How to Transform Sales Conversations

Discovery calls used to feel like awkward sales pitches. Now they feel like coffee chats. The difference? Two simple words. Instead of explaining all the benefits... Instead of launching into my services... Instead of trying to convince someone to buy... I started asking: "Tell me..." Tell me about what you're working on... Tell me about your challenges... Tell me about your goals... The transformation was immediate: - Conversations flowed naturally - Real problems surfaced - Trust built rapidly Because when someone feels heard, they're more likely to listen. When they feel understood, they're more likely to trust. When they trust you, they're more likely to buy. Your best sales tool isn't your pitch. 𝗜𝘁'𝘀 𝘆𝗼𝘂𝗿 𝗰𝘂𝗿𝗶𝗼𝘀𝗶𝘁𝘆. ___ PS. People are tired of being pitched to on LinkedIn—it’s everywhere. Asking real questions? But leading with curiosity? Offering value with no strings attached? That stands out. That builds trust. And trust leads to opportunities you never saw coming. This keeps it conversational, sharp, and leaves the reader with a sense of possibility. What do you think?

I wasted years thinking small talk about weather made me good at sales. My process was embarrassingly simple: Pull up their LinkedIn, scan their last email, then wing it with some chitchat about their location or the weather. I assumed "natural rapport" meant improvising my way through calls. And I was wrong. Truth is, I was resisting structure. I believed scripting meant being robotic and proper preparation would kill authentic conversation. So I kept it casual, kept it flowing, and… kept missing opportunities. Then I started working with a sales coach. Every Wednesday at 10am, I'd get on a call to hear exactly why my approach was wrong. It was expensive, uncomfortable, and exactly what I needed. One day, he caught me using my favorite line (among others) while I talked through a sales call: "Any thoughts on that?" His feedback was brutal: "You're swinging between closed-ended questions that shut people down and questions that leave them hanging. What if, instead, you guided the conversation?" Ouch. Mind blown. He was right. In trying to keep things casual and unstructured, I'd been failing to guide meaningful conversations. My resistance to "scripted" questions wasn't just making my calls superficial—it was leaving both me and my prospects without direction. So we changed… direction: Create and rehearse a flow and replace every closed question with an open one. Instead of "Should I walk you through our services?"   → "What’s the goal?" then… “What’s behind that?” Instead of "Any thoughts?"   → "How would this fit into your current process?" Instead of "Does that pricing work for you?"   → "How does this compare to what you were thinking?" The difference was immediate. Prospects started sharing their actual concerns. Their real budgets. Their true decision-making process. All the things they used to hold back when I gave them an easy "no thoughts" escape hatch. Last quarter alone, we added a record in new MRR—twice our typical close rate. Sales cycles that used to drag on for 8 months now wrap up in 4. But the biggest change is that I finally see sales calls for what they *should* be: guided conversations with clear direction and open ended questions, *not* let-me-wing-this-trust-me-I-got-this improv sessions. The beauty of this approach is that it's not in any way manipulative or calculating. When you introduce structure and direction, you're also helping prospects quickly decide if what you have to offer is what they actually need. Everyone wins. P.S.   Try this today: Take your most common closed question and flip it into an open one, directing one. You'll be amazed at what people tell you when you stop giving them permission to say nothing.

Something remarkable happened when we started bringing Customer Success leaders into our sales conversations. The traditional sales process transformed into a strategic partnership discussion that benefited everyone involved. After implementing this approach across hundreds of deals, we discovered benefits that went far beyond our initial expectations. Sales teams gained a deeper understanding of post-implementation challenges, which helped them qualify opportunities more effectively. Instead of focusing solely on closing deals, they began asking questions about operational readiness, internal champions, and resource allocation. Prospects received authentic insights into what successful implementation truly requires. Our CS leaders shared real examples of customers who thrived and openly discussed common obstacles they might face. This transparency built trust and helped prospects make informed decisions. Better aligned customer expectations from day one. When CS leaders joined these conversations, they highlighted potential roadblocks and success metrics based on similar customer profiles. This practical guidance helped prospects understand the work required to achieve their desired outcomes. This early involvement proved invaluable for our CS team. They gained visibility into the customer's vision before contracts were signed, allowing them to proactively plan resources and create tailored onboarding strategies. A surprising result was the reduction in "rescue" situations during implementation. We eliminated many issues that typically surfaced months into the relationship by addressing potential challenges during sales discussions. The data supported our approach. Deals that included CS leaders showed 40% higher implementation success rates and 25% faster time-to-value. More importantly, these customers renewed at significantly higher rates. For those considering this approach, start small. Choose strategic opportunities where CS insights could substantially impact the prospect's decision-making process. Document the outcomes and refine your strategy based on that feedback. Great customer relationships begin with the very first conversation.

