https://www.salescalloverhaul.com/

Sales Call Overhaul, Charlotte, NC (2026)

12/11/2023

I just did a training on 'What I Need to DO' vs 'What I want FROM this situation'. Want it?

10/20/2023

𝐒𝐭𝐞𝐩𝐩𝐢𝐧𝐠 𝐨𝐮𝐭 𝐨𝐟 𝐲𝐨𝐮𝐫 𝐜𝐨𝐦𝐟𝐨𝐫𝐭 𝐳𝐨𝐧𝐞 𝐢𝐬 𝐭𝐡𝐞 𝐰𝐨𝐫𝐬𝐭.
Hard things, scary things, things that demand your 'all' can be paralyzing.

𝐁𝐮𝐭 𝐠𝐮𝐞𝐬𝐬 𝐰𝐡𝐚𝐭?
Embracing these challenges wholeheartedly can transform your mindset and make everything else seem easier.

𝐖𝐡𝐲?
When you stop dipping your toes and dive in, it’s impossible to 𝒏𝒐𝒕 get results.
Conversely, it’s 𝒊𝒎𝒑𝒐𝒔𝒔𝒊𝒃𝒍𝒆 to get results on the ‘big’ things in your business without 𝒕𝒐𝒕𝒂𝒍 commitment.
It’s a totally different headspace that 𝒇𝒐𝒓𝒄𝒆𝒔 you to be far more creative, and it always works.

Whether it's mastering a marketing skill, sealing a retainer deal, or creating product market fit – going all-in transforms fear into 𝒇𝒐𝒄𝒖𝒔, hesitation into 𝒂𝒄𝒕𝒊𝒐𝒏, and stagnation into 𝒓𝒆𝒔𝒖𝒍𝒕𝒔.

𝐅𝐞𝐞𝐥𝐢𝐧𝐠 𝐋𝐢𝐤𝐞 𝐘𝐨𝐮'𝐫𝐞 𝐃𝐫𝐨𝐰𝐧𝐢𝐧𝐠?
Remember, things don't get easier – you just get better at them.
Confidence is a feeling, and like any other feeling, you can summon it when needed.

𝐓𝐡𝐞 𝐤𝐞𝐲?
Practice, persistence, and the willingness to tackle the hard things head-on while 𝒄𝒖𝒕𝒕𝒊𝒏𝒈 the other options.

𝐖𝐡𝐚𝐭 𝐜𝐚𝐧 𝐲𝐨𝐮 𝐝𝐨 𝐫𝐢𝐠𝐡𝐭 𝐧𝐨𝐰?
Try this simple exercise called the ‘Back on the Horse’ technique.

'𝐁𝐚𝐜𝐤 𝐎𝐧 𝐓𝐡𝐞 𝐇𝐨𝐫𝐬𝐞' 𝐓𝐞𝐜𝐡𝐧𝐢𝐪𝐮𝐞:
1. Find something you used to enjoy.
2. Do it badly once. Assess.
3. Do it better once. Assess.
4. Continue or stop based on its relevance today.

𝐖𝐚𝐧𝐭 𝐭𝐨 𝐥𝐞𝐚𝐫𝐧 𝐦𝐨𝐫𝐞?
𝑱𝒐𝒊𝒏 𝒕𝒉𝒆 𝑺𝒂𝒍𝒆𝒔 𝑪𝒂𝒍𝒍 𝑶𝒗𝒆𝒓𝒉𝒂𝒖𝒍 𝒈𝒓𝒐𝒖𝒑 now to discover a wealth of sales techniques that will elevate your founder skills and boost your confidence.
https://www.facebook.com/groups/salescalloverhaul

𝐃𝐢𝐯𝐞 𝐢𝐧.
𝐘𝐨𝐮𝐫 𝐜𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞 𝐢𝐬 𝐰𝐚𝐢𝐭𝐢𝐧𝐠 𝐨𝐧 𝐭𝐡𝐞 𝐨𝐭𝐡𝐞𝐫 𝐬𝐢𝐝𝐞.

06/08/2022

Tired of hearing 'let me think about it' at the end of your sales calls, and then getting ghosted?

You asked your questions, pitched your heart out, and BOOM you get hit with...
"cool, let me think it over and I'll get back to you."

