Buyers Want to Know the Founders Behind the Business

The #1 reason leads don't become customers? Most businesses try to close the sale before they've earned the customer's trust. A lead isn't a customer. A lead is simply someone who has shown interest. Interest alone doesn't make people buy. People buy when they believe three things: ✔️ You understand their problem. ✔️ Your solution can deliver the outcome they want. ✔️ You're the safest choice to trust. Yet most businesses skip this entire process. Instead of educating prospects, they rush to pitch. Instead of building confidence, they push for a decision. That's why so many leads go cold. Not because they weren't interested... But because they weren't convinced. The businesses that consistently win customers don't have the best salespeople. They have the best customer acquisition process, one that builds trust before asking for the sale.

Every salesperson has been ghosted. 👻 It stings. But most of the time, it’s preventable. Here’s what I’ve learned: 1. Sell the value, not the product People respond when they actually want to buy. If they’re going quiet, ask yourself: have you given them a reason to reply? 2. Set the rules of engagement on call one Agree upfront on how you’ll communicate. It makes it easier for a prospect to give you a clear “not now” instead of disappearing. 3. BAMFAM — Book A Meeting From A Meeting Always leave with the next step locked in. It keeps momentum alive and gives prospects a nudge to follow through on their end when they see it in their calendar. 4. Make sure you’re talking to the budget holder If you’re not, the person you ARE speaking to may quietly drop off out of embarrassment when the budget conversation gets awkward. 5. Not every message should be about the deal Be a human. Show genuine interest in the person. Partnerships outlast transactions. Ghosting is rarely personal. It’s usually a signal. Listen to it. Adjust. Win more. What do you do to ensure you don’t get ghosted? ♻️ Repost if this helped you. #Sales #SalesTips #B2BSales #SDR #AccountExecutive #Prospecting #SalesLife

Most salespeople think the deal is won when the prospect says yes. They're wrong. The deal is won long before that. It happens when the buyer trusts you. Not your company. Not your product. You. Yet most reps spend their time talking about features, pricing, and why they're better than the competition. The buyer is still trying to answer a much simpler question. "Do I believe this person understands my problem?" Because every buyer knows something salespeople hate to admit. Almost every product looks similar. Almost every company claims they're the best. Almost every salesperson says they've helped businesses just like theirs. The real differentiator is trust. And trust isn't built by presenting. It's built by understanding. The best salespeople I've met don't rush to pitch. They ask better questions. They listen longer. They make the prospect feel understood before they ever try to be impressive. That's why they close more deals. Not because they're better talkers. Because they're better listeners. The prospect doesn't buy when they understand your product. They buy when they feel understood.

Most people think sales is about convincing. It’s not. The best sale I ever made started with a client who came to me ready to invest $12,000. I didn’t pitch. I asked questions. I listened. I diagnosed. I challenged. By the end of the conversation, he didn’t just invest $2.4M he referred someone who did the same. That’s the power of inbound sales done right. When someone comes to you already interested, your job isn’t to close them. Your job is to help them make the best decision for their business. Ask better questions. Listen deeper. Guide, don’t push. The close takes care of itself.

Many sales teams rely too heavily on a single source of new business. When results are strong, nobody notices the risk. But when that one channel slows down, the pipeline suddenly feels a lot smaller than expected. The strongest businesses don't depend on one way to generate opportunities. They build multiple paths to the same destination. Referrals, strategic partnerships, content, case studies, repeat business, networking, and outbound outreach all play a role. A diversified pipeline is more resilient because it reduces dependence on any single tactic. If one source underperforms, the business still has momentum from elsewhere. Too many companies keep trying the same approach harder instead of asking whether a different approach would work better. Growth often comes from finding a new key, not forcing the old one. ♻️ Repost this for a business owner looking to build a stronger pipeline. 🐂 Follow Jason Miller for more straight talk on scaling your business.

