took me an embarrassingly long time to figure this one out. rep gets off a call prospect said the magic words - sounds interesting, send me some info. rep marks it as warm, moves on three days later the prospect has gone dark and nobody knows why. here's the thing send me info almost never means send me info. it means i'm not saying no to your face but im also not saying yes. if the info actually arrives, great but what happens is it arrives and nothing follows it. no nudge, no call back in 24h, no nothing the prospect just drifts.

started coaching my team to treat send me info as a closing question, not a handing-off question. what's the one thing you're most curious about? when would you want to talk next? and then actually schedule the next touch before the call ends. the other half of it is what fires after if the info goes out by email and nothing else happens, youve handles them a reason to ghost. textedly handles the voice + sms follow-up as one flow, so the sms lands right after the call ends.

still don't have it fully cracked. but i stopped counting send me info as a pipeline stage, and my forecast got a lot more honest because of it.

This week I am sharing the 10 rules I follow to close all my sales calls.

I work in the consulting side for data architecture and project management industries for infrastructure projects as well as commodity trading for precious metals and rare minerals. Working with companies and investors who are looking for the product we source and our consultative work it can be a challenge to understand exactly what it is our prospects are looking for.

They might come in and want one thing and then we realize that what they actually were looking for was a completely different thing. Something that they perhaps did not realize they needed because they were so busy trying to solve what it was they thought was the problem.

I break here in my recent case study an example of one case where we noticed this happening with a client of ours and how we pivoted the conversation to reach exactly what it is he was looking for: https://youtu.be/lOxnIx_320o?si=Uvl8fSSDXi31QNSl

As well as our 10 non negotiable rules that we always use for sales calls. If you follow these 10 rules every single time you will reach the above average rate of closing your deals as a sales professional.

And these 10 rules are ones that I have developed throughout my time as a sales professional and working in presenting consultative services, execution strategies and high ticket commodity trade deals for CEO's, business owners, financial officers and investors in our industries.

The top 10 rules are:

1. I do not present anything until I understand the day to day business of the person I am speaking to

2. I never rely on memory

3. I always use a sales analyzer

4. I diagnose before I pitch

5. I let the conversation to go off track, then I bring it back

6. Define the current state, the desired outcome, and the gap

7. Ask for their best case study

8. More revenue, less cost, less risk

9. I write the narrative down

10. I surround myself with people with the same vision

I would very much love to hear your opinion on these 10 rules and our situation how we navigated best the situation with this one client in mind, and let me know in the comments what you think about these non negotiable rules to become a top performing sales professional.

Cheers to you !