I kept losing deals until I realized this one brutal truth. I thought closing deals was about having the perfect pitch. I was wrong. I would explain everything clearly. The prospect would seem exciting. Then… nothing. “Let me think about it.” “I’ll get back to you.” Silence. At first, I blamed the price. Then, I thought maybe they weren’t the right fit. But the real problem? → I wasn’t leading the next step. No matter how good the conversation was, if they didn’t know exactly what to do next, they did nothing. So I changed my approach. Instead of waiting, I started using better CTAs (Calls to Action). Here are the 10 that changed everything: 1- "Would you like me to walk you through how this would look for you?" → Helps them visualize the solution. 2- "What’s stopping you from moving forward today?" → Uncovers hidden concerns. 3- "Would it help if I showed you a case study of someone in your industry?" → Builds trust with relevant proof. 4- "Shall we map out a timeline that works for you?" → Shifts focus from “if” to “when.” 5- "On a scale of 1-10, how confident do you feel about this?" → Reveals hesitation and lets you address doubts. 6- "What does success look like for you in 6 months?" → Connects your offer to their goals. 7- "Would you like to discuss the details now or schedule a follow-up?" → Keeps the conversation moving forward. 8- "If we could solve X, would you feel ready to move forward?" → Tackles the biggest roadblock directly. 9- "Who else on your team needs to be involved in this decision?" → Ensures you're talking to the right person. 10- "Let’s lock in a start date and get things moving. What works for you?" → Direct, clear, and action-driven. Once I started using these, everything changed. Deals are closed faster. Follow-ups became smoother. Instead of hesitation, prospects had clarity. Because sales isn’t about pushing; it’s about guiding. Which CTA do you use the most? #personalbranding #founders #business

Old school sales tactics are broken. Nobody responds to a hard sell anymore... The best pitches don't feel like sales calls, they feel like a diagnosis. When I first started Lever, I'd get on calls and try to convince people they needed what we offered. It felt forced and no one cared. But everything changed when I stopped trying to convince and started trying to understand. When you do that, the sale becomes natural. Not because you convince them, but because they can see you get their problem better than anyone else. And there are a few things that make that possible: 1. Define A Clear ICP (Ideal Customer Profile) Know exactly who you're selling to. Figure out: → Who this is built for? → What stage they're at? → What they're struggling with? → Who this isn't for? 2. Understand Their Pain Points Show you understand what they're going through. Ask: → "What's your setup now?" → "What's broken?" → "What's that costing you?" → "What changes if this gets solved?" 3. Create An Irresistible Offer Everything flows from your offer. If it's weak, nothing else matters. Make it valuable, clear, and tied to the outcome they want. 4. Build An Ecosystem That Drives Leads Build systems that generate attention, nurture it, and convert it. → Content, outbound, ads → Newsletters, lead magnets, funnels → Calls, product pages 5. Remove Risk With Proof Don't just talk. Show evidence. → Results with context → The process you followed → Predictable timelines Skip the pitch until you've earned trust with proof. 6. Make The Next Step Easy End every conversation with clarity: → "Here's what I'd do next." → "Want me to map this out for you?" No pressure. Just direction. 7. Ask for Referrals Great work leads to referrals naturally. → Deliver a clear win → Remind them who you help → Make it easy to introduce others Sales get easier when you stop trying to convince people and start helping them see what's possible. If you want more breakdowns on building trust and turning conversations into clients, subscribe to our free newsletter, Building Leverage. Each week, we'll give you quick tools to grow your influence and close more deals without feeling pushy. Subscribe here: https://bit.ly/47q7i9v

