Jake Reni’s Post

Saying, “yep, that makes sense,” is killing your discovery. Here’s my favorite coaching method to help reps fix: When reviewing calls, if I hear a rep say, “that makes sense,” I’ll pause the recording and ask, “did that actually make sense to you?” 9 times out of 10 they’ll laugh and say “no.” It was just more comfortable to move on rather than admitting confusion. Think about how this feels as a buyer: 1) They just walked you through a complicated problem. 2) They know they didn’t explain it clearly because it’s difficult to put into words. And they get hit with a, “yep - that makes sense!” in response? How are they going to believe you have a solution for them if they can’t even believe you understand their problem? Good sellers have no problem asking for clarification. Great sellers refuse to move on in a conversation until they are on the same page as their buyer. Next time you are tempted to say, “that makes sense,” try, “I’m not sure I’m following. Can you explain…” and you’ll have a more meaningful conversation.

This is so true, closing a sale starts with the details you are able to determine during your discovery process!

Many business owners hit this ONE major self limiting belief. Lack of CONFIDENCE. Why? Because a few sales calls didn’t close. - Or that month wasn’t as good as the other. - You set high expectations of yourself. - And beat yourself up when it doesn’t work. Often we need to slow down before we speed up. - Instead of do more, you reflect. - Reflect on what went on during a good month. →A good month that was energetically tied to your actions. →Actions that resulted in success. →And those sales objections you handled like the leader that you are, effortlessly. Will happen again on repeat. They are simple, true conversations. Conversations that I teach you how to solve next Thursday at 10AM EST inside my: How to Land you Next 3-5 Clients in 30 Days - Discovery Call & Objection Preventer workshop. Would you like a ticket? Comment “yes” and I’ll send it over. ♻️Repost if you agree

If you're closing less than 50% on calls Here's a quick fix Listen to your calls! (and if you're not recording calls, start now!) One (or more) of these reasons could be why You might be doing too much (or too little) of: → Promising → Being friendly → Wanting the sale → Painting the future → Pushing on the pain → Informing and educating → Giving opinions and perspectives → Empathizing & emotional involvement → Closing - asking for the sale → Probing and clarifying → Handling objections → Asking questions → Sharing stories → Freestyling There’s a sweet spot you need to find - (feel!) Too much vs too little Too early vs too late. It's  a 'sense' you develop with the reps, calls review, and getting feedback! Just like a nice meal, it's not overcooked, and it's not raw either. ✍️ what are you doing too little (or too much) of? P.S. If you don't know how to review your calls, send me one, and I will give you an audit and show you what needs to improve - DM me "call review" and will take it from there.

The most FUMBLED question in business is also the most common. That is: “What do you do?” Most people have NO idea how to answer this properly, even if they think they do. Currently, YOUR answer to "WDYD?" might get: - blank stares - confused looks - awkward laughter - and 2-3 tries until the person gets it BUT, your answer should create: - instant clarity for the listener - a sense of excitement or intrigue - smiles, nods and raised eyebrows - and immediate follow-up questions If you want to nail this “elevator pitch”, try this formula: A: “So, B, what do you do?” B: “I’m a (job title) at (company). We do (simple product/service description) for (customers) who (customer problem). I love it because (best thing about your job).” A: “Wow! Here’s my card. I’m a childless billionaire and I want to make you my heir.”* *(Responses may vary) This works so well because: - Your job title offers instant clarity - The simple description creates intrigue  - And “I love it bc...” makes people want to ask follow-ups! (If you don’t have an answer to WHY you love your job, you may want to think about that first. Just sayin. 🤷🏻♂️) Please REPOST ♻️ if you wanna help other people answer the dreaded “WDYD?” question 😅

If you’re being ghosted by your prospect at quarter-end, chances are it’s not your fault. At least not entirely. No one has shown we the recipe to completely prevent ghosting. It’s the nature of the business, whether we like it or not. You can mitigate it. But you can't eliminate it. Here are 5 ways to help avoid or minimize ghosting 👇 1. Make a joke out of it early. Helps lighten up the mood. 2. Executive alignment early in the cycle. 3. Effective multithreading early and often. 4. Visual timeline slide at end of meeting (lock in next step). 5. Tackling objections: understanding the WHY. I get into each of these topics in the short video below. You can't eliminate ghosting. But you can definitely minimize it. Go get 'em!

Discovery call tips in first 40 seconds- 1. Begin with a friendly hello for a positive vibe. 2. Share your name and company to build trust. 3. Ask open questions to get them talking. 4. Listen actively to grasp their needs. 5. Highlight what makes your product/service great. 6. Stay upbeat and professional in your tone. 7. Don't sell right away; learn about their challenges. 8. Speak clearly without using complicated words. 9. Show you care about solving their issues. 10. Suggest a next step or meeting for continued discussion. #SalesTips #PositiveStart #ActiveListening #EngageProspects #ValueProposition #ProfessionalCommunication #EmpathyInSales #SolvingProblems #ClearCommunication #NextSteps #FollowUpMeeting #BuildingTrust #businessdevelopment #insidesales

Rather than investing all your energy into rehearsing responses for objections, shift your focus to understanding the core reasons behind those objections. Every concern a client voices stems from specific motivations, needs, or fears. By taking the time to understand those underlying reasons, you not only gain valuable insight but also build rapport and trust. Once you have a clearer understanding of why an objection is raised, your next step should be to engage the client with open-ended questions. These questions should be designed to encourage them to express their thoughts and concerns more fully. When people feel heard and understood, they're far more likely to open up and engage in meaningful dialogue, which can ultimately help resolve their objections naturally. This approach not only makes the conversation less adversarial but also turns objections into opportunities for deeper connection. Instead of merely overcoming objections, you're creating a space where clients feel valued, which enhances your ability to offer solutions that genuinely address their needs. #realtor #sales #salestips #realtorlife

Uncomfortable truth. Nobody cares why you're calling. Neither gatekeepers nor prospects owe you their attention. You must provide a compelling reason within seconds. Skip the small talk. Get to the point. Value communication is crucial from the start. Understand your customer's unique challenges beforehand. Avoid generic intros. Focus on immediate value. Every second counts. Anticipate objections and have responses ready. Keep the conversation centered on their needs, not yours.

Are you looking to make the most out of your discovery calls? Here are six critical questions you should ask to ensure a productive conversation: 1. What initially piqued your interest? 2. What’s the problem you’re trying to solve? 3. How are you addressing this problem today? 4. How are you measuring your goals? 5. How far are you into your evaluation process? 6. Who else on your team should be involved? By asking these questions, you can gain a better understanding of your prospect's pain points, current solutions, and evaluation process. This will help you tailor your pitch and proposal to their specific needs. Don't miss out on the opportunity to have a more productive discovery call!