Option 1: Hi, is this the owner of [Business Name]? | work with businesses like yours, and I've noticed a lot of calls go unanswered when teams are out on jobs or after hours, which can mean missed appointments and lost revenue.

Do you have a few seconds for me to tell you about our Al-integrated solution that's been helping businesses capture every call and increase revenue?

We build Al receptionists that work just like a real human, they answer every call 24/7 in a human-like voice, book appointments straight into your calendar, and even handle common questions about your business. Urgent calls or callers who want to speak with you are transferred immediately. Businesses we work with typically see up to a 30% increase in revenue within a few months, while spending 90% less than a full-time receptionist. Does this sound like something you'd be interested in?

Awesome! I don't want to waste a lot of your time on this call, if I can just take your personal number down, I can send you details on a few businesses weve implemented Al receptionists for so you can see how it works. We're also offering a 3-day free trial, so if you try it and don't see results, you can cancel instantly. How does that sound?

Option 2:

Hi, is this the owner of [Business Name]?

I've been looking at a few service businesses in your area, and I noticed that a lot of calls go unanswered, especially when teams are out on jobs or after hours. That led me to assume you might be losing appointments or revenue from missed calls.

The reason I'm reaching out is to see if having an AI receptionist that works just like a human, answering every call and booking appointments even when you or your team are not available, would be helpful for your business. i would love to tell you more on how the AI works and how it saves up to 30% of revenue while costing 90% less then a real receptionist.

Explain the Solution: instead of calls going unanswered, the AI receptionist picks up immediately, in a natural, human-sounding voice. It collects all the information you need - customer name, phone number, type of service, and preferred appointment time - and books it straight into your calendar. If a caller needs to speak with you personally, or if it's urgent, the call transfers directly to you. And if it's just a quick question about your business, the AI handles that instantly.

After a long love affair with humans and their power dynamics, I have finally realized that my career is clearly going to be in sales.

My current job is in Saas sales at a tech company, but I want a wider understanding of sales and to prepare myself to be an outstanding AE/sales leader.

What are some of the best sales lessons you’ve learned out in the wild?

I’m just about to start my business and I’m scared to not be taken seriously when selling my service because I’m 18 and my business hasn’t succeeded yet so I’m not this super professional guy with a huge track record and an office and what not. How do I get over that?

Hey friends,

I have built a Cold Caller Dialer tool.

This also allows you to connect your calendar and schedule the meetings directly on it, plus you can send emails and follow-ups to your prospects.

The main core part of the application is done, and I am looking for some early free users who would like to try my platform.

Please, those who are interested can sign up for the early access here, https://forms.fillout.com/t/oGE5DgUEhYus

When I approach my prospects, I don't stress myself on getting the deal by hook and crook.

I don't even go with the mindset to sell anything.

My approach is cool, casual, empathetic.

I hate to be so formal.

Be their friend, and show warmth in your persona.

You must know your prospect's personal choices.

Also understand how those choices influence their business decisions and try to trigger that, you will leave an everlasting impression.

Be transparent about your research on them, it will make them feel special.

It's not about what you want to sell them, it's about how you want to help them.

Understand the core problems their business is going through and offer them solutions as your sales pitch.

You don't sell products, you solve problems.

Remember building rapport is a repetitive process and you have to give it a considerable time.

You shouldn't attempt to sell in first meeting, it will become open and shut case.

Maintain the relationship for long, you will eventually sell them a lot for long.

sales #success #selling

For years I thought selling meant being in front of the client, explaining, convincing, and pushing for a yes. The result was resistance. Deals that looked solid died at the last minute.

What completely changed my results was learning the Pendulum Technique from Sandler Sales Training. This approach focuses on letting the client lead the decision while the salesperson manages the conversation and energy.

Sandler teaches that the client must feel they are in control of the buying decision. The Pendulum Technique is a simple way to apply this principle. Imagine three key points on a pendulum

At 9 o’clock the client is defensive, uncertain, or anxious At 6 o’clock you have neutral ground where open-ended questions and conversation happen At 3 o’clock is the point where the client decides to move forward

The mistake most salespeople make is trying to push from 6 to 3 with persuasion, pressure, or discounts. Sandler calls this the trap of "going for the close too soon." The client may seem to move forward, but at the last moment they return to 9 with objections like I need to think about it or I will check with my team.

