"𝙏𝙚𝙖𝙘𝙝 𝙗𝙮 𝙚𝙭𝙖𝙢𝙥𝙡𝙚, 𝙣𝙤𝙩 𝙗𝙮 𝙡𝙚𝙘𝙩𝙪𝙧𝙚. 𝙏𝙝𝙚 𝙩𝙧𝙪𝙩𝙝 𝙞𝙨 — 𝙣𝙤 𝙤𝙣𝙚 𝙘𝙖𝙧𝙚𝙨 𝙬𝙝𝙖𝙩 𝙮𝙤𝙪 𝙨𝙖𝙮. 𝙏𝙝𝙚𝙮 𝙤𝙣𝙡𝙮 𝙘𝙖𝙧𝙚 𝙬𝙝𝙖𝙩 𝙮𝙤𝙪 𝙙𝙤". Not my quote nor do I know the author. It does resonate as a teacher however. And as a student too as I am a student in 3 other masterminds. Each week I teach one "new learnings" class in the paid group. A 60-90m call where I share approaches that continue to work for me after 22 years in sales. Work meaning - they've been done successfully and repeatedly by me - referring to the "what you do" part of the quote above. So if teach my students something like: - how to handle price upfront / early on the call - how to get them to overcome their own objections or rule them out early (before they can think about them and bring them up late on the call) - how to know in the first 5 minutes if they could buy today (or not) - how to create a frame and call experience so that "they ask to buy from you" (over "you selling to them") etc It's because I've done - and still do (as I still sell) - them. So the job on my "new learnings" call is simple: - to document what it is - why it matters - how I apply it - when and where I apply it - how they can bring it into their world too And it's typically accompanied by real lived examples and (non pre-prepared) role plays with the students showing how to think about and roll it out in potential live situations. And the results are often amazing. I posted on this the other day however I had one student - who is 18ms with me now - make $100K sales right away on the back of new learnings from these calls and applying it to her calls. I had one brand new student last week make a 47K sale right away after learning one thing I taught in this. These results are amazing of course but the real payoff is not just after 1 call or 1-2 weeks. it's when the teachings are integrated into the best parts of the students personality / natural approach and becomes intuitive. Intuitive in that it's easy to know what to say and how to say it in real time without a script and no matter where the call goes.

Once there was a time when I didn't know if a prospect "could" buy from me today until I tried to close them at minute 35 of the 45 minute close call. I didn't know if they "would" buy either. In short I went into the close part "hoping" and "wishing" but rarely to never actually "knowing". I ran with that approach for a long time as that was all I knew. What I then knew and believed is what many still know and do: - Assume the sale - Keep it positive and optimistic - Don't try to pre-handle objection talk - If objections come up (almost always at the moment price comes in or I try to close them) then "handle" said objection - Believe that "if they really want it they'll find the money" - Keep price to the very end otherwise you'll "scare them off" - Lead, radiate confidence and tell them how much you want to - and can - help them so that hey want to buy from you etc etc I'm not saying some of the above doesn't have it's place. But if that is your entire approach you will be going into the close at minute 35 just as I did - hoping and assuming. But not "knowing".... Fast forward some years now and to me the greatest sin a professional sales person can make is this: - to hope and to assume - when the subject we are referring to is knowable. And what I've learned is that most of what we'd like to know is knowable. Things like - Where they're at coming into today's call - What they're open to / closed to - What they're hoping to get out of this - What happens if they like what they see - What their decision making / buying process looks like - Any other specific criteria they're working off When you know how to get that information then you move from hoping to knowing. And you can know all of the above in the first 5 minutes of the call. You can then build the call of this start point. And when you know then the world of trying to close someone at minute 35 based of hope and assumption just simply doesn't exist anymore. Can you imagine how much time and energy is saved with this one change?

There is plenty of content in there now and more coming. Dive in!

Great to have you here! This free group is open to all serious established and up and coming sales pros. If you're not in sales but somewhat adjacent (marketing, offer owner, copywriter etc - or other service providers who need to sell their offering and services better) then there may be value for you here too and you sure are welcome! I'm not running this as a hyper engaged active community in the sense that I will be massively engaged in day to day comments / answering questions etc (there will be near daily learning focused content uploaded however!). This will be a place where I will share learning resources with you all based on my 22 years in sales and continued work selling on a high level account to this day. The idea is that you learn from it and are inspired by it (presuming it hits the mark for you!) and then use it! Much will be free. And some will be paid (you'll have the option to purchase them here within this group). Some of you may want to explore coming into my paid elite group - True Sales Pro: Group Training Program - where I share everything I know and do, and also coach the students through their journey. We have a very active, collaborative and supportive community there too! (see the link at the bottom of this page) Our objectives in that group are simple, its for me to help serious and ambitious sales pros: - become elite (top 1%) - to get on highly desirable accounts selling to the highest-level people - to do their versions of my selling way – honest, direct, upfront - via a detached and questions-based methodology which is both collaborative and feels good for all parties - to reject all the typical cliché sales BS and nonsense – low value and cringey behaviour like pushiness, manipulation, convincing, canned scripts, objection battles, wasted time, hoping (over knowing), chasing and pleading - to get to 25K USD + per month within 12 months – probably working commission only and remote (though not essential as some members are in person selling / corporate) - whilst feeling good about the work that we do and how we treat people (and allow them to treat us!) - to become “more than just a salesperson” with infinite abundance, possibility and opportunity!

A place where I teach my students to get better. To get better at communication. To get better at control, frame and boundaries. To get better at reading the room and acting accordingly. To get better with their own beliefs and self worth. To get better at asking questions that lead to important realizations and clarity for the prospect. To get better at challenging the prospect and having them do the explaining and justifying. To get better at pre-handling challenging situations meaning near zero late unforeseen objections (let alone an "objection battle at minute 50 of the call"...) To get better at handling any difficult situation that gets thrown their way on a sales call too. And a place where the call is set up so the prospect "asks to buy from us" (over "us selling to them or closing them"). This leads - when executed well - to more sales on existing offers and less time wasted. It also leads to the ability to identify and then secure better offers selling to more interesting and higher level clients. Better offers with higher tickets and earnings. You know, those offers with 30K+ tickets and sophisticated buyers. In the last week alone I had one student hit 300K sold in one day (that's DAY, not week or month). I have another with a similar amount looking like closing by the end of this month. I personally sold over 100K last week on the offer I've sold on for 4 years (approx. 6 hours worked to hit that). Big numbers in remote 1099 selling. Interesting conversations with serious people too! A few days back I reopened entry into the coaching program I offer to serious sales pros. I'm taking 10 students in this intake (5 down, 5 to go). Let me know below with a "me" or DM me if you want to explore joining us too.