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Sales gets a bad rap when it’s all pitch and no pulse. We flip that script with Chris Smith—author, digital marketer, and former one-call-close pro—who shows how real conversations, thoughtful pauses, and data-backed timing lead to consistent, ethical wins. We dig into the science he learned in the boiler room and refined at billion-dollar companies: your job is to get someone more emotionally excited than the cost within the time you have their attention. From there, we build a toolkit you can put to work today.

You’ll hear why curiosity outperforms charisma, and how the digging deep technique turns short answers into rich discovery. We unpack what separates top performers from the pack: longer quality talk time, patience before the close, and tone that passes the trust test when body language is off the table. Chris walks through FBT—feature, benefit, tie-down—to secure micro-commitments without pressure, and he shows how silence can be your ally when questions get tough. The result isn’t manipulation; it’s earning the right to recommend.

We also connect sales to marketing and tech, where true conversion lives at the center of that Venn diagram. Learn how to spark enough excitement to win the click or email, then sustain it through authentic dialogue that leads naturally to appointments and decisions. Whether you sell services face-to-face or products over the phone, you’ll leave with practical steps to improve trust, timing, and outcomes—without changing who you are.

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What if the strongest “close” isn’t a close at all, but a clear next step that helps a buyer feel smart, safe, and in control? That’s the heart of this conversation with sales strategist Lynn Jensen Nelson, where we trade pressure tactics for a teacher’s mindset and a buyer-first experience that converts without discounts.

We start with the basics the pros never skip: ask clean questions, listen without jumping to conclusions, and help customers articulate what they truly want. From there, we map needs to solutions and make the path simple to follow. You’ll hear how small language shifts change outcomes: ditch “quotes” and “bids” for “recommendations” and a “plan,” replace good-better-best with three options that all solve the problem, and use phrases like “Let’s work together to find one best solution.” We unpack why emotions drive decisions while facts justify them later, and how clarity, speed, and respect create the confidence that moves deals forward.

Lynn shares real stories that highlight common pitfalls, like rapport theater when buyers are ready to act, and the lost revenue that happens when customers don’t know your full scope of services. We dive into designing a frictionless buying experience, giving buyers meaningful control, and outlining the next step instead of fishing for a “yes.” We also explore how to extend value beyond the first transaction with scheduled check-ins, needs-based recommendations, and simple prompts like, “What else is on your to-do list?”

If you want practical language, a repeatable flow, and a way to win on trust rather than price, you’ll find a blueprint here. Subscribe for more conversations that help you grow revenue, protect your time, and build buyer experiences people love. If a single phrase or tactic hits home, share it with a colleague and tell us what you’ll change this week.

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We break down how to speak to the hidden profile that actually makes decisions and show how nonverbal signals, identity language, and better openings lead to trust and faster yeses. Jake shares the STRATA framework and practical tactics that make buying feel inevitable.

• two profiles buyers carry and why the hidden one decides
• reading the 80% nonverbal message to avoid missed cues
• presuasion with smile, posture, and slight head tilt
• using “because” to increase compliance and clarity
• STRATA framework: signal, trigger, reframe, anchor, transfer, action
• calling out body language to surface concerns
• identity language with nouns vs verbs to drive commitment
• networking rule to listen first for two to five minutes
• strong openings that prove attention, not scripts
• replacing scripts with presence and genuine interest
• where to find Jake’s book, tools, and podcast

Remember, go to Morris Sims.com for more information
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