Sales Tweak of the Week #6: Break Your Sale Into 5 Segments

I hope you’ve been killing it! I’m so jacked after filming Season 2 of Whatever It Takes: The Ultimate Job Interview! It shows me exactly what is lacking from people looking for employment today. I’m constantly seeing mediocre attitudes, but I also get to see true character and honest intent. And I’m reminded how much daily training is needed to keep your head in the game. These weekly Sales Training Tweaks give me a perfect opportunity to bring your attention back to your true intention—to be massively successful.
You need to over promise and over deliver and constantly push yourself—build a fire so big and so hot even your competitors stare in amazement! Whether it’s Friday, Saturday, Sunday or any other day, you won’t achieve that massive level without working so hard you dominate your industry.

Most sales people don’t ask for the close once in a presentation, let alone the multiple times needed to make the sale. This simple tweak sets you up with perfect opportunities to ask during and after your presentation.

6. Break Your Sale Into 5 Segments
I noticed my sales team continued presenting long after the buyer had seen enough. So I took all of our presentations apart and broke them into five stages. At the end of each stage I require them to ask, “Have you seen enough information to make a decision?” This worked like a miracle and customers would say, “No, I haven’t,” allowing the sales person to continue with the presentation or we found out we didn’t even have the right decision makers in the room. In other cases the buyer closed 80% faster than they did before.

Be great,


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