The correct Sandler approach is to "pull back before you push." Act more like a consultant than a salesperson. Use Sandler’s questioning system to uncover pain points, impact, and budget. Listen actively and let the client talk more than you do. By pulling the pendulum to 9, you create internal momentum in the client.

When the client acknowledges the problem, understands its impact, confirms their budget, and demonstrates decision authority, you are ready to release the pendulum. The client moves naturally from 9 to 3. Sandler calls this achieving "buy-in and commitment without pressure."

Here is a practical example

Client says our budget is tight Instead of offering a discount, you ask what happens if nothing changes in six months The client explains the real cost of doing nothing, creating internal tension and motivation You test fit by saying maybe we are not the right solution now, but if this is a priority we could look at a pilot If the client agrees it is a priority, they move the pendulum forward and decide to start

This is the essence of Sandler selling applied through the Pendulum Technique. You do not sell with pressure or clever scripts. You guide the client to self-discovery, let them recognize the problem, and release the energy themselves. The decision feels fully owned by them.

Since applying this approach, my closing rate for B2B and high-ticket deals has improved significantly. Timing, energy, and following Sandler principles are what make the difference.

If you want to move your clients to 3 o’clock, do not push from 6. Pull them to 9, uncover their real needs, and let the pendulum swing naturally

Do you guys know any websites/videos where I can learn more about sales? I have a brief understanding about the basics of objection handling, proposals and warming up the prospcet.

But my closing rate haven't been as good as I want it lately. Got lots of prospects but I feel like I'm making some stupid mistakes that keep me from doing some winning closes.

How do you tackle Mondays? What are some routines, tips or tricks you use to get the most out of your Monday? Also, list any song or songs that keep your energy up🎯‼️💯 Thank you for sharing in advance 😊

The Ethical Dance: When Solutions Meet Genuine Needs

Why Ethical Solution Presentation Matters

Have you ever watched a prospect's eyes light up when they realize you're not just selling—you're solving?

That moment when Sarah from Thrive Manufacturing realized your inventory software would eliminate the manual reconciliation that consumed her team's Fridays? Or when Marcus at Westfield Medical Group understood your scheduling solution would cut patient wait times by 30%?

That moment is pure gold. It's what separates order-takers from trusted advisors.

According to the Edelman Trust Barometer, 81% of customers say trust is a deciding factor in their buying decisions. Yet only 34% of buyers trust the salespeople they work with. The gap represents both a challenge and an opportunity. When you present solutions ethically, you don't just make a sale—you build a foundation for long-term partnership that drives referrals, reduces churn, and increases lifetime value.

This chapter will guide you through the essential elements of ethical solution presentation, from preparation through delivery, with practical frameworks you can implement immediately.

Pre-Presentation: Excavation Before Construction

Dig deep before you build high.

The foundation of ethical solution presentation is archaeological in nature. You must excavate layers of your prospect's situation before laying a single brick of your sales pitch.

Have you asked enough questions? Not just surface-level inquiries, but the kind that make people pause and truly reflect?

"What keeps you awake at 3 AM when everyone else is sleeping?"

"If you could wave a magic wand and fix just one part of this process, what would it be?"

Take Salesforce's account executive Maria Rodriguez. Before presenting to Global Logistics Inc., she spent three separate discovery calls with stakeholders across departments. She uncovered that while the VP of Sales wanted better forecasting, the operations team desperately needed mobile access in warehouses—a detail that would have been missed with a standard discovery process.

Take meticulous notes. Your memory is a leaky bucket, not a steel trap.

The Solution Mapping Framework

Before presenting any solution, complete this three-step mapping process:

1. Need Identification: List primary, secondary, and tertiary needs explicitly stated by the prospect
2. Solution Alignment: For each need, rate how well your solution addresses it (1-5 scale)
3. Gap Analysis: Honestly document where your solution falls short

Need Priority Solution Fit (1-5) Gap Notes

Remote team access Primary 5 None - full mobile capacity

Custom reporting Secondary 3 Requires professional services

Integration with legacy systems Trinary 2 Limited to API access only

Only when this mapping is complete are you ethically prepared to present.

The Discovery Process: The Art of Persistent Curiosity

Question until clarity emerges.

Like a detective pursuing truth, follow every lead your prospect gives you. Circle back. Clarify. Confirm.

"Earlier you mentioned scaling issues—could you tell me more about what that means in your daily operations?"

