𝗧𝗵𝗲𝗿𝗲 𝗶𝘀 𝗼𝗳𝘁𝗲𝗻 𝘄𝗮𝘆 𝘁𝗼𝗼 𝗺𝘂𝗰𝗵 "𝗵𝗶𝗱𝗶𝗻𝗴" 𝗮𝗻𝗱 𝘁𝗵𝗲𝗻 "𝗵𝗼𝗽𝗲" 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀 𝗶𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀. By design too. "Hiding" of things like: - that this is even a sales call / interaction for starters (hello "evaluation / "strategy session" / "XYZ" call etc) and from this all the below stem: - that we are even salespeople - that we will structure this questions-based style (over just unloading free info onto them) and that those question we will dig for pain / twist the knife there as appropriate - that there will be a discussion about making real change - that we will ask for decisions and then action - ideally buying our stuff! - on this call - that we won't roll over and just "accept" any excuses or push back they may throw our way (especially when they're trying not to decide or act on buying our stuff and now) *** we also hide the price point to the end with this approach too until after they've "seen the value"! All of this then leads to "hope": - I hope they don't know / think - pre call - that this is a sales call or notice too much when it becomes one - I hope they are at a stage in their journey where they are ready, willing and able to discuss solutions to said problems - I hope they're in a position where they can and are willing to decide now and on this call - I hope they have the resources and willingness to actually invest in our help at the price point we require Doesn't all the above just feel ineffective and weak? Ineffective and weak as it's dishonest and misleading (and we wonder why we as salespeople are not trusted!). Ineffective and weak as it shows a fear - from our end - to be honest and upfront with them (and ourselves). Ineffective and weak as it assumes the prospect is not - or can't already be - problem aware / solution ready when there are always many out there in that state (or close to that) and that is who we should be targeting. Ineffective and weak as it plays defense over offence (defense being "I hope they don't notice or mind when I push my sales-related agenda" vs offence being "you have the problem, we may the solution and our help isn't for free so let's explore your situation and our potential help openly and see where we land!).

Whether its the clients I work with - selling their offer to their audience - or it's the students who come into my sales coaching program... Either way, I'm not looking to save them. I've sold on offers before where the offer "saves" people and I've worked with students in the past who needed saving too. However, I realized years ago that was not where I want to be or with whom I wanted to spend my time. There are many problems we can solve and ambitions we can realize when working with prospects who may buy from you and with students who need help. I don't like "saving" as often implies things like: - the party needing saving is unable to cope on their own - the party needing saving needs me to step into a rescuer role And this often triggers (as known in psychology) the Drama Triangle (which has 3 components - Victim–Rescuer–Persecutor). Specifically: - Victim – “I’m powerless / this is happening to me” - Rescuer – “I’ll fix this / you need me” - Persecutor (the Victim eventually turns on the Rescuer) – “This is your fault / you’re doing it wrong” I just don't want to be around any of that... So I don't... I choose roles selling to high level people who have agency, authority and the means to make positive and needed change. And we discuss our relevant help on the calls to make said positive changes.... I choose students who already have a baseline (typically already earning 8-10K per month minimum), committed to sales, ambitious, invested, high agency and serious about becoming elite. In both situations I don't save.... I do help however. But they must buy in and do their part too or this doesn't work and I make this very clear to them. So whilst I'm not here to save.... I am very much here to help the right people with the right help and for the right reasons. 𝙋𝙎 - 𝙄'𝙫𝙚 𝙤𝙥𝙚𝙣𝙚𝙙 𝙪𝙥 𝙨𝙤𝙢𝙚 𝙨𝙥𝙤𝙩𝙨 𝙞𝙣 𝙢𝙮 𝙘𝙤𝙖𝙘𝙝𝙞𝙣𝙜 𝙥𝙧𝙤𝙜𝙧𝙖𝙢 𝙛𝙤𝙧 𝙅𝙖𝙣𝙪𝙖𝙧𝙮 𝙞𝙛 𝙮𝙤𝙪 𝙬𝙖𝙣𝙩 𝙩𝙤 𝙡𝙚𝙖𝙧𝙣 𝙛𝙧𝙤𝙢 𝙢𝙚 𝙩𝙤𝙤! 𝘿𝙈 𝙢𝙚 𝙞𝙛 𝙮𝙤𝙪 𝙬𝙖𝙣𝙩 𝙩𝙤 𝙚𝙭𝙥𝙡𝙤𝙧𝙚 𝙛𝙪𝙧𝙩𝙝𝙚𝙧!

