Helping agency + coaching owners close 50-100% more on the same ad spend | Let me review your last sales call 👉 https://nitter.cf/t.co/OosFxJOesk
Salt Lake City, Utah
Joined January 2022
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10 movies that will teach you more about sales than any course you can buy (1 hour training):
1. True Grit
2. The Gentlemen
3. 12 Angry Men
4. The Godfather
5. Lincoln
6. Dog Day Afternoon
7. Heat
8. Inside Man
9. Glengarry Glen Ross
10. Djano Unchained
Mr. Long Money retweeted
It took me 12 years and over 15,000 sales calls to learn how to sell.
So I put everything I know about sales into a 6-week sprint:
(give this to your sales reps)
Inside this document is EVERYTHING I wish someone had handed me when I started selling.
I learned the slow way, through trial and error, and I built bad habits I had to unlearn later.
Most sales training won't shortcut that. It explains the concepts and never makes you drill the fundamentals, so you end up winging your calls.
This roadmap is built for new closers, and for founders who still take their own calls.
Inside:
1. The 12-part call flow to drill in weeks 1 and 2, until you can run it without notes
2. One question that stops your sales calls from turning into free consulting
3. How to ask for the budget like you're ordering a coffee (week 3)
4. What to say when they tell you "if the ROI is good, we'll invest more"
5. A one-page business case you build with the person who can't sign (week 4)
6. Barrier statements that make your best results believable (week 5)
7. A roleplay drill for spotting a prospect who's checking out (week 6)
Want it?
Details below:
Mr. Long Money retweeted
My sales reps generated $1,600,000,000+ per year pre-AI
If you're not up to speed with this tech, you risk getting left behind for good.
6 changes we’ve made to adapt🧵
It took me 12 years and over 15,000 sales calls to learn how to sell.
So I put everything I know about sales into a 6-week sprint:
(give this to your sales reps)
Inside this document is EVERYTHING I wish someone had handed me when I started selling.
I learned the slow way, through trial and error, and I built bad habits I had to unlearn later.
Most sales training won't shortcut that. It explains the concepts and never makes you drill the fundamentals, so you end up winging your calls.
This roadmap is built for new closers, and for founders who still take their own calls.
Inside:
1. The 12-part call flow to drill in weeks 1 and 2, until you can run it without notes
2. One question that stops your sales calls from turning into free consulting
3. How to ask for the budget like you're ordering a coffee (week 3)
4. What to say when they tell you "if the ROI is good, we'll invest more"
5. A one-page business case you build with the person who can't sign (week 4)
6. Barrier statements that make your best results believable (week 5)
7. A roleplay drill for spotting a prospect who's checking out (week 6)
Want it?
Details below:
My sales reps generated $1,600,000,000+ per year pre-AI
If you're not up to speed with this tech, you risk getting left behind for good.
6 changes we’ve made to adapt🧵
Humans buying from other humans is a thorny, probabilistic problem.
The robots will struggle with it for a very long time.
So human sellers stay in the loop.
And they finally get what we've wanted for 20 years: MORE conversation time on the point of the spear, less time mucking about in the CRM.
Mr. Long Money retweeted
After training 500+ sales reps, these are the 21 things I'd drill into EVERY new closer:
The first 60 seconds:
1. Get the first 60 seconds wrong and everything downstream gets harder.
2. Make your side of the call free of defects: audio, camera, lighting, on time, full attention.
3. When the prospect tests you (shows up late, keeps the camera off), stay neutral. Get aggressive (or worse, tolerate the bad behavior) — and they'll run all over you.
