Episodes

  • Attacked in a Sales Meeting? Do This To Take Your Power Back

    Attacked in a Sales Meeting? Do This To Take Your Power Back
    Jan 24 2026

    https://youtu.be/FCNyareCgXM
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    10 mins
  • The DARK Psychology That Makes Buyers Close Themselves

    The DARK Psychology That Makes Buyers Close Themselves
    Jan 14 2026

    There is a dark psychology tick that you can start using today to make your buyers close themselves and rapidly increase the amount of revenue you’re bringing in.

    And if you’re cold calling your prospects, relentlessly following up, or trying to apply pressure to them then you’re using the exact opposite psychology which leads to prospects saying, “let me think about it” and then disappear, never to be heard from again.

    In this video I’m going to show you: The exact way to implement this dark psychology, how it eliminates sales objections, and an example of how it doubled one of my students revenues in just 90 days.
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    13 mins
  • REPROGRAM your mind to be better at selling in 15 minutes

    REPROGRAM your mind to be better at selling in 15 minutes
    Aug 27 2025
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    15 mins
  • The Best Sales Strategy YOU MUST KNOW

    The Best Sales Strategy YOU MUST KNOW
    Aug 18 2025
    The best sales strategy is to break your buyer’s journey down into its fundamental steps and then help prospects move across them. I recently explained this to a student inside Salesman.com Academy who owns a business that sells physical goods into the fortune 100 and it blew her mind. Before the consulting call where I ran through fundamental steps of her buyer’s journey, she was using a bunch of sales software tools, trying to implement fancy sales methodologies that she’d read online, and was constantly reinventing her sales process. It was a mess, she was burnt out and she wasn’t closing deals. After our consulting call, she got rid of everything and started from scratch. Within a week she’d build out her fundamental sales steps and instantly had clarity on what she needed to do each day to get deals over the line. Now when she put energy into her selling system, she got equal reward out of it. So, if you feel overwhelmed, have 6 sales cadences that don’t book meetings, and you’ve watched lots of sales videos, but nothing has changed for you… Then you need to take a step back and realise that your buyers only have to pass through 4 steps before they pay you: Step one – Find a person with a problem that you can solve. So, getting practical here, is feasible to find a couple of people today who have an issue that your problem solves? Yep, of course it is. Step two – Help that person see that your product is going to solve their problem. Now, outside of sales, have you ever helped someone change their mind about something? Yep, of course you have. That means that you can help your prospects agree with your perspective that your product can solve their problem. Step three – Help them calculate whether the cost of their problem is more than the cost of your solution. If you asked your prospects how much their problem was costing them each quarter, could you do then the math and see if they’d get a strong return on investment if they bought from you? Yep, of course you can. The maths is simple. Step four – Close the deal. If it looks like your prospects will get a positive ROI if they work with you, are you capable of asking the question “does it make sense to get started?” Yep, asking questions is easy. And that is it. You can run prospects through this sales process if you’re selling to one person. You can run the same process across multiple people and then bring everyone together at the end to ask the “does it make sense to get started” question in complex, multi stakeholder, B2B deals too. When you really remove all the AI generated emails, the weird manipulative selling tactics and the emotional baggage that you have about sales being gross and slimy… Selling really does become simple. Find someone with a problem, help them see that you can solve the problem, calculate the ROI, and ask if it makes sense to get started. That is it. Thinking about sales this way instantly eliminates the most common issues that sellers have: Struggling to book meetings? It’s because you’re either speaking to the wrong people or you don’t know who your buyers are and the pains they are have. Spending lots of time “nurturing” prospects? It’s because you are bad at influencing them to see your point of view. Your prospects jumping on the initial call and then ghosting you? It’s because you’re unable to demonstrate the return on investment of your product and so there’s no logical reason for them to stay in touch. Getting prospects right to the end of their buyer’s journey and then they never commit to getting started? It’s because you’re not asking for the business as you have baggage in your subconscious about being a slimy salesperson. Having trained thousands of salespeople and business owners over the past 10 years, the quickest way to make more sales is to always to simplify their sales process. The way I simplify the sales process when student’s join Salesman.com Academy is to create a new dashboard within their CRM that becomes their main focus throughout the day. I build out a “kanban” sales pipeline dashboard and I get them to put their leads in one of these categories: Prospect qualified > Meeting booked > Sales qualified > Agreed value > Agreed ROI > Closed won > Closed lost Then we turn sales into a game. The rules of the game are that they must: Spend 80% of their day moving the prospects in each column to the next one.Remove unqualified prospects from the game immediately.Progress a predetermined number of prospects to the next stage each day by any means necessary. This turns an all over the place seller who never really has a clear grasp on what’s going on into a highly focused, elite sales operator overnight. Now, you’re probably thinking: I’ve an 17x extra steps that must be included.My buyer’s decision-making process is more complicated than that.I’m special and I’ve my own way of doing things. c Well, you’re not ...
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    15 mins
  • How to Get Ahead of 99% of Salespeople

