Our Best Sales Tactic (to Make a TON of Money)

Most deals die in the fog of “maybe.” If you’ve ever walked away from a sales call wondering where the hell you stand, this episode is for you. In this episode of Sales Is Therapy, Jack and Zac reveal how top reps gain total clarity in sales conversations, using it to close faster, qualify better, and avoid ghosting. 🧠 You’ll walk away knowing how to: ✅ Spot real buying intent vs polite interest ✅ Ask questions that reveal the full picture, fast ✅ Read emotional buying cues most reps miss ✅ Prevent stalls and indecision before they happen ✅ Turn “I’ll think about it” into a confident yes or no 📈 If you're trying to shorten your sales cycle, close high-ticket deals, or get brutal clarity on every call, this one’s unmissable. 👇 LINKS & RESOURCES: 📘 Get the book, Sales Is Therapy: https://shorturl.at/qZB70 📺 Subscribe for real, psychology-backed sales strategies: https://www.youtube.com/@WeHaveAMeeting 💬 What’s your go-to move for getting clarity on a call? Drop it in the comments. #SalesClarity #SalesTraining #B2BSales #SalesPsychology #DiscoveryCall Chapters 00:00:00 Introduction & Setting the Stage 00:00:44 Clarity in Sales Conversations 00:01:50 Real-World Examples of Clarifying 00:03:19 Techniques for Effective Clarification 00:05:33 Building Habits of Curiosity and Clarity 00:06:36 Challenging Assumptions and Experimentation 00:07:50 Managing Expectations in Sales 00:09:23 Takeaways & Weekly Challenge 00:10:53 Closing Remarks & Prize Announcement

💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 The Art of Listening in a Noisy World with Julian Treasure — Author, TED Speaker, Sound Communication Expert What if the secret to better sales, stronger leadership, and deeper relationships wasn’t in what you say — but how well you listen? This week on We Have A Meeting, we sit down with Julian Treasure — five-time TED speaker and the global authority on communication and sound — to uncover why listening is a superpower in business, and how to actually master it. This isn’t about gimmicks or fake nodding on Zoom calls. This is about tuning your attention, refining your voice, and changing how people respond to you forever. We dive into: 👂 The 5 levels of listening — and how most people never go past level 2 🧠 Why true communication starts in silence, not speech 💬 How to use your voice so people want to listen 🎯 The cost of bad listening in sales, leadership, and life 🛠 Practical ways to train your ears, your voice, and your message Whether you're a founder, SDR, sales leader or speaker — this episode will help you communicate with impact, cut through the noise, and finally be heard. 🔗 Follow Julian: https://www.linkedin.com/in/juliantreasure 🌐 Learn more: https://www.juliantreasure.com 🎤 Watch his TED Talks (100M+ views): https://www.ted.com/speakers/julian_treasure 📘 Check out How to be Heard: https://amzn.to/3RNTrBU 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #JulianTreasure #WeHaveAMeeting #CommunicationSkills #SalesListening #Leadership #VoiceMatters #TEDTalks #B2BSales #FounderTips #EmotionalIntelligence #SalesIsTherapy #ListeningIsPower #SalesPsychology Chapters 00:00:00 Opening Thoughts: Being Right vs. Relationship 00:00:56 Meet Julian Treasure: Journey into Sound and Listening 00:04:31 The Nature of Listening: Skills, Layers, and Positions 00:16:34 Biases, Filters, and Communication Challenges 00:18:53 Listening in Sales: RASA, Active Listening, and Silence 00:26:59 Sound’s Impact on Emotion, Cognition, and Behavior 00:32:44 The Consequences of Not Listening: Society and Environment 00:41:36 Practical Sound Exercises and Healthy Environments 00:45:11 Compassion, Differences, and Raising Good Listeners 00:48:44 Julian’s Book and The Listening Community

Ancient Wisdom for Modern Business with Donald Robertson — Author, Stoicism Expert, Cognitive Behavioural Psychotherapist What if the answers to today’s business challenges have been around for over 2,000 years? In this episode, we sit down with Donald Robertson — one of the world’s leading voices on Stoicism — to explore how ancient philosophy can help you lead, sell and live with greater resilience and clarity. This is not about fluffy quotes. This is the practical mindset that shaped emperors and can shape your success too. We dive into: 💭 How Stoic principles can transform the way you handle objections and rejection ⚡ Why emotional resilience is the ultimate business superpower 🏛 What Marcus Aurelius can teach us about modern leadership 🛡 How to stay calm and focused in high-stakes sales and business situations 📚 The real-life Stoic techniques that can help you thrive in 2025 and beyond Whether you are a founder, consultant or sales leader, this episode will help you cut through the noise and build a mindset fit for any challenge. 🔗 Follow Donald: https://www.linkedin.com/in/donaldrobertson 💬 Learn more about Sales Is Therapy: https://shorturl.at/qZB70 #Stoicism #DonaldRobertson #BusinessMindset #SalesResilience #EmotionalIntelligence #Leadership #MarcusAurelius #SalesIsTherapy #WeHaveAMeeting #B2BSales #MindsetMatters #FounderLife #BusinessStrategy Chapters 00:00:00 Introduction and the Socratic Method in Modern Times 00:02:11 The Socratic Method: Double Ignorance and Rhetoric 00:08:14 Modern Parallels: Media, Propaganda, and the Need for Questioning 00:10:52 Practical Applications: Two Columns and Cognitive Flexibility 00:19:07 Fuzzy Wisdom: Beyond Simple Maxims 00:26:21 Marcus Aurelius and Stoicism: Misconceptions and Lessons 00:32:00 Death, Values, and the Meaning of Life 00:45:02 Anger, the Manosphere, and Misguided Self-Improvement 00:48:04 Therapy, Responsibility, and the Real Roots of Anger 01:01:59 Closing Thoughts and Where to Find More

If you're an SDR struggling to book qualified meetings, this episode is your playbook. In this no-fluff guide to effective sales development, Jack and Zac share proven strategies for booking more sales meetings, improving your cold outreach success rate, and standing out in a crowded inbox.Learn how top-performing SDRs:Write cold emails that actually get repliesUse cold calling to open real sales conversationsAvoid the biggest mistakes in outbound prospectingShift their mindset to consistently hit quotaWhether you're new to sales or looking to improve your SDR outreach, this is sales training from the front lines—practical, honest, and designed to help you win.📚 Want to go deeper? Grab our bestselling book Sales Is Therapy here: https://shorturl.at/qZB70📈 Perfect for anyone searching: how to be a better SDR, book more meetings, cold call tips, sales prospecting tactics, or sales development advice that works. Hosted on Acast. See acast.com/privacy for more information.