4. Set the frame and the agenda before they do. Whoever sets them first owns the call.
DISCOVERY
5. Nail down budget, authority, need and timing on every call.
6. Ask "How do you guys usually make decisions over there?"
7. Never do the cost-of-inaction math for them. Ask until THEY say the number.
8. Summarize discovery in one gut punch of a sentence.
9. End it with "Did I miss anything at all that's important to you?"
10. Discovery isn't done until they say "Yes, that's exactly it."
THEN, PITCH
11. Get permission before you pitch.
12. Keep it to 3 pillars, 1 to 2 sentences each, 30 to 90 seconds total.
13. End every pillar on what's in it for them.
14. Ask "Does it seem like we have everything you need to reach [their goal]?"
15. Then ask "What's the main reason you say that?" and let them talk.
THEN CLOSE
16. Give them a clear future: walk them through every onboarding step.
17. Treat stalls as requests for more certainty.
18. Stay in control of the buying timeline. Never just accept "we're not ready to start until Q3."
19. Never release the tension for them with "That's totally understandable." Build tension; make THEM release it by buying.
20. When they say "I need to transfer some money," solve it live on the call.
21. Practice your transitions more than any part of the call except discovery.
Bookmark this + send to your team.
The good ol CLOSER framework from Hormozi goes far
Blocking and tackling will never get old
The chest pass will never get old
most valuable sales tweet you’ll read
most salespeople are looking for some advanced closing technique when they haven’t even mastered the basics.
which is funny because the basics are usually where most of the money is being lost.
20 sales principles worth mastering:
- clarify intent. understand why they showed up before explaining what you sell.
- establish the problem. get agreement on what’s broken before offering a solution.
- investigate past attempts. find out what they’ve tried and why it didn’t work.
- sell outcomes. nobody cares about your process until they believe in the result.
- simplify the offer. three relevant benefits beat twenty features.
- understand objections. resistance is information, not an invitation to argue.
- acknowledge before responding. people listen better when they feel understood.
- diagnose price resistance. expensive compared to what?
- identify decision makers. don’t discover the real buyer after you’ve pitched.
- use better analogies. if they don’t understand it, make it simpler.
- practice out loud. knowing what to say isn’t the same as being able to say it.
- review your calls. your memory is a terrible sales coach.
- train before you struggle. don’t wait for a bad month to improve.
- study your buyer. know their problems better than your product’s features.
- respond immediately. interest has a shelf life.
- remove scheduling friction. make the next step ridiculously easy.
- secure commitments. never end a meeting with an imaginary next step.
- separate rejection from identity. a lost deal isn’t a verdict on your worth.
- fix buying friction. don’t use persuasion to compensate for a broken process.
- reinforce the decision. the sale isn’t finished when the payment clears.
the interesting part?
you could spend the next six months mastering these and probably get more value than you would from another hundred hours of sales content.
because the goal isn’t to know more about selling.
it’s to become so good at the fundamentals that the difficult stuff becomes easier.
but apparently learning another secret closing trick is more exciting than fixing the shit that’s actually costing you money.
After training 500+ sales reps, these are the 21 things I'd drill into EVERY new closer:
The first 60 seconds:
1. Get the first 60 seconds wrong and everything downstream gets harder.
2. Make your side of the call free of defects: audio, camera, lighting, on time, full attention.
3. When the prospect tests you (shows up late, keeps the camera off), stay neutral. Get aggressive (or worse, tolerate the bad behavior) — and they'll run all over you.
4. Set the frame and the agenda before they do. Whoever sets them first owns the call.
DISCOVERY
5. Nail down budget, authority, need and timing on every call.
6. Ask "How do you guys usually make decisions over there?"
7. Never do the cost-of-inaction math for them. Ask until THEY say the number.
8. Summarize discovery in one gut punch of a sentence.
9. End it with "Did I miss anything at all that's important to you?"
10. Discovery isn't done until they say "Yes, that's exactly it."
THEN, PITCH
11. Get permission before you pitch.
12. Keep it to 3 pillars, 1 to 2 sentences each, 30 to 90 seconds total.
13. End every pillar on what's in it for them.
14. Ask "Does it seem like we have everything you need to reach [their goal]?"
15. Then ask "What's the main reason you say that?" and let them talk.
THEN CLOSE
16. Give them a clear future: walk them through every onboarding step.
17. Treat stalls as requests for more certainty.
18. Stay in control of the buying timeline. Never just accept "we're not ready to start until Q3."
19. Never release the tension for them with "That's totally understandable." Build tension; make THEM release it by buying.
