How to Master Sales Pitching

I recently closed a $15,000 deal with the potential of being a $100K deal. We had 3 discovery calls w/ 2 presentations. Here are 6 strategies I did to close this in less than 30 days that you can copy: 1/ Shared My Research: I did my homework on the company, industry, and buyer persona. I got to the call and shared my notes about my research and how I connected the dots. E.g. "Btw, from my understanding, you're dealing with a really antiquated buyer persona for the most part who is either using a competitor or some old school method of doing things, like managing their tasks on Excel..." Don't keep your notes private. 2/ Be Radically Transparent: Most salespeople try to hide that they're taking notes and looking at another screen, but prospects want to feel like you're taking their problems/goals seriously. E.g. "Btw, if you see me look at another screen, it's because I am. I'm writing some notes and ideas down as we talk through this, which I'll share at the end." Be candid. 3/ Looked For Problems: Salespeople hate opening a can of objections during a call, but I'd argue that is your best bet for maintaining control of the deal. I asked questions that would get me and my business in trouble. The prospect ends up selling you on why you'd be a better fit. E.g. "You mentioned you used to use [COMPETITOR] training program, why not just continue with them since the team is sold on it already?" Unsell yourself. 4/ Gave Value Before The Pitch: Most prospects expect you to spend more time pitching your services or product, but I flipped it on its head. I spent more time giving them strategies and advice on how to better run their department. E.g. "Whether you go with me, another provider, or none at all, here's what I recommend you do in the next 30-60 days.. [INSERT VALUE ADD]." Always teach something new. 5/ Set Up Next Steps Upfront: Most salespeople set up next steps at the end of the call, but that's when prospects are out the door. I like to set them up front because there's the least amount of resistance. E.g. "Assuming this would be fit, you'd probably want another call to dive deeper into your process so we can scope out the work and proposal, so let's set some time in the end to do that later this week for 30 minutes, sound good?" Make next steps worth it for them to agree. 6/ Recapped In The Beginning: At the beginning of our follow-up discovery call, I recapped their challenges/goals from our last call, but I did it by sharing my screens and showing them my notes. E.g. "Based on our last call, these were top of mind for you [LIST CHALLENGES/GOALS] - 1) What's missing from here? 2) And are these still top of mind? Use slides strategically. The takeaway: prospects don't want to be sold to, they want to be helped. #helpmedontsellme P.S. Here are my top 24 discovery questions to quantify pain that helped me close this deal: https://lnkd.in/edAVrn2v

Looking for the best first meeting framework? My method has almost 100% conversion from first meeting to second This will make you stand out, earn the right, and kick conversations off in a professional way that truly puts you in the top 1% of any first meeting a buyer will have with a seller There are 3 parts (Preparation, Presentation, Correction) 1) Preparation - this is where you build your hypothesis (be a detective) -LinkedIn Profile: Who is this person and what do they care about? -Company Website: How do they make money, what problems are they likely facing, and how does this person help solve those? -Firmographic & Competitor Data: How do you help their competitors or companies / industries like theirs? (news, annual reports, 10k, anything else you can find) 2) Presentation - this is where you create a "WOW" moment -Your buyer's LinkedIn profile picture on the slide -A few lines of text around role-specific challenges, the problem as you see it for them, and a few key areas you believe you can help them with -These are the hardest-hitting hypothesis points on pain, problems, impact -Keep it to 3-5 tops you will spend time unpacking this slide 3) Correction - present your hypothesis and have a discussion After a bit of rapport building, show the slide: "Before I meet with anyone, I like to do my homework to make this as fruitful of a conversation as I can. "As an outsider looking in, here are some things I am seeing" Now explain the slide: "But, I am likely wrong about this, can you help me understand where I am tracking and maybe dig deeper for me, and then please correct or elaborate where I have missed the mark?" People love to tell you when you are wrong They are also even more impressed when a stranger is right Then allow an organic back-and-forth conversation to take place until you truly understand the problems they are looking to solve, why now, what happens if they don't, and bring insight into how you can help This serves as your entire discovery conversation From there you can use your normal slideware or demo, but you tailor it to what you have learned in the initial slide conversation and then close for next steps If executed correctly, you have done some key things right: 1. Impressed them with your preparation -(you came to play and earned the right) 2. Created an environment for a business conversation -(you showed insight and thoughtfulness) 3. Uncovered problems you can help them solve and showed how -(you showed expertise and humbleness) How does this compare to your current approach? Do you see how this can separate you from everyone else? Yes, it takes more work, but it is as close to a silver bullet as I've seen for creating the best possible chance of success in your first meeting, and if you can't convert first meetings, nothing else matters. If I can help with this, let me know 👋 If you liked this, give me a follow ♻️ Repost if this landed with you.

