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Make More Sales with Brooke Greening
Make More Sales with Brooke Greening is your fresh, funny, and actually-useful sales podcast — perfect for service providers who want to grow revenue without slipping into sales-bro mode.
Listen to the Latest Episode
You’ve built a successful B2B service business. Now you need a sales process that can keep up.
Make More Sales with Brooke Greening is the B2B sales podcast for service business founders and owners who want better sales conversations, more consistent follow-up, and more great-fit clients without becoming pushy, scripted, or weird.
Brooke Greening is a sales coach with 20+ years of experience and a counseling background. She breaks down what your prospects are thinking, why good sales calls stall, how to communicate your value, handle objections, create urgency, and move sales conversations forward.
No bro-sales tactics. No fake scarcity. No awkward closing tricks.
Just practical, human sales coaching to help you make more sales.
Learn more at buildingmomentum.info/make-more-sales-with-brooke-greening/
Your prospect has researched your business, explored your website, and knows what you offer. So it’s time to pitch, right?
Not so fast.
Just because a buyer has the information doesn’t mean they’re ready to make a decision. And pitching too soon might be the very reason your promising sales calls end with polite nods, unanswered proposals, and prospects who disappear.
An informed buyer isn’t necessarily a confident buyer. Knowing the difference could change how you approach your next sales conversation.
Episode Summary
In this episode of Make More Sales with Brooke Greening, Brooke and Scott explore one of the biggest challenges B2B service business owners face: knowing when to transition from discovery to presenting their services and asking for the sale.
Brooke explains why buyers move through three important stages before making a purchase: interest, trust, and confidence. While your marketing can generate interest and your reputation can establish trust, neither guarantees that a prospect believes your services are the right solution for their specific problem.
You’ll discover the three green lights that signal a buyer is ready to hear your offer, why uncovering the real motivation behind a purchase matters more than delivering a polished pitch, and how to guide buying decisions without becoming pushy or manipulative.
If you’re a consultant, agency owner, coach, or B2B service provider who’s tired of hearing “That sounds great!” only to have prospects disappear, this conversation will help you recognize when to pitch and when to keep asking questions.
What You’ll Learn
- Why informed buyers aren’t always ready to buy:
The difference between knowing about your services and believing they’re the right fit. - The three stages of buyer readiness:
How interest, trust, and confidence influence purchasing decisions. - Three green lights that tell you it’s time to pitch:
1. Buying readiness: You understand the prospect’s timeframe and ability to invest.
2. The real problem: You’ve uncovered the underlying concerns and motivations driving their decision.
3. A clear connection: You can show how your services address those specific concerns. - Why great sales calls end in ghosting:
How pitching before establishing buyer confidence can derail a promising opportunity. - How to sell without being manipulative:
A simple way to evaluate whether you’re helping your prospect make a decision or pressuring them for your own benefit. - Why service should guide every sales conversation:
How Brooke’s SERVICE Sales Framework helps business owners balance being too passive with being too pushy.
Resources Mentioned
Building Momentum Resources
Explore strategic planning, marketing consulting, and sales coaching services designed to help businesses grow. https://buildingmomentum.info
Brooke’s Sales Lab
Learn how to read and lead sales conversations, uncover what motivates buyers, and confidently ask for the sale without relying on rigid scripts or pushy tactics. Schedule a call with Brooke to explore whether Sales Lab is right for your business. https://buildingmomentum.info/meet
The SERVICE Sales Framework
Brooke’s approach to making sales conversations more effective by serving prospects, understanding their problems, and guiding them toward informed decisions. Learn more about Brooke’s coaching through Building Momentum. https://buildingmomentum.info/sales-coaching
Previous Episode:
“Your Prospect Asked AI About You.” Here’s How to Win the Sales Call Your prospects have already researched your business, compared their options, and gathered information from AI before talking to you. Discover why your sales conversations still matter and how to help informed buyers make confident decisions. https://buildingmomentum.info/your-prospect-asked-ai-about-you-heres-how-to-win-the-sales-call/
StoryBrand
Explore the messaging framework discussed in this episode that helps businesses clarify their message and attract the right customers. https://storybrand.com
Join the Conversation & Subscribe
Have you ever had a sales call that seemed to go perfectly, only to have the prospect disappear afterward? We’d love to hear your experience.
Subscribe to Make More Sales with Brooke Greening for practical sales advice that helps B2B service business owners turn more conversations into customers without becoming someone they’re not.
Listen, subscribe, and join the conversation:
https://buildingmomentum.info/podcast
If this episode helped you rethink when to pitch on a sales call, share it with another business owner who could use a little less ghosting and a few more sales.
