Sippin' Matcha and Helping You Make More Sales Past Episodes

Why Great Sales Calls Don't Close: The Next-Step Mistake Costing You Clients You get off the call feeling great. They were engaged. They asked good questions. They said things like, “This sounds great,” or, “Send me the information.” You’re already thinking, This one...

How to Create Sales Urgency Without Being Pushy Creating urgency is not about fake deadlines, clever closing techniques, or questions designed to trap someone into saying yes. And it’s definitely not about ending a sales conversation with, “Let me know when you’re...

3 Sales Urgency Mistakes That Are Costing You Customers When salespeople hear the phrase create urgency, they usually go in one of three directions. They manufacture urgency with fake deadlines. They ask questions designed to corner the customer into saying yes. Or...

The Biggest Lie About Sales Urgency (And What Actually Helps People Buy) When people hear the phrase sales urgency, they usually picture pushy salespeople, fake deadlines, countdown timers, and pressure-filled conversations. Honestly, I don't blame them. Many of us...

The Sales Question Most People Never Ask For years, I thought great salespeople had some special ability to read people. They always seemed to know exactly what a client was thinking. They anticipated objections before they came up. They knew what to say at exactly...

You Don’t Have to Manipulate People to Make Sales There is a moment in almost every sales conversation when things get a little weird. A customer raises a concern. The salesperson gets nervous. And suddenly, nobody is acting like a normal human anymore. If you’ve ever...

Why Sales Objections Are Actually a Buying Signal One of the biggest myths in sales is that objections are bad. I don’t believe that’s true at all. In fact, if you’ve ever wondered, “Are sales objections a buying signal?” my answer is often yes. Most objections don’t...

How to Communicate Value in Sales: The Problem-Help-Outcome Framework If you’ve ever been in a sales conversation thinking, “I know I can help this person,” but then struggled to explain exactly how, you’re not alone. One of the biggest mistakes I see sales...

4 Ways Salespeople Mistake Information for Value Have you ever walked away from a sales conversation thinking, “I explained that really well”—only to have the prospect disappear? If so, you’re not alone. One of the biggest mistakes I see salespeople make is assuming...