5 words that kill sales

Let me tell you about Mike…

Has a great offer.

Mike gets on sales calls and talks like an auctioneer who just chugged 4 espressos.

And Mike closes... almost nobody.

Poor Mike.

Here's the thing nobody wants to tell Mike (or you)...

The reason you're not closing leads on calls is probably NOT your offer.

I know. I know.

You've rebuilt that offer 47 times.

You've added bonuses.

You've stacked guarantees so high they need a ladder.

And still... "let me think about it."

Poof. Gone. Ghosted.

The real problem?

You never got a good WHY.

You jumped straight to the pitch like a golden retriever jumping on a dinner guest.

Pitching before you know their why is like handing someone a menu before they even said they're hungry…

Of course they want to "think about it."

Here's the key:

People buy with their FEELINGS.

Then they use their brains to make up a good excuse after.

Not logic.

Not spreadsheets.

Not your fancy 9-step framework with the trademark symbol.

Emotions.

No emotions = no sale.

When someone hops on a call with you, they have a problem…

But a problem sitting on the surface is like an iceberg wearing a hat.

You're looking at the hat.

The sale lives underneath.

So your ONLY job in the first half of that call is to dig.

Ask more questions. Then go deeper.

Start with the sneaky one...

"What made you want to book a call?"

That question is a lie detector for pain.

Nobody books a call because things are going great.

Then keep digging...

"What makes this important now?"

Then the big one...

"What happens to the business in the next 90 days if you do nothing?"

Oof.

Watch their face when you ask that.

Because now they're not thinking about your offer…

They're thinking about payroll.

Or about their spouse asking how work is going.

THAT'S the emotion.

That's where the sale lives.

And here's the part most people miss...

Don't stop at the business stuff.

Because "my funnel is broken" is a problem.

But "I haven't taken a day off in 8 months and my kids think I'm a rumor" is a REASON.

Problems get thought about.

Reasons get bought.

So don't pitch. Always ask.

The person asking the questions is driving the call.

By the time you actually share your offer, you barely have to sell it.

They already told you why they need it.

They already told you what it's costing them.

They already told you what happens if they wait.

So on your next call, try this...

Ask what finally made them book the call.

Ask why it's important.

Ask what 90 more days of "nothing" looks like.

Then shut up and let the silence do push-ups.

Your close rate will thank you.

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