Connect with Brooke on LinkedIn
Want more practical insights on sales conversations, buyer confidence, and growing your service business?
Connect with Brooke Greening on LinkedIn: https://linkedin.com/in/brooke-greening
Here’s to valuing your customers and making more sales!
When to Pitch on a Sales Call: 3 Signs Buyers Are Ready | Chapters
00:00 Why Pitching Too Early Costs You Sales
01:01 The Hidden Problem in B2B Sales Conversations
02:25 Why Informed Buyers Aren’t Ready to Buy
03:24 Knowing Your Services Doesn’t Mean They’re Ready
04:18 A Real Example of Selling Before Understanding
05:42 Uncovering the Real Problems Driving Buyers
06:37 The 3 Stages of a B2B Buying Decision
06:59 Stage 1: Building Buyer Interest
09:02 Stage 2: Why Trust Alone Doesn’t Close Deals
10:49 Stage 3: Building Confidence to Buy
11:38 How to Sell Without Being Pushy
12:49 The Difference Between Selling and Manipulation
14:42 How to Know When It’s Time to Ask for the Sale
15:16 The 3 Green Lights Before Pitching Your Services
17:18 Why Rushing the Sale Creates More Problems
18:17 Improve Your B2B Sales Conversations
19:57 Turn Sales Conversations Into Service Conversations
21:40 Final Takeaways for B2B Service Providers
About
Make More Sales
with Brooke Greening
Because making sales shouldn’t require a Rolex, a “limited-time offer” that never ends, or pretending to be a “closer.”
Sippin’ Matcha and Helping You Make More Sales is your fresh, funny, and actually-useful sales podcast — perfect for service providers who want to grow revenue without slipping into sales-bro mode.
Real talk. No pressure tactics. Just sales advice that actually feels good.
Recent Episodes
You’ve built a successful B2B service business. Now you need a sales process that can keep up.
Make More Sales with Brooke Greening is the B2B sales podcast for service business founders and owners who want better sales conversations, more consistent follow-up, and more great-fit clients without becoming pushy, scripted, or weird.
Brooke Greening is a sales coach with 20+ years of experience and a counseling background. She breaks down what your prospects are thinking, why good sales calls stall, how to communicate your value, handle objections, create urgency, and move sales conversations forward.
No bro-sales tactics. No fake scarcity. No awkward closing tricks.
Just practical, human sales coaching to help you make more sales.
Learn more at buildingmomentum.info/make-more-sales-with-brooke-greening/
Your prospect has researched your business, explored your website, and knows what you offer. So it’s time to pitch, right?
Not so fast.
Just because a buyer has the information doesn’t mean they’re ready to make a decision. And pitching too soon might be the very reason your promising sales calls end with polite nods, unanswered proposals, and prospects who disappear.
An informed buyer isn’t necessarily a confident buyer. Knowing the difference could change how you approach your next sales conversation.
Episode Summary
In this episode of Make More Sales with Brooke Greening, Brooke and Scott explore one of the biggest challenges B2B service business owners face: knowing when to transition from discovery to presenting their services and asking for the sale.
Brooke explains why buyers move through three important stages before making a purchase: interest, trust, and confidence. While your marketing can generate interest and your reputation can establish trust, neither guarantees that a prospect believes your services are the right solution for their specific problem.
You’ll discover the three green lights that signal a buyer is ready to hear your offer, why uncovering the real motivation behind a purchase matters more than delivering a polished pitch, and how to guide buying decisions without becoming pushy or manipulative.
If you’re a consultant, agency owner, coach, or B2B service provider who’s tired of hearing “That sounds great!” only to have prospects disappear, this conversation will help you recognize when to pitch and when to keep asking questions.
What You’ll Learn
- Why informed buyers aren’t always ready to buy:
The difference between knowing about your services and believing they’re the right fit. - The three stages of buyer readiness:
How interest, trust, and confidence influence purchasing decisions. - Three green lights that tell you it’s time to pitch:
1. Buying readiness: You understand the prospect’s timeframe and ability to invest.
2. The real problem: You’ve uncovered the underlying concerns and motivations driving their decision.
3. A clear connection: You can show how your services address those specific concerns. - Why great sales calls end in ghosting:
How pitching before establishing buyer confidence can derail a promising opportunity. - How to sell without being manipulative:
A simple way to evaluate whether you’re helping your prospect make a decision or pressuring them for your own benefit. - Why service should guide every sales conversation:
How Brooke’s SERVICE Sales Framework helps business owners balance being too passive with being too pushy.
