For years, the back half of every sales call was a performance. They'd talk for thirty minutes. I'd listen, take notes, feel quietly proud of myself for not jumping in to fix the thing at minute four. Then some invisible buzzer would go off, it was my turn, and I'd build the pitch on the fly, in front of them, with the clock running. I called that listening. It was closer to waiting. Wesleyne Whittaker came on the show and told me to stop. Split it in two. Meeting one, you only collect. Then you go away, build a very simple slideshow out of their own words and their own problems, and you come back a day later and walk them through it. I pushed back. Hard. A slide deck felt like the most obvious "here comes the sell" move I could possibly make. I was wrong, and my conversion rate is the proof. Here's what nobody tells you about the two-call version. They get to finish their sentences. A five minute story stays a five minute story instead of getting squeezed because I'm watching the clock. And I show up the second time calm, prepared, with their life on the screen in their own language, and they look at me like I wrote a book about them. Wesleyne has a name for the old way. Sales malpractice. Her line: who diagnoses a person without actually touching them, seeing them, feeling them? No doctor prescribes before they've looked at your arm. And no doctor pulls up a generic slide about a fifty year old man's shoulder when you are not a fifty year old man. That's what a one-call pitch is. Someone else's X-rays. The other thing she said that I keep turning over: your prospects don't need to like you, they need to respect you. Liking gets you lunch. Respect gets you the meeting. Which half of your sales call is the performance? This week’s episode of Win The Hour, Win The Day Podcast interviews, Wesleyne Whittaker. Listen in.
For years, the back half of every sales call was a performance.
They'd talk for thirty minutes. I'd listen, take notes, feel quietly proud of myself for not jumping in to fix the thing at minute four.
Then some invisible buzzer would go off, it was my turn, and I'd build the pitch on the fly, in front of them, with the clock running.
I called that listening. It was closer to waiting.
Wesleyne Whittaker came on the show and told me to stop. Split it in two. Meeting one, you only collect. Then you go away, build a very simple slideshow out of their own words and their own problems, and you come back a day later and walk them through it.
I pushed back. Hard. A slide deck felt like the most obvious "here comes the sell" move I could possibly make.
I was wrong, and my conversion rate is the proof.
Here's what nobody tells you about the two-call version. They get to finish their sentences. A five minute story stays a five minute story instead of getting squeezed because I'm watching the clock. And I show up the second time calm, prepared, with their life on the screen in their own language, and they look at me like I wrote a book about them.
Wesleyne has a name for the old way. Sales malpractice. Her line: who diagnoses a person without actually touching them, seeing them, feeling them? No doctor prescribes before they've looked at your arm. And no doctor pulls up a generic slide about a fifty year old man's shoulder when you are not a fifty year old man.
That's what a one-call pitch is. Someone else's X-rays.
The other thing she said that I keep turning over: your prospects don't need to like you, they need to respect you. Liking gets you lunch. Respect gets you the meeting.
Which half of your sales call is the performance?
This week’s episode of Win The Hour, Win The Day Podcast interviews, Wesleyne Whittaker. Listen in.
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