The moment a prospect says "𝑖𝑡'𝑠 𝑡𝑜𝑜 𝑒𝑥𝑝𝑒𝑛𝑠𝑖𝑣𝑒" most business owners do one of two things. They defend their price. Or they discount it. Both are mistakes. In my work helping growing businesses build strategic sales systems, I have seen one pattern repeat itself across every industry. Objections are not rejections. They are unanswered questions wearing a disguise. "𝐼𝑡'𝑠 𝑡𝑜𝑜 𝑒𝑥𝑝𝑒𝑛𝑠𝑖𝑣𝑒" rarely means the price is too high. It usually means: 𝐼 𝑑𝑜𝑛'𝑡 𝑦𝑒𝑡 𝑠𝑒𝑒 𝑒𝑛𝑜𝑢𝑔ℎ 𝑣𝑎𝑙𝑢𝑒 𝑡𝑜 𝑗𝑢𝑠𝑡𝑖𝑓𝑦 𝑡ℎ𝑖𝑠. 𝐼'𝑚 𝑛𝑜𝑡 𝑠𝑢𝑟𝑒 𝑡ℎ𝑖𝑠 𝑤𝑜𝑟𝑘𝑠 𝑓𝑜𝑟 𝑚𝑦 𝑠𝑝𝑒𝑐𝑖𝑓𝑖𝑐 𝑠𝑖𝑡𝑢𝑎𝑡𝑖𝑜𝑛. 𝐼 𝑐𝑎𝑛'𝑡 𝑗𝑢𝑠𝑡𝑖𝑓𝑦 𝑡ℎ𝑖𝑠 𝑡𝑜 𝑠𝑜𝑚𝑒𝑜𝑛𝑒 𝑒𝑙𝑠𝑒 𝑤ℎ𝑜 𝑤𝑖𝑙𝑙 𝑞𝑢𝑒𝑠𝑡𝑖𝑜𝑛 𝑖𝑡. These are confidence problems. Not price problems. Research from Gong, analysing over 67,000 sales conversations, confirms it. Top performing salespeople do not argue with objections. They get curious. Three responses worth building into your sales process: When you hear "𝐢𝐭'𝐬 𝐭𝐨𝐨 𝐞𝐱𝐩𝐞𝐧𝐬𝐢𝐯𝐞" ask "𝑐𝑜𝑚𝑝𝑎𝑟𝑒𝑑 𝑡𝑜 𝑤ℎ𝑎𝑡?" When you hear "𝐥𝐞𝐭 𝐦𝐞 𝐭𝐡𝐢𝐧𝐤 𝐚𝐛𝐨𝐮𝐭 𝐢𝐭" ask "𝑤ℎ𝑎𝑡 𝑝𝑎𝑟𝑡 𝑑𝑜 𝑦𝑜𝑢 𝑛𝑒𝑒𝑑 𝑡𝑜 𝑡ℎ𝑖𝑛𝑘 𝑎𝑏𝑜𝑢𝑡 𝑚𝑜𝑠𝑡?" When you hear "𝐈'𝐥𝐥 𝐠𝐞𝐭 𝐛𝐚𝐜𝐤 𝐭𝐨 𝐲𝐨𝐮" ask "𝑖𝑠 𝑡ℎ𝑒𝑟𝑒 𝑎𝑛𝑦𝑡ℎ𝑖𝑛𝑔 𝑠𝑡𝑜𝑝𝑝𝑖𝑛𝑔 𝑦𝑜𝑢 𝑓𝑟𝑜𝑚 𝑚𝑜𝑣𝑖𝑛𝑔 𝑓𝑜𝑟𝑤𝑎𝑟𝑑 𝑡𝑜𝑑𝑎𝑦?" One question. No pressure. Just a genuine invitation to keep the conversation going. Respecting a customer and abandoning them at the moment they need guidance most are two completely different things. The businesses that grow consistently are not the ones with the best pitch. They are the ones who stay curious when everyone else goes quiet. 𝐖𝐡𝐚𝐭 𝐢𝐬 𝐭𝐡𝐞 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐲𝐨𝐮 𝐡𝐞𝐚𝐫 𝐦𝐨𝐬𝐭 𝐨𝐟𝐭𝐞𝐧 𝐚𝐧𝐝 𝐰𝐡𝐚𝐭 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧 𝐚𝐫𝐞 𝐲𝐨𝐮 𝐮𝐬𝐢𝐧𝐠 𝐭𝐨 𝐫𝐞𝐬𝐩𝐨𝐧𝐝 𝐭𝐨 𝐢𝐭? #MyBusinessThinkingPartner #GrowingBusiness #WomenInBusiness #BusinessGrowth #SellIt #awec #strategysystemgrowth

I wouldn’t consider myself a good salesperson by industry standards, but here’s my approach in every sales Zoom call I’ve ever done (with a high close rate): – No deliberate sales techniques – No scripts other than simple slides when explaining the offer – No pandering to them or trying to convince them to buy Instead, I bomb them with so much value based on my expertise that whether or not we take them on as a client, they’ll think of me at some point when implementing my suggestions. My biggest objective is to identify exactly where they’re at in their business and make an accurate prediction of where they will likely be in a few months if we manage their ads. And I genuinely enjoy speaking with people, so it never really feels like a sales call. If you’re struggling to convert leads with your typical sales process, give this approach a shot and let me know how it works out. 😎

Most business owners I talk to believe the same thing... More leads = more sales. It's rarely true. I've spoken to companies sitting on hundreds of leads going nowhere. Full CRMs, busy sales teams, and a pipeline that somehow never converts the way it should. The problem isn't the volume... It's what happens after. No one is actually finding out if the lead has a real problem worth solving. If they have the authority to make a decision. If the timing is even right. Without that, you're not building a pipeline. You're building a list. Qualification is the step most businesses skip because it feels slow. But it's the only thing that makes everything else faster. Fewer wasted calls. Fewer dead-end meetings. More conversations that actually go somewhere. The best sales teams aren't the ones with the most leads. They're the ones who know exactly which ones are worth their time. What does your qualification process look like today?

The businesses growing the fastest aren't the ones with the best offer. They're the ones people trust the most. Trust is the foundation of every sale. You wouldn't hire a complete stranger without knowing they could do the job. Your prospects think the same way. No matter how good your offer is, they need proof that you can deliver before they'll buy. So instead of trying to sell harder, focus on building trust. ➜ Share valuable insights. ➜ Show your process. ➜ Share client results and case studies. ➜ Show up consistently. Build trust first. Selling becomes a whole lot easier. What's one thing you do to build trust with potential customers?