    How to Get Ahead of 99% of Salespeople
    Aug 13 2025
    Most salespeople think their role is to complete a bunch of semi-random activities to “hopefully” get a deal over the line. They set targets to complete a specific number of cold calls, business cases, sent proposals, discovery calls… And this is not how high performing salespeople operate. Having our focus spread across lots of non-connected activities each day leads to overwhelm. This is why salespeople only spend 30% of their time each week actually selling (Salesforce, State of Sales Report) and burn out faster than any pretty much any other career. I've trained over 2,500+ high performing sellers and the quickest way to improve sales performance for both teams and individuals is to get the sellers is to transform their list of random prospecting and closing activities into a defined, step-by-step sales process that they follow each day. Each step of the sales process needs to have specific activities assigned to it. Each activity then moves the prospect to the next step of the process. Over and over until a deal is complete, or the prospect is qualified out. This transforms sales performance because our brains love to follow processes as they have clear start and end points. For example: I feel hungry, I go to the fridge and grab a snack, I eat the snack, I no longer feel hungry, I then get a spike of dopamine to celebrate. I didn't get overwhelmed as to how to solve the problem. I didn't go onto LinkedIn to look for new strategies or motivation. I started the process, finished it and then had the reward of a full belly and a dopamine hit that motivates me to do it again. Step-by-step sales process All high performing salespeople and business owners running their own sales function follow a linear, step-by-step sales process. So, let me ask you, could you draw out your sales process? Could you tell me the exact activities that have to occur at each step to move the prospect further along to the point where they commit to working with you? Probably not. And that is OK. I'm going to explain how to build our your own step-by-step sales process in this video. But first, when I train sellers I often get the pushback that they've been given a sorta, kinda, half-assed sales process to follow in the past, but they haven't managed to stick with it. Well, it's easy to explain why. The problem with traditional sales processes is that they're defined at a very high level, but they don't have enough detail to keep sellers on track day-to-day. As incredible as our brains are, they're terrible at managing activities that span over anything more than a couple of days. That cold call that you made 3 months ago that lead to the deal that you closed today are so far apart that our brains inherently can't connect them together. So there is no dopamine spike and positive reinforcement for completing the steps that lead to the new customer. However, with a step-by-step sales process, with specific defined activities at each step we can help bridge the time gap in our brains between all of those boring activities that we all want to procrastinate on doing and the results that we get from them. This dramatically increases motivation to complete those activities because our brain can now see the full picture of the inputs that lead to the outputs that we desire. More motivation = Sales activities get startedSimple, measurable activities = Sales activities get completedCompleted sales activities = More deals completed This is how you make selling simple and 2x-5x your revenue in weeks rather than years. Building your sales process OK, that's enough theory. How do we build a step-by-step sales process that delivers results and gets followed every time? The first thing to emphasize is that your sales process doesn't have to be overly complicated. It does however need to have two things: A series of linear steps that map out your typical buyers journey The specific sales activities that are required to move the buyer from one step to the next. And that is it. No overwhelm. No scrambling around each morning wondering what the heck you should be doing. All we do is look at our sales funnel and start chipping away at the specific activities that are required to progress our prospects through their own buyers journey. When salespeople have a step-by-step process like this to follow all they have to worry about is ticking off activities and getting those spikes of dopamine. And in a world where 44% of salespeople give up after a single follow up (Invesp) it's obvious that without a step-by-step sales process, massive amounts of revenue are being left on the table every single day. There are a few additional benefits that come from following a structured sales process too. Sales process feedback loop The other benefit of having a defined system is that the end of the system can feed back into the beginning of the next iteration of the system. This feedback loop is the killer advantage that salespeople with a clear ...
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    8 mins
  • Learn This Sales Skill If You Want To Be Relevant In 10 Years