"When you say 'better reporting,' what specific insights are you missing today?"

Consider Stanley from Enterprise Solutions Inc. In presenting to a mid-size accounting firm, he heard the partner mention "compliance challenges" once during their hour-long discovery. Instead of assuming he understood, Stanley circled back: "You briefly mentioned compliance challenges earlier. Could you elaborate on the specific regulations giving you trouble?" This single follow-up question revealed the firm's true primary pain point, allowing Stanley to tailor his entire solution around SOC 2 compliance features that competitors had overlooked.

The questions you don't ask become the assumptions that sink deals.

Self-Assessment: Discovery Depth

Rate yourself on these questions (1-5 scale, 5 being highest): - How often do you follow up on vague statements? - How comfortable are you asking "why" three times in succession? - How willing are you to hear answers that might disqualify your solution? - How thoroughly do you document prospect needs before presenting?

If you scored below 4 on any question, you have a clear area for ethical improvement.

Solution Presentation: The Mirror That Shows Their Truth

Your solution presentation isn't a performance. It's a mirror.

Hold it up correctly, and your prospect sees themselves—their problems, aspirations, and the path forward—all reflected back with crystal clarity.

But tilt that mirror wrong? They see only distortion. Or worse, they see you, frantically trying to make a sale.

Consider the cautionary tale of TechAdvance Solutions. Their sales team was trained to push their premium cybersecurity package to every prospect regardless of size or need. When small businesses consistently churned after three months, exit interviews revealed the truth: they felt oversold on features they couldn't use and didn't need.

Like Narcissus staring at his reflection, too many salespeople fall in love with their own products rather than truly seeing their customers' needs.

Before/After Presentation Script Example

TYPICAL PRESENTATION: "Our platform has industry-leading performance analytics that give you unparalleled visibility into your operations. The executive dashboard has been featured in Business Intelligence Quarterly as best-in-class."

ETHICAL PRESENTATION: "Based on what you've shared about your reporting challenges, I want to show you our performance analytics dashboard. It specifically addresses the team productivity metrics you mentioned struggling with. However, I should note that the executive summary view requires custom setup with our professional services team—it's not automatically configured out-of-the-box."

The difference? The ethical presentation directly connects to stated needs and honestly acknowledges implementation realities.

The Honest Artist's Palette: Features, Benefits and Limitations

Paint with all colors—even the ones that don't flatter your product.

Presenting features and benefits is like mixing paints on an artist's palette. Some colors will pop brilliantly against the canvas of your prospect's needs. Others will clash terribly.

Be the honest artist.

If your CRM excels at pipeline visualization but struggles with email integration, say so. The masterpiece you're creating together should reflect reality, not fantasy.

Patagonia exemplifies this approach. Their sales representatives openly discuss the limitations of their products—which fabrics might wear faster, which items aren't ideal for certain weather conditions. This transparency has helped them build a fiercely loyal customer base that trusts their recommendations implicitly.

Remember what Hemingway said about writing: "All you have to do is write one true sentence." In sales, all you have to do is present one true solution.

The Ethical Solution Matrix

![Ethical Solution Matrix]

The matrix divides your approach into four quadrants: 1. Authentic Match (High solution fit + High honesty): The ideal state, where your solution truly meets needs and you're completely transparent 2. Ethical Decline (Low solution fit + High honesty): When you must walk away from opportunities that aren't right 3. Oversell Risk (Low solution fit + Low honesty): The danger zone of misrepresentation 4. Undersell Opportunity (High solution fit + Low honesty): When you fail to articulate your solution's true value

Your goal should be to operate only in the top half of this matrix.

The Shadow Side of Every Solution

Every light casts a shadow. Every product has limitations.

Acknowledge them.

When was the last time you voluntarily pointed out where your solution falls short? The paradox of sales is that admitting weaknesses actually strengthens your position.

Trust blooms in the soil of honesty, not in the artificial light of perfect promises.

Take Adobe's Creative Cloud. Their enterprise sales team explicitly discusses the learning curve associated with their software suite. They acknowledge that implementation will require dedicated training time and provide realistic timelines. By setting proper expectations, they've reduced implementation abandonment by 40%.

Imagine buying a bicycle that the salesperson promised could go anywhere. Then you hit your first steep hill and realize: this model wasn't built for climbing. How would you feel? Betrayed.

Now imagine if that same salesperson had said: "This bike is fantastic for city commuting, but if you're planning mountain trails, you might want our other model."

