as many businesses struggling right now.

Highlights:

• How my friend had an idea for her hairdresser to run her hairdressing business remotely [03:12]
• The #1 thing that is preventing you from doing the thing that you want [06:36]
• How to decide to sell or not to sell [07:29]
• Why the doors are generally closed for all of the ways that you can work with me right now [09:25]
• My tip on how to not feel sleazy when you're selling something [10:55]

Bonus Resource:

Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

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After having closed hundreds, thousands, and maybe tens of thousands of deals over my lifetime as a career salesperson and sales leader, then multiplying that by my team sales volumes, I know the main thing that's holding you back from closing sales are a few critical pieces.

There are more layers to this for sure. But I want to keep this as simple as possible today. I don't want you to get so bogged down in the details that you don't take action. If you've been listening for a while, you know this podcast is all about action and implementation, so that you can see results quickly.

In this episode, I’ll reveal the KEY to closing deals faster. Closing simply means getting more YESes. Which is what we all want to hear on our sales calls right?!

Biggest Takeaways:

• People are becoming more discerning, whether they are consumers or businesses.
• The more prep that you put in, the faster you will close the deal because nobody wants to repeat themselves. Once, I got lazy and did not do my due diligence. I spent a lot of time with this client on the call asking questions because I couldn't make heads or tails of what she needed. We didn't end up working together.
• If there are that urgency and scarcity around it and it's so severe that somebody needs that help now, it will help shorten the sales cycle for that offer.

Highlights:

• The first thing you need to do is to map out your customer journey [02:22]
• Understand how long does it take for your deals to close [05:02]
• The preparation that is required to close the deal faster [07:24]
• Why focusing on your customer's pain points help to close the deal faster, and why it’s not about making people feel bad [10:56]
• Fortune is always in the follow-up. Cliché but it works all the time. [13:32]

Bonus Resource:

Top 5 Secrets To More YES’es - Get the exact same secrets I’ve only shared with my premium VIP 1:1 clients paying multiple 5 figures. Learn how to turn connections into conversations and conversations into a waitlist of dream clients. Grab your very own copy and start hearing more YES’es on your sales calls.

Join Sell With More Ease:

If you're done with wasting time on tire kickers and desire to increase the closing rate on your sales calls and get your dream clients to work with you so that you can grow and scale your business faster than you ever have, click here to join the waitlist for Sell With More Ease and be the first to know when doors open!

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

Find out more about me here: 

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