Summary I learned that you can't really know anything about business just by watching podcasts or consuming more content. You actually learn by putting yourself out there and asking people to pay for what you offer. The only real way to approximate making money is to take action. Just go out and try to sell…
Summary I had an 83% close rate in person, which means if someone walked in, there was a very good chance I'd make the sale. From my experience, 30% of people are going to buy as long as you don't mess it up. You just have to not get in your own way. The next…
Summary I’ve learned that how you start a conversation changes the whole direction of it. If I want to instantly boost my status in a call, I change the first question I ask, which is called the pre-frame. For example, when I answer the business phone, I might say, “Did you hear about us from…
Summary I learned from the top timeshare salesman in my building, who won the best closer award five out of six years, that matching top closers with the best leads can massively boost sales. He convinced his CEO to send the highest quality leads to the most experienced salespeople. This way, the best closers get…
Summary I learned that sometimes clients in a lead generation business don't follow up well with the leads they get, which hurts results for everyone. One thing I do to solve this is add "dummy leads" to the batch of leads we send. These are fake leads that we control. I always let the client…
Summary If I want to close more sales, I need to say less, not more. When working with a new portfolio company, my first focus is on the sales script—specifically, I look for what I can remove instead of what I can add. Shortening a sales script usually leads to a much higher close rate…
Summary I use a simple four-step process to put any business on "easy mode," whether you're just starting or already making millions. This same approach has worked across companies in our portfolio that, as of last year, generated over $250 million in aggregate revenue. Step 1 is getting the ad. You need to show something…
Summary I’ve found that the most compelling way to communicate with customers is to use the truth, even if it’s uncomfortable. Believability in what I say comes from being real. The more honest I am, the more likely people are to trust me. Instead of hiding my motivations, I like to be upfront—like saying, “We…
Summary I believe training sales effectively means giving lots of fast feedback, even if it feels like I’m interrupting a lot. On someone’s first day, I let them know I’ll probably stop them 30 or 40 times as they go through the script. That’s actually a good sign because it means we’re improving. I ask…
Summary When you have a sale that goes really well, think of it as one of your greatest hits. Keep a record of all your best sales moments. If you hit a cold streak in sales, go back and watch your greatest hits to learn from the times you were successful. Pay attention to how…