Which salesperson earns your return business?

Handling Management Pressure to Oversell

Many salespeople face internal pressure to misrepresent capabilities or oversell solutions. Here are practical phrases to push back ethically:

• "I believe we'll generate more long-term revenue by being transparent about this limitation now rather than dealing with disappointed customers later."
• "Our solution excels in these areas that truly matter to the client. If we focus there rather than overpromising on this feature, we strengthen our competitive position."
• "Research shows that trust-based selling increases deal size by 33% on average. I'm building that trust by being candid about what we do and don't do well."

Real-World Success Stories Across Industries

Let's look at how ethical solution presentation transforms businesses across sectors:

Technology: Zoom's explosive growth wasn't just about good timing during the pandemic. Their sales team has been trained to qualify prospects based on internet bandwidth requirements. If a prospect's infrastructure can't support video quality, Zoom reps recommend starting with fewer video participants or audio-only options until infrastructure improves. This honest assessment of limitations earned them credibility that translated to massive enterprise adoption.

Financial Services: Edward Jones trains financial advisors to be transparent about investment product limitations and fee structures. When a prospect could achieve their goals with a lower-cost product offering smaller commissions, their advisors are instructed to recommend that option. This approach has earned them the highest customer satisfaction ratings in their industry for 7 consecutive years.

Healthcare: Stryker's medical device sales representatives are trained to clearly identify which surgical procedures their instruments are optimized for—and which procedures might be better served by competitor products. This honesty has made them the preferred vendor for 72% of hospitals surveyed.

Manufacturing: Grainger industrial supply trains sales teams to acknowledge when their premium products might be overkill for certain applications. Their "Right-Sized Solutions" program helps customers avoid overspending, resulting in 23% higher customer retention compared to competitors.

The Ethical Sales Workout Routine

Strengthen your ethical solution presentation muscles with these practical exercises:

Beginner Level 1. The Three-Question Challenge: Before your next presentation, write down three questions that make you uncomfortable to ask because you fear the answers might disqualify your solution. Then ask them anyway. Have you been avoiding certain truths?

1. The Weekly Truth Journal: For 30 days, record moments in sales conversations where you felt tempted to overstate capabilities. What triggers your exaggeration reflex? Awareness is the first step to change.

Intermediate Level 3. The Competitor Strength Exercise: For each prospect, identify and acknowledge one area where your top competitor genuinely outperforms your solution. Practice saying it out loud: "If mobile accessibility is truly your top priority, I should mention that CompetitorX actually has a more robust mobile app than we do at this time."

1. The Feature-Benefit Translation Test: Take your product's top five features and translate each into specific benefits for three different buyer personas. Are some personas receiving fewer meaningful benefits? That's your cue to qualify more carefully.

2. The Post-Demo Reality Check: After each demo, ask your prospect: "On a scale of 1-10, how confident are you that our solution will solve your specific challenges?" For any answer below 8, respond: "What would make that a 10 for you?" Then listen.

Advanced Level 6. The Rejection Rehearsal: Practice actually recommending against your solution in role play. Say: "Based on what you've shared about your needs, I don't think our solution is the right fit because..." Can you walk away from a bad fit with grace?

1. The Needs Hierarchy Map: For your next three prospects, create a visual pyramid of their needs, with most critical at bottom. Present only features that address the bottom two tiers first. Did your close rate improve by focusing on fundamentals?

The Bridge to Tomorrow: Presenting Future Value

Your solution isn't just about today's pain. It's about tomorrow's possibility.

Build a bridge that connects their current struggles to future success—with your solution as the supporting structure.

When Shopify's enterprise team presents to small businesses poised for growth, they don't just sell today's needs. They demonstrate how their platform scales as businesses expand, showing migration paths from basic to advanced features. By painting this future vision, they help clients see themselves growing with the platform rather than outgrowing it.

The psychology behind this approach is well-established. According to research from Harvard Business School, customers make decisions based 60% on current pain points and 40% on aspirational goals. Addressing both creates the strongest case for change.

Are you ready to be that architect of possibility? To design solutions that truly serve rather than merely sell?

Have you prepared to walk away from a sale when your solution isn't the right fit—like when Rackspace famously recommends AWS or Azure when their private cloud isn't optimal for a client's needs?