At the start of my career in Mumbai, as a Aakash brand franchisee, I would have personally done thousands of sales calls. Back then, I believed sales was about explaining the program well, listing features clearly, and pushing benefits hard. Over time, after many successes and many painful failures in conversion, I realised something fundamental. Sales has very little to do with features of your product or program. It has everything to do with understanding needs and asking the right questions. In fact, I no longer like the term “sales call”. To me, a real sales call is a Need Prompting & Product Matching (NPPM) call. The sale itself is just the transaction stage. The real work happens much earlier. Here are the shifts that changed everything for me: 1. From pitching to questioning Stop listing what your offering includes. Start asking, where are you today, where do you want to be, and what is holding you back. When people hear themselves articulate the gap, the solution becomes obvious. 2. From convincing to guiding You are not there to persuade. You are there to help the other person see something they cannot see clearly on their own. When people convince themselves, they close faster and commit deeper. 3. From benefits to cost of inaction “What you will gain” sounds nice. “What it is costing you to stay where you are” creates urgency. When inaction becomes more expensive than action, decisions become rational. 4. From justifying price to stating it with certainty Hesitation invites negotiation. Clarity builds confidence. Your certainty becomes their confidence. 5. From handling objections to preventing them Most objections are not resistance. They are confusion. When intent, timing, and commitment are clarified early, objections rarely show up at the end. 6. From presentations to conversations Slides don’t build trust. Listening does. The best NPPM calls feel like honest conversations, not performances. 7. From chasing to filtering Not everyone is your customer. The right ones don’t need chasing. Qualification is not rejection, it is respect for time on both sides. Once you internalised this, sales stopped feeling like pressure. It became a process of understanding, alignment, and matching the right solution to the right need. Curious, which of these shifts do you feel you need to make on your next NPPM call? Sparkl Edventure

A better Way to Book Sales Calls You're watching competitors close deals while your pipeline stays empty. The difference isn't effort—it's approach. The broken way: Spray-and-pray outreach. Generic pitches. Pushing for meetings before you've earned attention. This triggers immediate resistance. People can smell a sales pitch from a mile away, and their default response is "no thanks." The better way: Lead with genuine value. Solve a real problem first. Build rapport before asking for anything. This creates curiosity instead of resistance. Your prospect thinks "this person actually gets my challenges" instead of "here we go again." Why this works: People buy from those they trust. Trust comes from demonstrated understanding and helpfulness, not clever closing techniques. When you offer insight or solve a problem upfront, you're proving competence while everyone else is just claiming it. The practical difference: Instead of "I'd love to show you our solution," try sharing a specific observation about their business with a useful resource or insight attached—no strings. Instead of asking for 15 minutes, give value that takes 2 minutes to consume. In a landscape of noise and sameness, being genuinely helpful is your competitive advantage. Start there, and the conversations you want will follow naturally.

Small tweaks in your sales script can turn “no thanks” into qualified sales calls. We reviewed a client’s outbound calls, made five key adjustments, and saw a 20% boost in engagement. Here’s what worked: 1. Start with a Permission-Based Opener Jumping straight into the pitch made prospects feel cornered, often leading to resistance. What We Changed: We switched to a permission-based opener like, “Hey, this is (name) from (company), we haven’t spoken before, I’m calling you out of the blue, but it'll take me 30 seconds to tell you why I called and then you can tell me if you even want to keep talking after that, does that sound fair” This gave prospects control and set a respectful tone. Prospects felt more comfortable and engaged when they had the option to continue, leading to smoother, more productive conversations. 2. Use “You” Instead of “We” The scripts were too brand-focused with “we” and “our” statements, making it sound impersonal. Shifting to “you” language made a huge difference. Instead of “We offer the best solution,” we said, “You deserve a solution that actually fits.” Prospects felt the call was about them, not us. 3. Add Specific Social Proof Generic claims weren’t cutting it. Instead of “We’ve helped hundreds,” we got specific: “Last quarter, we helped [X industry] achieve [result].” Specifics boosted credibility and helped prospects see the potential value for themselves. 4. Ask Open-Ended Questions Closed questions led to dead-ends. We replaced “Do you struggle with [problem]?” with “What challenges are you facing with [problem]?” This invited prospects to share more, making the conversation richer and helping us respond better. 5. Frame Price with Value Mentioning price early often scared people off. Instead, we tied price to benefits: “With an investment of $X, you can achieve [result].” Positioning price in correlation to perceived value kept the conversation moving forward. These small changes led to big improvements in qualified booked appointments. ___________________________________ Follow Dylan Rich for more tips on scaling your sales team

