The closer you can have the trust so that when you make the recommendation, it's like having a referral,

the person will believe you because the way you are saying it is believable,

and the way to make it believable is to actually believe it.

Welcome to the game where we talk about how to sell more stuff to more people in more ways and build businesses worth owning.

I'm trying to build a billion dollar thing with acquisition.com. I always

wish Basos, Musk, and Buffett had documented their journey so I'm doing it for the

rest of us. Please share and enjoy.

I'm going to tell you the number one way to increase the percentage of sales that get closed by you and your team through a systematic process.

And so the reason I want to make this is years ago I was recruited to bring in or to be brought in and flown in for a

sales consulting gig which I don't do and it was years ago but the team was selling

mortgage leads and so what they wanted me to do is the first half of the day I took apart the actual

sales script and rescripted everything kind of reframe the offer all that kind of stuff.

And the second half of the day I was supposed to train the team, right? And so after spending the first half on that, talking to the founders, all that kind of stuff, the second half, they had a nine-person team and they were selling mortgage leads. And when I walked in, the first thing that I asked the team was, hey, and they were like, hey, this

guy, John's been kind of a problem.

I was like, okay, cool.

I was like, he John, how good at the leads?

The whole team's there.

It's quiet.

I've like, pressure zone John.

He's like, well, I mean, there, and I was like, I'm good, thanks so much.

And everyone's like, what is happening?

I was like, dude, I can give you the best script in the world.

...