A lot of salespeople get desperate at this point.
and who can blame em'? It's basically the kiss of death.

Then they end up rummaging through their brains for a witty comeback they had heard from 'that one sales guru that one time.'

Not you though.
You decided to read this post instead!

Avoiding most prospect ghosting is pretty simple.

All you need to do is build what we call emotional horsepower.

If you build Emotional Horsepower the right way, and your prospect is qualified - then 89% of their objections disappear.

Remember: People don't buy based off of calculation.
They buy with imagination and use calculation to justify it.

Getting people into a decision making state requires you to speak to their imagination.

Much more, you need to dig beyond surface level.

Think of it like digging for a pirate's chest of gold.

It would be pretty hard to know WHERE to dig without some sort of guidance.

Luckily you have your prospect there to help out, and they have the treasure map.

All you need to do is work together to find the best places to dig. Then you dig in those spots with powerful questions.
That's where the gold will be.

Here's the problem:
A LOT of folks doing sales don't know how to work together with their prospects to read the map.

I've listened to sales calls lately where I hear the prospect metaphorically screaming "THIS IS A PROBLEM, DIG RIGHT HERE."
and the salesperson moves to the next question on the script instead.

And after the pitch? The prospect is never to be seen again.

But, the top 1% of salespeople KNOW how to work with their prospect to find the gold.

Does that make sense?

Here's what I want to drive home for you:

There isn't some magical word or phrase you can use to sway your prospect.

Non-stop ghosting means there's something wrong in your sales process, okay?

It's something that can be fixed proactively instead of reaching out 14.7 times to each prospect.

When you get good at building emotional horsepower, OBJECTIONS start disappearing instead of the prospect disappearing themselves.

If that's something you want, then I have something special I want to offer you.

I don't do this often, but I'm putting a group of 7 people together for a zoom pow-wow.

We'll go over a couple ways that I like to remove resistance and build emotional horsepower on sales calls.

Then we'll have a QnA where I can help you out with whatever you need help with.

If you're interested in that, would you be so kind as to drop a in the comments?

Let's get you in while there's still seats left.

05/30/2022

“As we express our gratitude, we must never forget that the highest appreciation is not to utter the words, but to live by them.”

– John F. Kennedy

05/25/2022

How many (insert dream cars) could you buy if you could stop being 'high-pressure-y?'

TLDR: Probably 1-2/quarter depending on a couple factors

Jacob Hattler asked me a little while back on why people SUCCUMB to the DARK SIDE of high pressure sales tactics. (That's all the drama you get out of me today).

There's a few reasons that came to mind, so this might turn into a multi-part series or something. Just let me know.

Anyways, my sales philosophy has always been anti-pressure.

Pressure on calls leads to people not closing nearly as much as they should. And IF they do close, chargebacks are common.

You might be thinking, "Oh yeah, that makes sense, I don't do that!" I would want you to read a bit farther.

Often times salespeople or founders can ACCIDENTALLY be high-pressure-y.

My focus for today is ego. What are you focused on?
A taker mindset is focused on oneself.

When your mind is focused on yourself, there usually isn't much room for helping others.

Here are the two ways I see ego manifest in sales calls:
Arrogance:
This one's pretty obvious. These people struggle with thinking they know everything.

They push, strong arm, and try to make prospects feel bad about not purchasing their thing.

They care deeply about making the sale for their own personal gain. (Or maybe to prove something to themselves? I'm not sure).

The big problem I see in these types of folks is that their tactics make an adversarial atmosphere.

It's like they're playing a game of poker, or in the boxing ring with the prospect.

It doesn't work well, and it's easy to burn a LOT of bridges that way.

Less closing, and worse LTV due to the adversarial atmosphere.

The second more sneaky version is imposter syndrome:

These are often salespeople who MEAN well, but allow a low opinion of themselves to cloud their judgement.

I see this a lot in folks who are feeling desperate to pay bills, raise their sales numbers to meet quota, etc.

The same problem persists though. It's just hidden under the guise of 'not being good enough.'

They may very well be a person who can help the prospect solve their problem. However, they're not working together WITH the prospect, because they're too busy fighting with themselves.