    Learn This Sales Skill If You Want To Be Relevant In 10 Years
    Aug 11 2025
    There is a sales skill that you probably aren’t very good at. And I’ve got data to back this up. The lack of this skill is a problem for you because in sales no cash exchanges hands until a person says “yes”. And people are all a little crazy… We all think that we're rational but we're not. And so, even when the right offer, at the right price is put in front of prospects, they still pass on it. Which is dumb but it’s the world that we live in. So what sales skill is required to help buyers make the right purchasing decisions? Well, that’s the skill of influence and it might be the most important and underrated sales skill in 2025. If you listen in for the next 10 minutes, I’m going to explain how I know you probably lack the skill of influence and how it’s the one skill that is becoming more and more important to sellers who want to find and close enough deals, to make enough cash to retire early. Now, my name is Will and I’m the founder of Salesman.com. At Salesman.com we have an assessment that nearly 40,000 sellers have completed. The SalesCode assessment asks 120 questions and then provides insights on the traits of high performance that the user has and is lacking: Last week I pulled all the SalesCode data, formatted it in a new way that I haven't experimented with before and something became clear. The trait of “influence” was much lower than I expected in the sellers who have completed the assessment. It was so low in fact that I compared the data between 2025 and the first version of the assessment that we launched back in 2019 and the results were shocking. 87% of sellers who regularly exceeded sales quota scored high for influence back in 2019. Only 35% of sellers who regularly exceeded sales quota scored high for influence in 2025. So, has the social skill of ethically influencing buyers become less important over the past 6 years? I don't think so. Heck, in the Trust Crisis that we're currently selling into where everyone is more sceptical than ever, the ability to influence prospects and help them see the world from our perspective is more powerful than ever. So, what is going on here? I think from hiding behind email, attempting (and failing) to get deals done over social media and working from home has led a whole generation of sellers to deskill their ability to influence others. That is the current state of affairs. Buyers are more sceptical of sellers than ever before and sellers are worse then ever at influencing buyers. What does this mean for you? It means that if you can learn the skill of influence then you have a massive competitive advantage in the marketplace. Remember, influence is the ability to convince someone to believe something new or different to what they currently believe. If your prospects believed that: Your product was the right product for themIt was going to solve all their issuesThe price was less than the value delivered Then you wouldn't have a job. You could be instantly replaced by an online order form. But your job exists… So inherently there is a need for you to influence your buyers to change their views and adopt your perspective to get deals over the line. So lets now take a look at 3 ways that you can dramatically increase your ability to influence your prospects today. Commitment Once a prospect agrees that in theory our product can help them, they’re much more likely to continue to agree this as we increase the scope of our point of view over time. Here’s why. Humans don’t like to change our minds. Back in our tribal days, if we made a decision that didn’t harm us (or better yet, benefited us), we weren’t going to question making that decision the next time around. We’d automatically do it again without critically thinking through it. This bias towards commitment is how our brains reduce their daily cognitive load. By choosing the path of least resistance, we conserve our energy so we can spend it more efficiently on new problems that we face. And believe it or not, the same principle applies to sales. If you can get your buyer to agree with you (even on small matters), then they’re much more likely to keep on agreeing with you throughout the rest of the buying process. Micro-Closes: The Key to Commitment The best way to leverage the influence technique of commitment is to use “micro-closes” throughout the sales process. Each time the buyer says yes to a micro-close, they positively reinforce the point of view that they’ve committed to. So the first step to using micro-closing when influencing buyers is to position something that they almost certainly believe in. For example, when I’m selling Salesman.com Academy to sales leadership I ask “is it fair to say that there’s room for improvement with the team?” The answer is undoubtedly “yes” and so once they agree to that slither of my point of view, I can continue influencing them to agree to the broader strokes that my training program is ...
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    13 mins
  • The Fastest Way to Get Rich Quick (With ZERO Risk)

    The Fastest Way to Get Rich Quick (With ZERO Risk)
    Aug 7 2025
    14 mins
  • 5 Things Broke Sales People Do, That High Performers Have Worked Out

    5 Things Broke Sales People Do, That High Performers Have Worked Out
    Aug 1 2025
    18 mins