Stop Saying This on Sales Calls (It Hurts Your Deals)
Perpetual Traffic
Tier 11
4.7 • 867 Ratings
🗓️ 7 April 2026
⏱️ 24 minutes
🔗️ Recording | iTunes | RSS
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Summary
Apply for our free $10,000 audit of your digital strategy: https://www.tiereleven.com/audit
Why do some prospects respect you while others walk all over you? When you feel like you’re chasing the sale instead of controlling it, you’re already losing. Neediness kills deals, and most marketers don’t even realize how often they signal it.
In this episode, we revisit a conversation I had with Oren Klaff on why traditional sales tactics, including being polite, agreeable, and even “professional,” actually sabotage your results. We get into frame control, status dynamics, and the subtle behaviors that instantly shift power in high-stakes deals.
If you’re running an agency, selling high-ticket services, or managing enterprise clients, this conversation will challenge how you show up on every call. You cannot sell from a low-status position. Listen to the discussion closely, and you’ll start spotting where you’ve been giving away leverage without even knowing it.
In This Episode:
- Oren’s “lose my number” story
- Why neediness kills deals
- Stop saying please and thank you
- Reframing the status and power dynamics
- Anchoring your value system
- Handling discount requests from buyers
- The “final boss” negotiation tactic
Listen to the Full Episode with Oren Klaff:
YouTube: https://www.youtube.com/watch?v=3s82Goe9d2k
Buy Oren Klaff’s Books:
Pitch Anything: https://a.co/d/fRAqAby
Flip The Script: https://a.co/d/hTcp9lP
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Connect with Oren Klaff:
Website - https://orenklaff.com/
LinkedIn - https://www.linkedin.com/in/orenklaff/
Newsletter- https://pitchanything.com/
Connect with Ralph Burns:
LinkedIn - https://www.linkedin.com/in/ralphburns
Instagram - https://www.instagram.com/ralphhburns/
Hire Tier11 - https://www.tiereleven.com/apply-now
Mentioned in this episode:
https://perpetualtraffic.com/advertise-with-us/
https://perpetualtraffic.com/advertise-with-us/
Transcript
Click on a timestamp to play from that location
| 0:00.0 | Wow. You guys are the real deal. I'm on my seat right now. Well, we appreciate it. In Tier 11, we care about your business. That's a big deal for us. |
| 0:09.0 | I am speechless. Yeah, you guys did your homework. So smart. And the fact that your team intuitively figured that out without me having to kind of go into that is just music to my ears. I mean, they really did the work here. I'm so blown away. This is all |
| 0:21.9 | so spot on. This audit was really great. I'm ready to go. I do feel like I'm in good hands. |
| 0:27.4 | All right. I'm going to make you a bet. Give us two weeks with all your out accounts, your creative, |
| 0:31.1 | your funnel and your data. And we'll find at least one thing that's costing you real money |
| 0:37.1 | that nobody has ever told you about. |
| 0:40.3 | Now, we do this audit for $10,000, but right now we're opening up for free to a select |
| 0:47.2 | group of brands because we're so confident that we're going to find at least one thing that |
| 0:52.5 | is costing tens of thousands |
| 0:54.6 | of dollars that nobody has ever discovered before. |
| 0:58.1 | So if we're wrong, you'll lose nothing. |
| 1:00.7 | If we're right, you'll wonder why nobody showed you this sooner. |
| 1:03.8 | Head on over to tier 11.com forward slash audit today and apply for our free $10,000 audit. |
| 1:10.7 | You cannot sell to someone from the low status position. |
| 1:14.8 | It does not work. |
| 1:15.8 | Stop saying please and thank you so much. |
| 1:19.4 | Maybe just give the folks sort of an overview of what I feel is an incredibly solid and effective persuasion strategy. |
| 1:27.1 | Where all the tactics stem from is you have to have one. |
| 1:32.6 | You're listening to perpetual traffic. |
| 1:36.9 | Hey, real quick, if you're looking to get your brand in front of growth-minded marketers, |
| 1:40.8 | CMOs, directors of marketing and agency owners, |
| 1:42.9 | we're opening up our sponsorship spots for Q1 and Q2. |
... |
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