Never ever take a brain picking call. That’s what they tell you. While it’s unsustainable to do too many of these, they're not without value. I once took a brain picking call from a young guy in marketing at a new startup simply because he asked; and you never know who you might be able to help and who might be able to help you. Yesterday I talked to Chris Orlob again for the first time in awhile. He moved from marketing to sales and helped grow Gong from $200k to a $7.2b valuation in five years. I’m sharing his top 17 SaaS sales tips here because they’re gold: 1. Money follows pain. Stop selling benefits. Start selling pain relief. You'll close more. 2. WHO matters more than WHAT. If you're talking to the right person: But you have bad sales technique? You can still win. If you're talking to the wrong person: And have great sales techniques? You lose. 3. Don't multi-thread. Single-thread with multiple people. Break people out into 1:1 meetings. Stole this from 👩🏻🏫 Krysten Conner 4. Don't multi-thread too much. Looping in the wrong people can kill your deal. Get the blend of people just right. No, IT doesn't always need to be involved. 5. Great cold emails don't talk about your product. They talk about pain. They look like a page from your buyer's diary. 6. Follow up. Fast. Some sellers take days to follow up. They don't want to seem desperate. Stop it. This isn't dating. Speed sells. 7. The secret to enterprise deals: Pick the deals you can win; then win the deals you pick. 8. Build your business acumen. It makes your sales techniques 2x as effective. Without acumen, you're hollow. 9. Don't seek approval. Seek to solve problems. Big difference. Don't grovel. 10. Buyers don't buy because of ROI. ROI doesn't drive purchases. Emotion does. They simply need ROI to justify the purchase. 11. There are two winners in each deal: The seller who won. The seller who ejected from the deal early and didn't waste time. 12. "Continuity of power" is the ultimate metric. Getting access to power is one thing. Getting a 2nd or 3rd meeting with power is entirely different. Only sellers with sharp acumen get the latter. 13. Great sales calls start with planning. Don't wing it. 14. Voice tone matters. Stop inflecting up. Inflect down. It sets an equal tone. 15. Become a master wordsmith. Words trigger mental pictures. Mental pictures trigger emotions. Emotions trigger actions. Actions close deals. 16. Don't negotiate price too early. It should be the last thing you do before the deal closes. Anything else is too early. 17. Talk about money like it's nothing. Quote a $600,000 proposal with a straight face. That's a superpower. The best salespeople have a casual attitude about money. The worst salespeople freak out when they talk numbers. P.S. Here’s a free list of 39 questions that sell that Chris put together:  https://go.pclub.io/list

I’ve been selling for over 20 years. But I don’t rely on: • Fancy funnels • Overcomplicated scripts • Or manipulative pressure tactics I focus on clarity, connection, and consistency. Every day, I use 4 simple questions to sharpen my edge in sales: 1: “Who did I talk to yesterday?” I begin by reviewing my previous interactions: • Who did I pitch to? • How did the conversation feel? • Where did I miss or connect? I don’t need to write an essay. I just take 5–10 minutes to analyze my real-time feedback loop. Sales isn’t about pushing harder. It’s about listening smarter. 2: “What problem am I solving today?” Sales is service, not strategy. So I remind myself: • What core problems do my clients have? • What pain are they facing? • What shift do they actually want? This helps me move from “pitching” to prescribing. Solutions, not slides. 3: “What do I need to close today?” I write down: • My most urgent follow-ups • Any loose ends • Clients who are this close  It’s not about being pushy. it’s about staying present. People say fortune is in the follow-up. They're wrong. Fortune is in the intentional follow-up. 4: “What lesson am I carrying forward?” Every sales day teaches me something. • A missed close = a misread cue • A ‘yes’ = a mirror of trust • A no-show = a systems flaw I reflect on it. Then I thank it. This practice is why I show up sharper every week. I’m not just closing deals  I’m building muscle. Want to master sales? Don’t just talk more. Think deeper. Reflect smarter. Act clearer.

I became a millionaire 9 months after law school through sales. Here are the top 5 sales tips that made me successful: 1. Stimulate interest In other words, create curiosity. Even when someone needs your service, they need to want it first. And no one wants anything without being curious about it. 2: Transition into Emotional Connection Once they respond, your job changes. You're still not pitching, but you're asking leading questions, tied to emotion and your offer. These go a little something like this: • What's working for you today? • What's not working? • What do you like about it? • What don't you like about it? • What do you know about it? • What don't you know about it? The more they talk about what's not working, the more likely they are to sell themselves. But these also let you pick up on a couple of things: 1. You qualify the prospect 2. Reveal their problems 3. You find their pain points You're still not convincing—you're listening. 3: Share the vision Once you've qualified your lead and identified their pain points, present your solution. Instead of feature dumping, you need to focus on putting the prospect in the mindset of who they want to be, not who they currently are. If you did your job qualifying, you should have a clear image of both versions and start crossing off each pain point out loud. 4: Manage Their Decision 80% of sales work happens after they say yes, and you need to hold the prospect's hand. Remove potential bottlenecks, make steps easy and clear, and most importantly, collect payment. Waiting this part out is one of the easiest ways to lose a sale. 5: Create Long-Term Success The goal isn't just to sell once. It's to build a community where people: • Buy from you repeatedly • Refer others to you Your reputation becomes your sales engine, so make sure your fulfillment and client success are as good as can be.