Resources Mentioned
Building Momentum Resources
Explore strategic planning, marketing consulting, and sales coaching services designed to help businesses grow. https://buildingmomentum.info
Brooke’s Sales Lab
Learn how to read and lead sales conversations, uncover what motivates buyers, and confidently ask for the sale without relying on rigid scripts or pushy tactics. Schedule a call with Brooke to explore whether Sales Lab is right for your business. https://buildingmomentum.info/meet
The SERVICE Sales Framework
Brooke’s approach to making sales conversations more effective by serving prospects, understanding their problems, and guiding them toward informed decisions. Learn more about Brooke’s coaching through Building Momentum. https://buildingmomentum.info/sales-coaching
Previous Episode:
“Your Prospect Asked AI About You.” Here’s How to Win the Sales Call Your prospects have already researched your business, compared their options, and gathered information from AI before talking to you. Discover why your sales conversations still matter and how to help informed buyers make confident decisions. https://buildingmomentum.info/your-prospect-asked-ai-about-you-heres-how-to-win-the-sales-call/
StoryBrand
Explore the messaging framework discussed in this episode that helps businesses clarify their message and attract the right customers. https://storybrand.com
Join the Conversation & Subscribe
Have you ever had a sales call that seemed to go perfectly, only to have the prospect disappear afterward? We’d love to hear your experience.
Subscribe to Make More Sales with Brooke Greening for practical sales advice that helps B2B service business owners turn more conversations into customers without becoming someone they’re not.
Listen, subscribe, and join the conversation:
https://buildingmomentum.info/podcast
If this episode helped you rethink when to pitch on a sales call, share it with another business owner who could use a little less ghosting and a few more sales.
Connect with Brooke on LinkedIn
Want more practical insights on sales conversations, buyer confidence, and growing your service business?
Connect with Brooke Greening on LinkedIn: https://linkedin.com/in/brooke-greening
Here’s to valuing your customers and making more sales!
When to Pitch on a Sales Call: 3 Signs Buyers Are Ready | Chapters
00:00 Why Pitching Too Early Costs You Sales
01:01 The Hidden Problem in B2B Sales Conversations
02:25 Why Informed Buyers Aren’t Ready to Buy
03:24 Knowing Your Services Doesn’t Mean They’re Ready
04:18 A Real Example of Selling Before Understanding
05:42 Uncovering the Real Problems Driving Buyers
06:37 The 3 Stages of a B2B Buying Decision
06:59 Stage 1: Building Buyer Interest
09:02 Stage 2: Why Trust Alone Doesn’t Close Deals
10:49 Stage 3: Building Confidence to Buy
11:38 How to Sell Without Being Pushy
12:49 The Difference Between Selling and Manipulation
14:42 How to Know When It’s Time to Ask for the Sale
15:16 The 3 Green Lights Before Pitching Your Services
17:18 Why Rushing the Sale Creates More Problems
18:17 Improve Your B2B Sales Conversations
19:57 Turn Sales Conversations Into Service Conversations
21:40 Final Takeaways for B2B Service Providers
Want your sales conversations to make you more money?
Make More Sales with Brooke Greening | Show Notes
When to Pitch on a Sales Call: 3 Signs Buyers Are Ready
Your prospect has read your website, checked out your services, and maybe even listened to a few episodes of your podcast. They know what you do. They like what you’re offering. And they’re on a sales call with you.
Sounds like it’s time to pitch, right?
Not so fast.
Your Prospect Asked AI About You: Win the Sales Call
You have a sales call scheduled. You’re excited about the opportunity. But before you’ve even said hello, your prospect asked AI about you, researched your services, compared your pricing, and started deciding whether you’re worth the investment.
Why “No” Is Better Than “Maybe” in Sales (And How to Get a Clear Answer)
You just finished a great sales call. The prospect seemed interested, asked good questions, and said they’d think about it.
So why are you still wondering whether you have a sale?
Here’s something I tell my sales coaching clients all the time: No is better than maybe in sales.
Meet Your Coach: Brooke Greening
Brooke Greening
Creator, SERVICE Sales Framework
Sitting across the table from a prospective customer or client and asking for a sale can be scary. I know; I’ve had thousands of these conversations in various businesses.
When I was starting out, this fear made me wonder if I could ever reach my sales goals. But what I discovered, and am excited to teach you, is that when you know the right framework for these conversations, you can succeed at sales and still have people like you.
Over time, I grew into a “sales fixer” role. I learned how to diagnose sales problems quickly, fix them, and establish sustainable growth. This focus can help you grow your business.
Coaching others is one of my favorite things to do. Coupling my Master’s in counseling with over 15 years of direct sales and coaching,
I look forward to helping you learn to succeed. Let’s get started.