Stop Overselling! Talk Less… CLOSE MORE!! Interview Pt. 2 of 3 With Eddie Ernst

In Part 2 of 3 of this sales-focused series, Jerry is joined again by sales expert Eddie Ernst for a deep dive into refining the sales process. Eddie shares insights from his latest sales training approach, emphasizing the importance of direct questioning, maintaining control of conversations, and avoiding the pitfalls of "word vomit" that create uncertainty.

Key Takeaways:

• Better Questions = Better Results: Eddie explains how shifting to a more direct, authority-driven approach—forcing prospects to sell themselves on why they need help—leads to stronger buy-in and filters out uncommitted leads.

• Avoiding Overselling: Jerry and Eddie discuss how untrained salespeople often talk past the close, creating confusion rather than clarity. The solution? Ask targeted questions, listen actively, and shut up after asking.

• Controlling the Conversation: Learn why "earning the right to interrupt" is critical—and how letting prospects ramble unchecked can derail a sale.

• Detaching from the Outcome: Eddie reveals why you "can’t want it more than the prospect" and how to spot when someone isn’t truly ready to commit.

• Healthcare Parallels: From physical therapy to biz ops, the duo breaks down why foundational sales principles (like triaging leads upfront) prevent no-shows, cancellations, and burnout.

Tune in for actionable strategies to tighten your sales process, eliminate wishy-washy prospects, and drive meaningful conversions—without manipulation. And stay tuned for Part 3, where Jerry and Eddie role-play these tactics live!

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!