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I’ve reviewed more sales calls than a Starbucks barista reviews drink orders during the morning rush. The one thing I notice? Most business owners and sales professionals fail in the first 4 minutes of the call. Literally. (then they wonder why am I not closing) They fail to establish the gap because there’s no tangible goal. See: → More leads isn’t tangible → Make money isn’t tangible → Losing weight isn’t tangible → Increase revenue isn’t tangible These "goals" don’t drive conversations with (real!) substance. Without substance, there’s no gap. And without a gap, the conversation isn’t as effective. Your job as the salesperson is to uncover the tangible behind that goal—and do it as early as possible. Here’s what a tangible goal sounds like: "I’m 85 kilos, and my perfect weight is 70. I want to hit that by April [because]. I’ve been trying for [time] and only lost 2 kilos—what I’m doing clearly isn’t working." But here’s the caveat: Your prospect isn’t going to give you this statement outright. Your job is to ask the right probing and clarifying questions to piece it together. Ideally, this should happen within the first 5–6 minutes of the call. In my framework, I call this the “Mount Everest” frame—the first stage of discovery. Want to learn how it works? DM me, and I’ll send you a free guide! Happy selling!

Why Sales is Like a Cup of Coffee Ever noticed how a perfectly brewed cup of coffee is a delightful experience, but a bad one leaves you with a bitter aftertaste? The same goes for sales! Here's the analogy: Great Sales = Excellent Just like a perfectly balanced cup, an excellent salesperson understands their customer's needs and tailors their pitch accordingly. They present the value proposition clearly, address concerns, and close the deal with confidence. Overselling = Bitter Coffee Pushing a product or service that doesn't fit the customer's needs is like serving burnt coffee. It's unpleasant and leaves a bad taste in the customer's mouth. This can damage your reputation and lead to negative reviews. Underselling = Just Milk & Water A salesperson who downplays the value they offer is like serving plain milk and water. It might be okay, but it's not exciting. You miss the opportunity to build enthusiasm and differentiate yourself from the competition. The Real Key Ingredients: Building Relationships The secret to both a great cup of coffee and successful sales is focusing on quality and building trust. A genuine connection with your customers goes a long way, ensuring they feel valued and understood. So, what's your sales brewing style? Share your thoughts in the comments! #sales #coffee #customers #relationships #business

When sufficient information... Is given during a transaction with customers. Your customer can make an intelligent buying decision. "Yes I want to add the homemade guacamole. I love clantro and squeezed orange sounds great!" Without sufficient information, the customer must make a decision. Purely based on emotions or impulse buying. Or lack there of... Which may not align with their preferences or needs. "I'll have a regular coffee, please." Could have been 'I've never tried a maple latte before! Let's do it!" Customers sold with good information become additional salespeople for your products or services. You will see them more often. And their friends! The teams need to be sales trained consistently. I see it everyday! And reminded WIIFM! I am looking at you Puesto team! Your guacs w Parmigiano-Reggiano and the one with mango are TDF. THANKS to your servers for teaching me about the unique choices. ?? ?? I help restaurant owners maximize their teams ability to drive revenue. If this resonates with you, here is what to do! - Follow me here for ideas on the daily Julie Schor - Buzz me anytime 808 628 0770 - Ring the bell in my profile to get my weekly newsletter, full of fun and inspiration #sales #salesmanship #training #fractionalsalestrainer

The Perfect Blend: Why Sales is Like a Cup of Coffee ?? Ever noticed how a perfectly brewed cup of coffee is a delightful experience, but a bad one leaves you with a bitter aftertaste? The same goes for sales! Here's the analogy: Great Sales = Perfect ?? Just like a perfectly balanced cup, a great salesperson understands their customer's needs and tailors their pitch accordingly. They present the value proposition clearly, address concerns, and close the deal with confidence. Overselling = Bitter Coffee ?? Pushing a product or service that doesn't fit the customer's needs is like serving burnt coffee. It's unpleasant and leaves a bad taste in the customer's mouth. This can damage your reputation and lead to negative reviews. Underselling = Just Milk & Water ?? ?? A salesperson who downplays the value they offer is like serving plain milk and water. It might be okay, but it's not exciting. You miss the opportunity to build enthusiasm and differentiate yourself from the competition. The Real Key Ingredients: Building Relationships The secret to both a great cup of coffee and successful sales is focusing on quality and building trust. A genuine connection with your customers goes a long way, ensuring they feel valued and understood. So, what's your sales brewing style? Share your thoughts in the comments! #sales #coffee #customers #relationships #business P.S. If you're looking to become a master salesperson, remember – it's all about finding the perfect blend!