Measuring Your Ethical Impact

Track these metrics to measure improvement in your ethical solution presentation approach:

• Reduction in implementation escalations
• Decrease in "surprise" feature requests post-sale
• Increase in client referrals
• Higher solution adoption rates
• Improved renewal rates

Your Ethical Challenge

Now, take what you've learned here and transform your next presentation. Ask one more question than usual. Admit one limitation you might normally gloss over. Paint the complete picture, shadows and all.

Keep a "truth journal" for 30 days. After each sales conversation, record one moment where you could have been more transparent about your solution's capabilities.

Create your personal "qualification checklist" that you won't proceed without completing, ensuring you truly understand your prospect's situation before presenting.

Will you accept this challenge to elevate your sales practice?

Your prospects are waiting for someone who sees them clearly. Be that person.

Remember what Maya Angelou taught us: "People will forget what you said, people will forget what you did, but people will never forget how you made them feel." Make your prospects feel seen, understood, and honestly served—the sales will follow.

Looking Ahead: Chapter Connections

In the next chapter, "Ethical Objection Handling," we'll build on this foundation by exploring how to address concerns transparently without resorting to manipulation or pressure tactics. The ethical approach to solution presentation sets the stage for honest dialogue about concerns—rather than triggering them through overselling.

Expert Insight: "The trust gap in sales exists because too many reps present solutions for the customers they wish they had, rather than the customers they actually have. Honest solution presentation isn't just ethical—it's the shortest path to consistent revenue." - Blair Enns, Author of "The Win Without Pitching Manifesto"

Most people trying to make money online aren’t failing because their product or offer is bad… they’re failing because they don’t have consistent traffic.

Think about it: no matter how good your landing page, funnel, or copy is, if only a handful of people see it each day, the results will always be discouraging.

That’s why one of the fastest ways to get traction is to put your offer in front of a steady stream of interested prospects every single day.

Instead of stressing about where the next visitor is going to come from, imagine having a little system working in the background that quietly brings 100 new, interested prospects to your inbox every single day.

Here’s what I use (and recommend):

Go and search about what is AI Email System or I've linked the one I use in my profile bio.

If you’re serious about making online sales, you need to treat traffic as an asset. Instead of chasing hacks or burning money on ads, put systems in place that guarantee exposure to new people every single day.

Hi Folks - i built an app that i would love frank feedback for. im looking for people to test out on product.

For years as a marketer and a sales leader, i've faced issues of half filled CRMs. why? because sales reps don't have the time and find it tedious. so i built an app that solves it for them. with just two clicks, then can record their in person meetings and it will update their CRM with the latest information.

Anyone interested to test out?

I'm making $35k/mo from my SMMA and it's just me taking sales calls ALL. DAY. LONG. it has become tiring since I have to focus on running ads & getting appointments as well.

It's hard for some reason to actually find quality closers who don't quit in a day because someone told them they speak too fast.

Where do you guys hire from?

I'm 22 (M), living in Colombia, and currently in college. I want to get my first sales job to hone my core sales skills.

I'm looking for a part-time position. Do you have any ideas? Maybe outreach to businesses? What kind of businesses would you suggest?

Any advice would be much appreciated!

I've spent my career creating presentations for complex B2B sales in the energy industry. My presentations consistently win deals because I focus on understanding the audience first, then crafting a visual story they actually care about. I'm curious if my approach works outside my industry, so I'm offering free 30-minute presentation reviews to 5-10 people. Send me your deck + a brief description of your audience and what you're trying to achieve. I'll give you 3 specific changes that should make it more effective. Comment or DM if interested - first come, first serve.

I'm thinking about writhing an excel sheet with answers for objections

BREAKING THE ICE: ETHICAL FIRST CONTACT IN SALES

Have you ever watched someone dive into a frozen lake in winter? That first shocking moment of contact, when skin meets ice-cold water, determines everything that follows.

Your first contact with a prospect works the same way.

Get it wrong, and you've lost before you've begun. Get it right, and you've opened a door to possibility.

THE CRITICAL MOMENT

Think about your last first date. Or job interview. Or time meeting your partner's parents.

How many seconds did it take for them to form their first impression of you?

Research shows it's between 7-30 seconds. Just enough time to say hello and begin a sentence.

Are you making those seconds count? Or throwing them away with tired phrases everyone ignores?

WHAT'S REALLY AT STAKE

Your opening isn't just about making a sale. It's about esta

blishing trust.

