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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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Selling feels broken when it’s all pressure, scripts, and quotas. We flip the script by showing how a serving mindset—rooted in curiosity, empathy, and clarity—turns sales into a respectful, high-conversion conversation. With guest Brian McDonald, we unpack why people buy you first, then your offer, and how to build trust without resorting to tired tactics that push buyers away.

We start by reframing the story many of us tell about “salespeople,” replacing the salesy stereotype with a professional model grounded in service. Brian shares a simple sequence buyers use to decide: they need to feel your sincerity, see your history, believe your ability, and trust your capacity. When you lead with care and questions, objections surface earlier, walls come down, and decisions get easier. We talk practical language shifts—say serve instead of sell—and why accepting three outcomes (yes, no, not now) from both sides creates safety and speed.

From real-world stories to field-tested habits, we explore how authenticity wins even at higher prices, how modern buyers arrive informed and expect collaboration, and why old-school micromanagement and metrics-as-weapons stifle performance. You’ll learn to replace pressure with process: align on goals, confirm constraints, co-design solutions, and close with clear next steps. If you want to sell less and help more—while earning more of the right yeses—this conversation gives you the map.

If this resonated, follow the show, share it with a teammate who needs a fresh approach, and leave a quick review to help others find us. Your support helps more sellers lead with service and win with trust.

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Ever send a quote and then watch the deal disappear into a black hole? We’ve been there. That’s why we’re flipping the script on proposals and walking through a practical system that replaces quotes with three clear, tailored recommendations built from discovery. When buyers feel forced, they stall. When buyers see options that match their goals, they choose.

We open by exposing the hidden problem with quotes: they trigger comparison shopping and give prospects permission to end the conversation. Then we move to a simple, repeatable framework—offer three options that solve the same problem in different ways, keep pricing in a similar range, and lead with the benefits the buyer said they want. This isn’t a good-better-best upsell ladder; it’s a choice architecture that restores control and reduces friction. You’ll hear how to design each option around the customer’s priorities so you can genuinely support any selection with confidence.

From there, we get tactical. Present live on Zoom or in person to keep momentum. Use visuals to anchor benefits, not dense text that reads like a manual. Keep things short, specific, and tied to outcomes: Did we include everything we discussed, and how does this help you get what you want? We also cover transparency on must-know constraints, avoiding rabbit holes that derail focus, and using Q&A to uncover which option resonates. By the end, you’ll know how to guide the decision without pressure and set up the “magic question” that helps buyers move forward with clarity.

If you’re ready to stop being shopped and start being chosen, this conversation gives you the language and steps to make it happen. Subscribe for more practical sales strategy, share this with a teammate who’s stuck in quote land, and leave a review to tell us which part you’ll try first.

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Ever feel like your message is solid, but it still doesn’t land? We sat down with communication expert Patrick Donadio to unpack a simple, field-tested system that turns everyday conversations into trust, clarity, and action. Patrick’s IMPACT model—Intention, Message/Method, Person, Activate, Clarify, Transform—gives you a practical way to prepare, deliver, and follow through so buyers feel heard and decisions come faster.

We start by reframing the goal: don’t push to sell, help people buy. That shift changes everything from your opening line to your closing question. You’ll learn how to set a clean intention, choose the right channel, and tailor your message to the person in front of you—analytical, relational, introvert, or extrovert—using the Platinum Rule. Patrick shows why underpromising and overdelivering builds trust, and how consistency turns one-off wins into long-term relationships.

Then we dive into the hard part: listening. Most prospects think three times faster than you can speak, creating a “brain gap” that derails attention. We cover how to use eye contact without being awkward, build a ten-question discovery toolkit, and apply internal summaries to stay present. You’ll hear practical ways to clarify meaning—summaries, confirmations, and precise follow-ups—so you and your client end the call aligned on needs, next steps, and success metrics.

If you want fewer mixed signals and more yeses, this conversation gives you the tools to diagnose before you prescribe and to communicate in a way that feels respectful, timely, and effective. Enjoy the insights, then block ten minutes on your calendar to ask two questions: what did I do well, and what will I do differently next time? Subscribe, share with a teammate, and leave a review to let us know which tactic you’ll try first.

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Deals don’t fall apart at the close—they fall apart at discovery. We explore how to turn a first conversation into a trusted partnership by asking questions that uncover the real why behind every purchase. Instead of checking boxes on a fact finder, we lean into open-ended prompts, permission questions, and a calm structure that makes prospects feel heard, respected, and eager to move forward.

We walk through the difference between data you need and meaning you can’t afford to miss. You’ll hear practical examples of open questions that surface motivation and context, closed questions that lock in specifics without pressure, and permission questions that lower defenses and transfer control. Along the way, we highlight timeless fundamentals popularized by Tom Hopkins and explain why they remain the backbone of modern selling—from enterprise deals to small business services.

By the end, you’ll know how to capture the details that matter, reflect them back in the prospect’s language, and shape recommendations that feel inevitable because they match stated priorities. This is discovery as the art of conversation: empathetic, structured, and focused on outcomes the buyer already wants. If your pipeline feels stalled or your proposals land with a thud, this is your roadmap to fewer surprises, faster decisions, and warmer yeses.

If you found this helpful, follow the show, share it with a teammate who needs a discovery boost, and leave a quick review so more listeners can find us.

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We unpack how visibility builds trust and why virality alone won’t drive high‑ticket sales. Sheree shares a practical playbook for hooks, relatable stories, proof, and follow‑up, plus how niche visibility beats broad reach for specialized products.

• how trust forms before high‑ticket purchases
• visibility across podcasts, social, reviews, and stages
• leader content vs chasing trends
• problem–solution messaging in simple words
• hooks that stop the scroll in 10 seconds
• proof of results and showing receipts
• funnels, CTAs, and follow‑up systems
• repetition and timing across long sales cycles
• balancing personal story with customer outcomes
• niche strategies for restaurant tech and AI
• conferences, referrals, and authority positioning

Remember, go to MorrisTims.com for more information

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