Top performing salespeople do a few things really well. Building meaningful relationships with their prospects is one of them.

Ego is a HUGE blocker for building healthy relationships.

I'm not sure how many of your dream car you could buy with a better process. I'd be willing to bet that it would be at least a couple.

Using a 'giver' process you're comfortable with makes a LOT more money in the short and long term.

Your job is to work together with your prospect to solve their problems.

You help by building their desire and reducing their perceived risk.
It really is THAT simple.

Of course it takes a bit more tact, but that's the gist of it.

As always if you need help with that, you know where to find me.

I'm pulling for you!

05/20/2022

I quit a company that was making $2.1B/yr.

The reason MAY NOT shock you.

If it feels like your employees are only working with you because of a paycheck, then I can guarantee 90% it's a culture problem.

In this video I talk about what we've been implementing in our own team. We may not be worth $2.1B/yr, (yet) but I LOVE what we have so far.

“A small tree with strong roots will outlive a big tree with weak ones.”
― Matshona Dhliwayo

05/19/2022

I worked for a company called GR for awhile. The name has changed like three times at this point. This is a $2.1 billion a year company and rapidly declining.

It was a fascinating study in culture and how to NOT do things lol.

This was a place with 13 levels of management above the front lines.
And there was a very clear segregation between the way the front lines were treated, and the way management or training department was treated.

I remember being a little depressed about being there for so long. (I was there a little over a year.)
This was a place where I had to take some days off because it was so stressful. Never before at a job have I had to take a mental health day. Sure I've been sick before, but this stress was on another level.

The big problem was that I wasn't able to make any meaningful change to my trainees. There was no way to push change up through the unreasonably long chain of command. All I could do was help my trainees get better at sales. It wasn't enough to make a REAL difference in people's lives.

Even though it was tough, I'm grateful for what I learned there. You often learn more from a tough situation, then you do from an easy situation. From it I was able to find out SO MANY negative things that I don't want in my own company culture.

Here's the lesson I want to drive home for you.

Having a good and healthy giver culture is very possible. It just has to be done deliberately, and it doesn't have to take you a long time to institute.

We do something that one of my people, Ida, brought to us from Ritz-Carlton group. (Not sure how long he worked there, but it's been very valuable. Thanks Ida.)

They would put together a daily standup, for turning over the hotel and all that kind of stuff.

The company had like 21-26 values. They would hit one company value point per day and focus on it.

Employees and managers would take turns talking about what that daily value meant to them. It would only take a couple minutes, and we've been trying the same thing inside of Sales Call Overhaul.

Ida went through our culture page, pulled out our values, and now it's part of our daily huddles.
I wrote it SO long ago and it brings out a powerful feedback mechanism for me.

So now I can update it if it needs updating, it allows me to clarify if there's something unclear, it allows us to make changes to it as the company grows, allows us to stay on top of company wants/needs, etc.

They hit one value point per day. I think they have 21 or 26, something along those lines. but they talked about what does this mean to you? And they just spend a couple minutes on it each day. And so we do the same thing inside sales call overhaul.

It also brings out if we feel like we're on point with culture. Do we feel like we live up to that specific culture point? Does JEREMY live up to this culture point? (They can hold me accountable too.) So now, we're always evolving on this kind of thing.
If you don't do SOMETHING like this for your own teams, I would encourage you to do it!
It also brings out if we feel like we're on point with culture. Do we feel like we live up to that specific culture point? Does JEREMY live up to this culture point? (They can hold me accountable too.) So now, we're always evolving on this kind of thing. If you don't do SOMETHING like this for your own teams, I would encourage you to do it!

If your people aren't really bought into being there, and it feels like they're just trying to get a paycheck - then that is 90% a culture/vision problem.

If it would helpful and there's enough attention to this post, I'll share my culture doc with you.

Comment , and I'll reach out to you with the link of the page.

Anyways, just wanted to give a little bit of an encouragement today.

Remember: It doesn't have to take long to institute a healthy and giving culture to your teams.

I hope this was helpful.

Talk soon!

05/17/2022

/// Why your client retention is in the garbage, and how to increase your revenue 500% by fixing this common sales problem. ///

Back in May, I was consulting with an agency owner/friend. Let's call her Linda.

