1. Always follow through on small promises. I used to only follow up with huge promises, but what I realized was that small promises too built the same amount of trust as for big promises Small promises may seem small but once you get the prospect to suddenly see that.. "Oh, I remember Tony talking about sending me that video he said would help me out, and he did. Wow I like this guy" Of course, they don't verbally say it but their subconscious mind does. And the more little trusts you build, the more they will trust your word & promises, and the more they will like you People buy from people they TRUST! 2. Use open-ended questions to understand your prospect better. We need to stop asking YES or NO-based questions. There's a time to ask them and there's a time to not. Don't bore your prospects with constantly having them respond YES and NO to every question you ask Instead of "Would there be anything else stopping us from moving forward?" Ask "What concerns do you have before we move forward" And then if they have nothing, they'll say no. If they do have something, they'll spill the beans 3. Mirror your prospect's tone and pace subtly. SUBTLELY I see too many reps model every inch of their prospect's body language & tonality, Chill out, you're not Jeremy Miner. On a side note, his stuff isn't that good! Now you should model after your prospect on an unconscious level, as in you need to get so good at putting the attention off you and onto them, that you and the prospect's energy will start to match each other Your heart rate synchronizes, your breathing pattern synchronizes, your posture, your eyes, your understanding of the the topic at hand. And all you need to do is this... The prospect leans back on their chair, you lean back on your chair. Simple things.

If I got asked this question 1 year ago I would probably say CONFIDENCE! I think confidence is one of the most important things for you to convey in your calls. People love a confident guy! especially if that person is comfortable in their own skin!

Sometimes we start to fear our past failures & we move ourselves into the energy that prepares us to fail. It's like reminding ourselves of all the times we had awful sales calls 2 mins before a sales call with a qualified prospect. It primes us to be in that negativity zone, and the prospects can feel it. Instead, let go of the attachment to the past. Prime yourself by reminding yourself of all the times you felt joy, acceptance, courage, peace, and love with your prospects This way you show up with those emotions, and this way they can fell your higher vibrational energy; as a result they will be more likely to want to buy.

Start charging more! Alex Hormozi said if your price doesn't make the prospect GASP, you didn't charge high enough! Let me show you a study to convey what this means: In an experiment, participants were given two glasses of wine, told that one was a high-priced, premium variety and the other a cheaper alternative. However, the twist was that both glasses contained the exact same wine. Despite the fact, participants consistently rated the "expensive" wine as superior in taste, flavor, and overall experience. The higher price tag led them to see the wine as being of better quality. This phenomenon shows that the power of expectation and perception. When people believe something is more expensive, they tend to associate it with higher value, even if there's no objective difference. The study showed how much psychological factors, like price, can influence our prospects judgment, often overriding our actual sensory experience. So start charging more, people we'll just like your stuff better.

A good quote I heard... Marketing is about attraction, and sales is about closing the deal.