As we hit the calls again over the coming days know that in 2026 - as a serious sales pro - the thing we hate most as sales pros is absolutely avoidable. What do I mean? Late unforeseen objections brought up by the prospect. Those revelations that come up at minute 45 of your 60 minute close call after you pitch, reveal the price and move towards the close. Those responses like: - "all sounds good Michael, cash flow is a bit tight right now so I couldn't do this for another 3 months... Can I get back to you then?" - "all sounds good Michael, however that's way more than I wanted to spend so I definitely can't afford that" - "all sounds good Michael, however I'd need to speak to my husband first before I could do something like this" - "all sounds good Michael, it's just that, I didn't think you needed me to make a decision on this call. Can I get back to you in a few days?" - "all sounds good Michael, let me go away and think about this and you can reach out to me again next week, is that ok?" And then it becomes "objection overcoming" time... Doing whatever it takes to convince them to buy now... (which usually doesn't work) Playing off the back foot as they resist and you push... Been there? I have too... No longer though and not for 5 years plus. And never again. The solution? Learn to play offense early and on your terms. Ask the right questions the right way (and and at the right time) and then have them to the explaining and justifying to you about their willingness and ability to actually decide on and execute change when they find the right help. Do it right and you'll know in the first 5-10 minutes if a sale can live here today or not... I teach this in detail to my students and it changes their world! Just yesterday I had a student - who I had just taught this - close a call 12 minutes in (which he never does as it's an hour call normally) as on the back of playing said offence the prospect asked him to buy then and they then did.

For those looking to secure new roles in 2026 know that many things are negotiable and that many start points in the conversation can be moved. Especially at the higher levels (dialed in offers, more sophisticated buyers able to invest in bigger package price points, high trust and liberty given to the sales pros to do their thing). And hopefully - for your sake - you're at a level where they are the only roles that interest you (and you know how to get them)! And if you're not yet, well know that world exists and with the right approach you too can access it. Just recently I took on an additional high level account to sell for and begin calls next week. It was presented pre-call as "full time" yet I will be there "part time" only and in complete control of my calendar. Over the last few days I've helped one of my students who was initially dismissed from an application for being too young and for presenting the wrong image - in relation to this offer - on his personal instagram. We did some very specific work and he reached back out to the offer owner - post being denied - with some fresh angles and that conversation has come alive again. So alive my sense is he'll be offered the role over the coming days! Every terms sheet / contract I've ever been presented when working with a new client was never the one I ended up signing (I always took things out / added things in etc). The commission "offered" is just that often... ("offered" being the key word)... Offered does not have to be what is agreed to and accepted. The role I've sold on for 4.5 years now comes with a commission rate very different to what was presented (offered) in our first meeting when discussing the role... There are many more examples but you should get the point. All of these movements become possible when 2 things come into play: #1 - you are very desirable for the other party to have repping their offer (this comes down to skillset, mindset, energy / vibe, body of work, reputation, presentation etc)

Here is what I know… As a multiple offer owner and head of sales one thing I’ve learned going from zero to $2.7M / month cash is that you can’t get anywhere without good marketing. If you’re on an offer and the marketing is weak be careful and be aware that road doesn’t lead anywhere good for you. Sales guys need to be hyper aware of this reality in the high ticket casino. 2 things we’ve added do to keep leads in the pipe. 1. Run live events. We do about 2-3 a month. This gives an influx of leads and is a great place to send your follow ups. Also the setters can dial the shit outta the registrants no show after. These are solid quality usually and can be sent to a call pretty quick. 2. Use contests to hire marketing. We get multiple guys running ads and organic with the engine they choose and have them compete for prizes. Then the best usually gets hired for a role or a project. Healthy competition brings out the best in people. Listen… Innovation comes from frustration. We had a major lead issue in 2023 when we lost our social accounts and went from 150 calls a day to 20. This spurred us to innovate and get creative. Make sure your leadership team does the same and toes the line for you. Onward.