She originally contacted me because of a retention problem in her business.

"I'm FRUSTRATED Jeremy.. my client retention has been awful lately.

People are leaving at random, they aren't staying with us. It's like we spend all this time/money to dig up a well, but they quit RIGHT BEFORE they actually hit the water.

I'm chasing my own tail trying to figure out what's wrong...

I'm constantly going back to the drawing board, and I can't gather from the data exactly why this keeps happening."

After digging in some more, we discovered just how detrimental this problem was.

It was causing her not only severe stress, but also lost relationships with bigger clients. Plus the client LTV along with them.

"If only I could get them results faster, they would stay. I have a great product, I know I do because I'm getting great results for others.

But I'm not getting those that are leaving the results quick enough to stay.."

As we kept working through all the problems, it dawned on me that this wasn't a client retention issue AT ALL.

This conundrum was actually a SALES problem.
Here's what was really going on:

People were leaving because they were expecting something different than what was actually happening.

The sales cycle is longer in this industry, and the campaign getting dialed in takes more time. However, the clients frequently aren't bought into this frame, and proper expectations were not being established well enough on the sales call.

Here's the thing that people often miss:

The "sale" doesn't end when the client pays you at the end of the month or on the sales call. The sale ends when you get them the results you know you can give them with your expertise.

In Linda's case, she knows the results she can deliver.

BUT, because of the lack of proper expectations being laid out on the call, and having someone continue to sell to the client until the right results are achieved, this was causing confusion in the customer journey.

Of course when they are confused and not seeing results quick enough, it's natural that they wouldn't want to continue due to a lack of trust.

When you have a decent product, and decent fulfillment, people should not be leaving left and right randomly. This is a CLEAR sign that you have a sales problem.

A common one that was costing Linda 500% in both back and front-end revenue.

It's imperative this problem GETS SOLVED.
So HOW do you solve the problem?

Typically there are three things you have to do to solve this problem.

1. Knowing your avatar really well.

Sometimes a small shift in who your avatar is and who your product is for, will help you understand what it's supposed to look/feel like when you're working with them. A clear-eyed look here will help you spot potential 'PITA' clients, and you can disqualify them before they make you miserable. (If you need help refining this, let me know in the comments below.)

2. Go HARD on setting realistic expectations on the sales call as to what you could do for them/what they are expecting. It's not usually as simple as, "Hey it's going to take approximately 2 months to get your campaign dialed in before you start seeing results. It's different for every client we work with, but marketing does take time. You cool with that?" but 3-4 statements like this will go a LONG WAY.

3. As you work with your clients, remember to keep USING that frame you built during the sales call. Helping them rebuild certainty frequently can be VITAL. Their certainty will be the driving influence to keep your client engaged until they start seeing results. (When you get them great results, it may be time for an upsell. After all, it feels great to level up WITH the people that you're serving.)

Remember: If they have an upcoming payment, you have an upcoming sale to make.

You aren't done selling until you've worked with them all you plan to work with them, for the rest of your life.

If this is something that resonates with you, or is a problem you're facing, drop a comment below to let me know if it was helpful.

As Linda mentioned, it's really frustrating having an 'undercover problem' that seems to have no solution.
Often times it takes an extra pair of eyes from the OUTSIDE to spot a problem INSIDE your business.

If you need an extra pair of eyes on an 'unsolvable' or confusing client retention issue, drop a comment here and message me.

I often take time out of my schedule to spot these problems, and I love being able to point people in the right direction.

Talk soon!

05/16/2022

-- Starting tomorrow, you can be done with 89% of prospect objections and ghosting. Switch to BLOCKERS instead of trying to use takeaways --

A takeaway is a fake disqualification and there are a lot of reasons why I don't like it.

A takeaway is a punishment of some type. You're punishing the prospect for doing something that you don't want them to do.

When someone is expressing fear, they need leadership.

They need to be comfortable.

They need to be in strong hands instead of being scared into a position of making a wrong choice.

Sales Call Overhaul

12/11/2023

10/20/2023

06/08/2022

05/30/2022

05/25/2022

05/20/2022

05/19/2022

05/17/2022

05/16/2022

Address

Telephone

Website

Alerts

Contact The Business

Shortcuts

Share

Category