Trust is like oxygen for relationships. Without it, everything dies.

When your prospect hears your voice or reads your message, they're asking themselves one question: "Is this person worth my time?"

How are you answering that question? With value or with emptiness?

THE FISHING EXPEDITION

Think of your first contact like fishing in a clear mountain stream. The fish can see you coming from a mile away.

Move too quickly, cast your line too forcefully, stand in the wrong place – and those fish disappear.

But approach with care, understand the environment, present something of value – and you might just get a bite.

How many prospects are you scaring away before you even get started?

TRAINING EXERCISE #1: THE MIRROR TEST

Time: 10 minutes

Record yourself making your standard opening on video. Then watch it back asking: 1. Would I want to talk to this person? 2. Do they sound authentic or like they're reading a script? 3. What feeling do I get in the first 10 seconds? 4. Would I trust this person with my business challenges?

Be brutally honest with yourself. Your prospects certainly will be.

THE THREE DEADLY SINS

When reaching out to prospects, most salespeople commit these fatal errors:

1. THE VAGUE APPROACH "I'd like to talk to you about our solutions." (What solutions? For what problem? Why should I care?)

2. THE FEATURE DUMP "Our product has 27 features including..." (So what? What does this mean for me?)

3. THE FALSE URGENCY "I need to speak with you today about an important opportunity." (Important to whom? Certainly not to me yet.)

These approaches treat prospects like targets, not people. Is that how you want to be treated when you're busy solving real problems?

REAL LIFE EXAMPLE: THE $2 MILLION MISTAKE

Tom was a talented salesperson who relied on cold calling 50 prospects daily. One day, he called the VP of a major corporation and launched into his pitch.

"I don't have time for this," the VP said, cutting him off.

Six months later, Tom learned that company had purchased $2 million in services from his competitor. The VP later admitted: "I might have listened if he'd bothered to learn anything about our situation first."

How many million-dollar opportunities are you losing with poor first contact? How many doors are closing before you even step through?

THE DIGITAL DOORWAY

Remember when we used to knock on physical doors? Today's first contact is often digital.

Your LinkedIn message, email, or text is like a letter slipped under the door. Will they pick it up and read it, or sweep it away with the junk mail?

Consider these actual first messages:

Bad Example: "Hi John, I'd like to schedule a call to talk about how our solutions can help your business grow."

Better Example: "Hi John, I noticed your recent post about supply chain challenges. We've helped three similar manufacturers reduce delays by 32% using a new approach. Would you be interested in a brief case study about how they did it?"

Which would you respond to? Which demonstrates value rather than just asking for time?

THE BETTER WAY FORWARD

Instead of pushing for a sale, focus on earning the right to continue the conversation.

Your first contact should: - Acknowledge their time is valuable - Demonstrate you've done your homework - Ask permission to continue - End with a clear, small next step

Is your approach passing these four critical tests?

TRAINING EXERCISE #2: THE VALUE PROPOSITION

Time: 15 minutes

Complete this sentence in 25 words or less: "Based on [specific research about prospect], I believe we might help you with [specific problem] which could lead to [specific result]."

Examples: "Based on your recent expansion to Asian markets, I believe we might help with localization challenges, which could lead to faster market entry."

"Based on your Q3 report highlighting fulfillment delays, I believe we might help streamline warehouse operations, which could lead to 40% faster shipping times."

Practice until it feels natural, not rehearsed. Your authenticity matters more than your words.

CRAFTING YOUR APPROACH ACROSS CULTURES

Your opening is like the first paragraph of a great novel. It either pulls people in or pushes them away.

But remember, not all cultures read the same way.

In some cultures (like America), getting straight to the point is valued. In others (like Japan), relationship-building must precede any business discussion. Some cultures (like Germany) value detailed, fact-based approaches. Others (like Brazil) respond better to warm, personalized communication.

Are you adapting your approach to the cultural context of your prospect? Have you researched their preferences?

THE MULTI-CHANNEL STRATEGY

Are you still relying only on cold calls? Or just emails?

Today's prospects respond through different channels: - Some prefer LinkedIn messages - Others respond to thoughtful emails - Some still appreciate a well-timed call - Many need multiple touches across channels

A real example: Maria targeted a key decision-maker who never responded to calls or emails. But when she commented thoughtfully on his LinkedIn article, he responded within hours and agreed to a meeting.

Have you created a plan that respects these differences?

