Want to make sales calls feel natural and actually enjoyable? Approach them like you’re chatting with an old friend. Here’s the thing: People want to buy from someone they feel truly understands them, not someone pushing a script. When you go into a call with the mindset of building trust, everything changes. Focus on connection, curiosity, and real conversation instead of “making the sale.” Here’s how to elevate your approach so it feels effortless and drives real results: 1. Open with Genuine Curiosity – Kick off the call by asking about something beyond business—maybe a recent event they attended or a topic they mentioned earlier. Show that you remember details, and they’ll feel seen and heard. 2. Focus on Their Vision, Not Just Problems – Go beyond the usual pain points. Ask about where they want to go, their big-picture goals, and what achieving this means to them personally. This makes the conversation future-focused, exciting, and more motivating for them. 3. Reframe Objections as Opportunities – Instead of trying to overcome objections, dive into them as if you’re helping a friend work through a concern. “I hear you on [objection]. Tell me more about why this feels like a barrier.” This keeps the dialogue open and shows empathy. By focusing on connection over conversion, you’ll make every call feel authentic and seamless. This is about helping first, selling second—and the results will follow!

I had a client reach out to me and tell me that things were "really tough out there" and that he was having a hard time. This client came to the SOS Dojo because a mentor of his told him to join because he needed the practice and coaching to improve his sales. His attendance over the last several weeks has been 1/3 of the time. He's missed 67% of his "live" sessions. I have another client in the exact same industry (online fitness coaching) who shared with her Dojo group how business for her is at an all-time high. She's hired a new coach and is using the skills she's learning in the Dojo to help her team improve renewals. Is it "really bad out there"? What you think about you bring about. I choose to make my own economy. Members of the Dojo like Celine (and Emily, Jody, Shannon) seek solutions and make good things happen for their business. Do you want to create your own economy or will you be a victim? You always have a choice.

Your Fortune is in the Follow up. This isn't just a saying, it's a fact. The MOST EFFECTIVE Follow up method is also the hardest: Picking up the phone and dialing. DM's, Texts and emails don't hold a candle to using your smartphone for how it was originally intended. As a phone. Be smart. Use it. The fact is, your phone can feel like it weights a thousand pounds. For your Follow Up FORTUNE... Pick it up. Dial. TALK to people...LIVE. If you practice with LIVE role play, these follow up calls become way easier. Here's where you can come a do some LIVE role play. I'll see you in the Dojo!

Want to turn people off? Tell tell tell, pitch pitch pitch. People don't want to be sold. They want to feel in control and make a choice to buy. Do you want to run into stacks of objections? Keep pitching and pushing. There is a way to create a wave of gravity that tilts things towards you. You have to choose whether or not you want to learn and practice the skills. What would happen to your life if you had more people wanting to buy from you? What would you life look like? Stop turning people off. They can smell the "sell" from a mile away.

It's like a punch to the gut. And it hurts! You spend time with a "future client" (I call them "guest") and it's so obvious that they need you and your service/product. Then they say something like: "I can't afford it." "I'll need to speak to my spouse" or "I'm just doing my research." The saying goes: "If you fail to plan, you plan to fail." My question to you is: How prepared are you? When you are truly prepared, you will never be "worried" about objections and you won't "feel" a high negative emotional response that can cost you more than a sale. When you are ill prepared and an objection hits you in the face (or the gut...or worse) your response, especially your tone and body language will speak so much louder than the words you use. When Emotions Go UP, Intelligence Goes Down. It's now "what" you say. It's HOW you say it. 93% of the way we communicate is a combination of Tone (38%) and Body Language (55%). Most people are saying "some" of the right things...the wrong way! 🤦🏻‍♂️ If you want to be great at sales...don't be like "most" people. There's a reason the few dominate. They prepare and practice the right way, in the right place with the right people. Lack of preparation is a terrible excuse to fail at sales.