?? Happy World Chocolate Day! ?? As we celebrate the sweetness of chocolate today, let’s relate how chocolate can parallel the world of sales. ???? Just like crafting the perfect chocolate, achieving sales success requires a mix of key ingredients: 1. Quality Matters: Just as the finest chocolates are made with the best ingredients, successful sales strategies are built on high-quality products and services. Always prioritize excellence to satisfy your customers. ?? 2. Adaptability: Different chocolates for different tastes—sales strategies should be tailored to meet the diverse needs of clients. Stay adaptable and customize your approach to resonate with each unique customer. ?? 3. Building Relationships: The joy of sharing chocolate with friends mirrors the importance of building strong relationships with clients. Focus on fostering trust and loyalty to create lasting partnerships. ?? 4. Continuous Improvement: Just as chocolatiers continuously refine their recipes, sales professionals should always seek to improve their skills and strategies. Embrace feedback and keep learning to stay ahead in the game. ?? 5. Sweet Rewards: The satisfaction of closing a deal is like savoring a piece of your favorite chocolate. Celebrate your wins, no matter how small, and let them fuel your motivation for future successes. ?? Today, as you enjoy a piece of chocolate, take a moment to reflect on these sales lessons. Keep striving for excellence, adapting to new challenges, and building meaningful relationships. Happy World Chocolate Day, and here's to sweet success in sales! #WorldChocolateDay #SalesSuccess #SalesMotivation #BusinessDevelopment #CustomerRelationships #ContinuousImprovement #SalesStrategy #SweetSuccess #Marketingminds

Consistency is crucial when it comes to sales. Rather than randomly trying out different methods, the winning approach is to find a formula that works and stick to it. Think of it like baking - precise measurements and timing are necessary. However, many salespeople choose a more improvised cooking style, mixing things up and hoping for success. By understanding and implementing a consistent process in your sales approach, you can significantly improve returns and simplify selling. The key to success lies not in completely scripting the conversation but in effectively controlling the milestones. It's not always about making sales easier, but about making it simpler with a clear path to follow, which leads to marked improvement in results. Keep in mind that the road to mastery involves consistent execution and continuous refinement. What's your strategy for maintaining consistency in your sales endeavors? #SalesSuccess #ConsistentGrowth #MasteryInSales

The Magic of Café du Monde: Sales Secrets from an Iconic Coffee Shop. Picture this: you’re a CEO trying to grow your business, but every modern strategy seems overly complicated. Amidst the chaos of endless decisions, you need something simple yet effective. Café du Monde, the world’s most famous coffee shop in New Orleans, offers us an unexpected peek into straightforward yet powerful sales strategies. Back in the days of the Civil War, resources were scarce. Café du Monde found itself in a tough spot but instead of folding, they innovated. They started adding chicory to their coffee to stretch their supplies. This not only resolved their problem but became a beloved local tradition. Fun Fact: Chicory coffee, less bitter and less acidic, quickly won the hearts of New Orleans. So, what can we learn from Café du Monde? It’s the magic of simplicity and consistency. Just like they kept their menu focused and relatable, your sales strategy needs clarity. Imagine if your sales team could master a few key strategies instead of juggling too many techniques. Streamlining your sales process could lead to happier customers and increased sales. Focus on what's essential and stick to it. My Big Takeaway: Remember, growing your business isn’t about having the most complex strategies. It’s about having a robust, easy-to-follow sales system in place. Café du Monde stuck to a few core offerings and made them unforgettable. This lesson is vital: A strong sales strategy is like the beignet—simple, sweet, and perfectly executed. Join the www.CEOSalesHuddle.com for sales growth and business strategies. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork

The Magic of Café du Monde: Sales Secrets from an Iconic Coffee Shop. Picture this: you’re a CEO trying to grow your business, but every modern strategy seems overly complicated. Amidst the chaos of endless decisions, you need something simple yet effective. Café du Monde, the world’s most famous coffee shop in New Orleans, offers us an unexpected peek into straightforward yet powerful sales strategies. Back in the days of the Civil War, resources were scarce. Café du Monde found itself in a tough spot but instead of folding, they innovated. They started adding chicory to their coffee to stretch their supplies. This not only resolved their problem but became a beloved local tradition. Fun Fact: Chicory coffee, less bitter and less acidic, quickly won the hearts of New Orleans. So, what can we learn from Café du Monde? It’s the magic of simplicity and consistency. Just like they kept their menu focused and relatable, your sales strategy needs clarity. Imagine if your sales team could master a few key strategies instead of juggling too many techniques. Streamlining your sales process could lead to happier customers and increased sales. Focus on what's essential and stick to it. My Big Takeaway: Remember, growing your business isn’t about having the most complex strategies. It’s about having a robust, easy-to-follow sales system in place. Café du Monde stuck to a few core offerings and made them unforgettable. This lesson is vital: A strong sales strategy is like the beignet—simple, sweet, and perfectly executed. Join the www.CEOSalesHuddle.com for sales growth and business strategies. Stay Hungry. Stay Humble. Che Brown www.CEOSalesHuddle.com Connect with me: @IamCheBrown #CEOSalesHuddle #CEOSalesDashboard #CEOMasteryNetwork

Most Overrated Product/Training Line in Sales: "Sales Made Easy" ?? If sales were that easy, my coffee machine would be closing deals while brewing my morning espresso. ?? Let’s be real—sales takes skill, strategy, and a little bit of suffering. ?? What’s the most ridiculous sales promise you’ve heard? Drop it below! ?? #FridayFeels #SalesHumor #AlmostWeekend #SalesMadeReal