Kiran had 8 years of experience. Sarah had 18 months. Guess who became his boss? • - - When Kiran first met me, he was frustrated and confused. "I don't understand it, Meera. I've been here longer. I know the business better. But somehow Sarah got the promotion I've been waiting for." Here's what I discovered during our first session: - Kiran treated every meeting like a surprise test. - Sarah lined up support before meetings even started. The difference? Sarah did the work before the room, not in it. • - - I taught Kiran four strategies that transformed how he operated: INFLUENCE HAPPENS BEFORE THE ROOM → Map the stakeholders who matter most → Understand their priorities and concerns   → Plant seeds in 1:1 conversations → Build alignment before you need the "yes" Example: Before asking the CFO for budget approval, Kiran grabbed coffee and asked about his month-end close concerns. He then repositioned his proposal around time savings during close periods. By meeting day, the CFO was already nodding. TURN OBJECTIONS INTO ALLIES → Ask "What would make this a win for you?" → Address concerns privately, not publicly → Give people ownership in the solution → Let them feel heard before you push forward Example: The Head of Sales always blocked ops changes. Kiran asked him privately: "What would make this easier for your team?" Sales wanted faster processing for urgent deals. Kiran built in an express lane. Sales became his biggest advocate. MAKE DECISIONS FEEL INEVITABLE → Share context that leads to your conclusion → Walk people through your reasoning → Create moments where they connect the dots → Let them arrive at your answer independently Example: Instead of saying "We need to hire," Kiran shared the numbers: "Volume is up 40%, and we're at 320 orders per week with two people who can each handle 200." His boss did the math and concluded they needed to hire. She thought it was her idea. POSITION YOURSELF AS THE STRATEGIC THINKER → Start conversations with "I've been thinking..." → Reference broader company goals in your proposals → Connect your ideas to leadership's priorities → Show you see around corners, not just straight ahead Example: Kiran connected his ops idea to the CEO's retention goal: "Adjusting our fulfillment by 2 days cuts late deliveries 30%, which hits the renewal rate target from the town hall." His SVP pulled him aside: "I need you thinking at this level more often." Two weeks later, he was invited to the quarterly C-suite planning sessions - a room he'd been trying to access for 8 years. • - - Three months later, Kiran got promoted to VP of Operations. "Before, I'd walk in hoping to persuade," he told me. "Now I walk in knowing I already have." That's influence done right. • - - If you're ready to go from "best-kept secret" to "next VP," let's talk. DM me. *Client details changed for privacy. References available for serious inquiries.

Only 8% of buyers rate sales conversations as "very helpful." That's what new research found. I showed this to a prospect yesterday. His response? "Not our reps. Our conversations are great." Then I asked: "How do you know?" Silence. We decided to track what happened AFTER their demos. The data was WILD: - 70% (ish) of follow-up emails went unopened - 60% (ish) of sales materials were never downloaded - 80% (ish) of champions never shared our content internally - 90% (ish) of "checking in" calls led to zero progress They were having what THEY thought were "great conversations." But their prospects weren't finding them valuable enough to act on. This isn't just their problem. The modern buyer spends just 5% of their journey talking to salespeople. The other 95%? They're trying to build consensus internally. Without you. So we are changing up their approach: Instead of focusing on "nailing the demo"... We focused on what happens AFTER. Every sales call now ends with a digital room containing: - Only the content specifically requested - Tools the champion can use to sell internally - Collaborative space for all stakeholders - Anonymous Q&A for surfacing hidden objections The results I'm 99% we will help them hit? • Content engagement up by huge % • Deal velocity increase • Win rates jumping The best sales conversation isn't the one that impresses your prospect. It's the one that equips them to have better conversations when you're not there. Your demo isn't the finish line. It's the starting gun. What happens next determines everything. Are you still measuring success by how your calls go? Or by what happens after you hang up?