20. When they say "I need to transfer some money," solve it live on the call.
21. Practice your transitions more than any part of the call except discovery.
Bookmark this + send to your team.
Which of these 21 is your newest closer skipping right now?
what we do is give you raw human feedback on your last 5 sales calls, based on what we've seen working growing sales teams from 2 people to 150 people
thisiscadence.com/interview
Early in my career, I was promoted to supervisor over some of my peers. One of them had more tenure than me, and we had a personal relationship. He was very ego-driven, and he probably thought he could have managed the team better than I could.
The day after I became his boss, I noticed his availability to take calls was below target. So I emailed him: "Hey John, what happened? I noticed your availability was down at 82% as opposed to our goal of 92.5% yesterday."
Right away, he came over to my desk with what happened and exactly what his plan was to get that number back up.
For YEARS afterwards, he told that story: "This is how I knew Drew was a hard ass." In his words, I wasn't about to let him slide just because we had a personal relationship.
It's easier to loosen up than to tighten up later. A team is never more responsive than when a new manager first steps in.
From there, the bottom of the team gets managed up or out with a system. When a rep falls below KPI for two weeks, it's a PIP: two more weeks to improve with intensive coaching (so 30 days in total).
The PIP should be supportive and developmental. You tell them, "I believe in you. I believe you can come off this successfully."
And if they fail it, you don't give them more chances because they tell you a sob story or you feel bad for them. You just let them go.
However - I DON’T believe in the philosophy of “just cut the bottom 30% every quarter and you will have an A-player sales team.” That will create abject fear and people selling from fear aren’t as good as people selling from love.
I disagree with Hormozi — you raise the top, you give everyone a new target to shoot for, that they didn’t even believe was possible. For love of the team, the culture, and each other, they will self-manage towards that standard.
But, yes, cut the dead weight.
Mr. Long Money retweeted
My top closer of all time closed at over 70% for 14 months straight.
I’m giving away the EXACT scripts / process he used (free)
He was the quietest talker I've ever met on a sales floor. If you heard him on a call, you'd think he was bored.
Most owners would pass on him in the interview. They want the loud, high-energy guy who sounds like a “closer”
But he ended up being my most reliable rep EVER.
And I just broke down exactly how he ran his calls in one resource.
Here's what's inside:
1. Why his calm "late-night radio" voice kept prospects from getting anxious
2. His "where does it hurt?" energy: clinical and procedural, like a doctor's visit
3. Why he'd rather close someone at $1,000 than lose them on the biggest package
4. The "grandma voice" he used when a prospect said the price was too high
5. Ownership transfer: he asked WHICH option they wanted, never IF
6. A drill to rate your own conviction on your last 5 sales calls
7. The airline pilot voice to aim for on every call
Mr. Long Money retweeted
The sales world is f*cking brutal.
I remember had to let go of my top closer of all time.
He closed at over 70% for more than 14 months in a row.
The company, the team and I all made a LOT of money because of him.
In the elevator on the way down, he said:
"Drew, I let you down."
This is why you NEVER call your sales team “family”
Sooner or later, you'll have to let go of someone you like.
And if you’ve been being buddy-buddy with them and calling them “family” for months or years.....it won’t end well.
My top closer of all time closed at over 70% for 14 months straight.
I’m giving away the EXACT scripts / process he used (free)
He was the quietest talker I've ever met on a sales floor. If you heard him on a call, you'd think he was bored.
Most owners would pass on him in the interview. They want the loud, high-energy guy who sounds like a “closer”
But he ended up being my most reliable rep EVER.
And I just broke down exactly how he ran his calls in one resource.
Here's what's inside:
1. Why his calm "late-night radio" voice kept prospects from getting anxious
2. His "where does it hurt?" energy: clinical and procedural, like a doctor's visit
3. Why he'd rather close someone at $1,000 than lose them on the biggest package
4. The "grandma voice" he used when a prospect said the price was too high
5. Ownership transfer: he asked WHICH option they wanted, never IF
6. A drill to rate your own conviction on your last 5 sales calls
7. The airline pilot voice to aim for on every call