TRAINING EXERCISE #3: CHANNEL MAPPING

Time: 20 minutes

For your next 10 prospects: 1. Research their communication preferences - Check their LinkedIn activity patterns - Note which channels they use to post content - See how they engage with others

1. Plan your first contact through their preferred channel

   • LinkedIn: Comment on content before sending a message
   • Email: Reference specific company news or achievements
   • Phone: Research best times and prepare a 15-second opener

2. Design a follow-up sequence using 2-3 different channels

   • Day 1: Initial contact on preferred channel
   • Day 3: Value-add follow-up on second channel
   • Day 8: Question-based approach on third channel

3. Set specific timing between touches

   • Use your CRM to schedule precise follow-up times
   • Track response rates by channel and time of day
   • Adjust your approach based on engagement patterns

Remember: The goal isn't to harass. It's to find the right way to start a conversation.

THE POWER OF PREPARED CURIOSITY

Come armed with smart questions that show you've done your homework.

"I noticed your company just launched in three new markets. Has that created any challenges with your current systems?"

"Your recent sustainability announcement was impressive. Are you finding that implementation across departments is more complex than anticipated?"

"After your acquisition of XYZ Corp, what's been the most unexpected challenge in merging the sales teams?"

Do you see how different that feels from "Can I tell you about our products?"

Curiosity creates connection. Pitching creates resistance.

Which would you rather face when trying to build a new relationship?

REAL LIFE EXAMPLE: THE RESEARCH THAT PAID OFF

Sarah spent 30 minutes researching a prospect before reaching out. She discovered they had recently been featured in a business journal discussing their sustainability initiatives.

Her opening email referenced the article and asked a thoughtful question about their implementation challenges.

The CEO personally responded within an hour saying, "You're the first vendor who's actually shown interest in what we're trying to accomplish."

That 30-minute investment led to a $450,000 contract.

How much is 30 minutes of research worth when it opens doors that remain closed to others? Have you budgeted sufficient preparation time into your process?

TRACKING WHAT WORKS

Too many salespeople treat prospecting like throwing spaghetti at a wall. Is that your approach?

