Why Broke People Love Long Explanations - Ep. 97

2025-12-03

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Want to steal my Objection Handling Cheat Sheet? ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Most reps think more talking equals more persuasion. That’s backwards. In this episode I explain why long explanations are the poverty signal — and give a simple mechanical framework to shut up, ask better questions, and close more.The focus of this episode is to help you recognize that getting your customer to close is more valuable than spending time trying to build value and rapport with them. You can do thes...

Want to steal my Objection Handling Cheat Sheet? ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Most reps think more talking equals more persuasion. That’s backwards. In this episode I explain why long explanations are the poverty signal — and give a simple mechanical framework to shut up, ask better questions, and close more.

The focus of this episode is to help you recognize that getting your customer to close is more valuable than spending time trying to build value and rapport with them. You can do these things AFTER they are closed.

The sequence to ensuring your success is ->

Intro -> Discover Pain Point -> Resolve Pain Point -> Close -> Build more Rapport

I hope you enjoy.

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