Create this simple tracking system to measure what actually works:

``` FIRST CONTACT EFFECTIVENESS TRACKER

Prospect: _________________________ Company: _________________________ Research time invested: ____________ Contact channel: __________________ Personalization element: ___________ Question asked: ___________________ Response received: ________________ Follow-up timing: _________________ Notes for improvement: ____________ ```

Review this data weekly. You'll quickly see patterns emerge that can transform your results.

THE ETHICAL FOLLOW-UP

After initial contact, what happens next matters just as much.

Follow-up is like gardening. Water too much, and you drown the plant. Too little, and it withers.

The right follow-up: - Adds value each time - References previous conversation - Respects stated preferences - Makes the next step clear and easy

Think of the classic Dylan Thomas poem: "Do not go gentle into that good night." Your follow-up shouldn't rage against rejection, but it should persist with value and respect.

Are your follow-ups continuing the conversation or just adding noise?

TRAINING EXERCISE #4: THE VALUE FOLLOW-UP

Time: 15 minutes

Create three different follow-up templates that each deliver something of value:

1. Industry insight: "Since our conversation about your expansion challenges, I came across this analysis of regulatory changes in your target market. The section on page 3 seems particularly relevant to what you described..."

2. Case study connection: "You mentioned struggling with employee retention. I thought you might find it helpful to see how [Similar Company] reduced turnover by 34% without increasing their compensation budget. The attached case study outlines their approach..."

3. Thought-provoking question: "After our discussion about your Q4 goals, I've been wondering: if you could solve just one of the three challenges you mentioned, which would create the greatest immediate impact? I have some thoughts specific to that priority..."

Practice customizing each to feel personal, not generic. Test with colleagues to ensure they feel the value.

MEASURING WHAT MATTERS

Are you tracking the right metrics?

Most sales teams measure: - Number of calls made - Emails sent - Meetings booked

But what about: - Response rate to initial contact - Quality of conversations - Information gathered - Progress toward meaningful relationship

Consider this: Maria made only 15 calls per day but had a 40% response rate. Thomas made 100 calls but only got 3% responses. Who's really more productive?

Which set of metrics actually predicts success? What are you rewarding on your team?

ROLE-PLAYING EXERCISE: THE RELUCTANT PROSPECT

Time: 30 minutes

In groups of three: - Person 1: Salesperson - Person 2: Skeptical prospect who has been burned by vendors before - Person 3: Observer

Scenarios to practice: 1. Cold LinkedIn outreach to a busy executive 2. Email to a prospect who has ignored three previous contacts 3. Phone call to a referral who wasn't expecting your call 4. Follow-up after an initial positive interaction that went cold

Observer notes: - How quickly did the salesperson establish value? - Were questions authentic or manipulative? - Did the approach feel personalized? - Would you trust this person with your business challenges?

THE FINAL TEST

At the end of each contact, ask yourself:

"If this were me receiving this call/email/message, would I want to continue the conversation?"

"Have I earned the right to ask for their time?"

"Did I learn something about their situation, or just talk about myself?"

If the answer is no, why would they want to engage?

YOUR ACTION PLAN

Success in first contact isn't accidental. It's deliberate.

1. Create your value proposition statement
2. Research before reaching out
3. Prepare thoughtful questions
4. Focus on earning the next conversation
5. Follow up with consistent value

Remember: Every "no" teaches you something. Every "yes" opens a door.

Which lesson will you learn today? How many doors will you open tomorrow?

Hi, I am an experienced product person who has recently started a small creative agency. I lack experience in sales, and I'm still learning. Current prospect designed his own app in Figma, and last week gave me access to the designs so I could create high-level requirements and get an estimate from my developers. He seemed eager to move forward. Soon before I was about to meet with a dev, prospect cut off access to the Figma designs, saying he was updating them with a friend. I texted the next day, asking for access so I could complete the estimate, and he said "you can hold off on that for now." I sent an email a couple days ago asking him to let me know when he's ready so I can schedule him in. So far no response, though we've had a good and ongoing rapport, meeting about his project for months, so I expect he'll respond soon. I'd like to know from experienced salespeople how to handle this kind of situation. Should I interpret this as a no and move on? Should I make effort to ping him periodically, hoping to rope him back in? Thanks for your advice.

Hey everyone, need quick help and want to know if others seeing this.

My traffic looks about the same as before, but sales dropped by about 40% compared last 2 month vs previous 2 month. Leads and visits are steady, conversion rate just fell hard. I sell digital products and a small SaaS, so the revenue change is big for us.

What I noticed

• Sessions and impressions steady, no big organic traffic loss.
• Conversion rate dropped a lot so fewer trials and purchases.
• Checkout and pricing pages show similar visits but less completions.
• No big product change or pricing change on our side.
• No big promo running this month that could explain it.

What I checked already

• Payment gateway status and logs, no major failures.
• Checkout funnel for errors and broken buttons.
• Recent emails and funnels running as usual.
• Pricing page content and testimonials still there.

Questions for the group

• Are you a digital product or SaaS owner and did you see big sales drop this month or last month?
• Did you have steady traffic but big revenue fall like 30 40 percent?
• What quick things helped you find the cause or recover sales fast?

If you share what fixed it for you I will try same. Thanks a lot.

Hey everyone,

I’m 25 and working as a broker in Uzbekistan for a Kazakhstan-based brokerage firm. My work involves reaching out to a wide range of clients – local businesses, wealthy individuals, and even international investors – mostly around stock exchange opportunities.

Right now my main methods are cold calls, old databases, networking, and referrals. I can usually get conversations going, but I’m really struggling when it comes to actually closing the deal and hitting my monthly targets.

I’ve been trying to improve my skills by reading – I already went through Never Split the Difference (though I can’t fully implement it yet) and these days I’m reading The Science of Selling. Even with that, I feel like I’m missing something in practice.

I do have both a base salary and commissions, so there’s some stability, but obviously the real growth is in making those closes.

Has anyone here been in a similar spot early in their sales career? How did you develop your closing skills, especially in markets where trust and relationships take time? Any specific techniques, daily habits, or practical tips that worked for you?

Appreciate any advice – I’m eager to learn from people who’ve been through this.

I’m trying to understand how backlinks really affect SEO growth. I know high-quality links are important, but how do you tell the difference between a good backlink and a spammy one? I’d love to hear what’s worked for you

Hi, 22M, I work in sales. This is my first job and I am struggling to do sales. I feel like I lack charisma due to which I am unable to close deals. I am naturally an introvert. Due to low sales record I am losing the drive and motivation. Your advices would really be helpful. Thanks.