Are you having a hard time getting people to agree to your meetings?

Well, it could be because of the paradox of choice. 

Lots of studies have shown that actually the more choices we get, the more paralyzed we become in making those choices. 

So why not do what I do when I close for a meeting? 

Don’t give choices. Only give one option. Don’t say, “Are you free on a Tuesday or a Thursday?” Just ask if they’re free on Tuesday. And if they’re not, stay silent and let them offer up another time that they’re free. 

By having them self-select their choices instead of wading through yours, they’re more inclined to engage and they’ll be more decisive. 

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Are you struggling to keep your prospects on the phone during cold calls?

Don’t cave to the temptation to rush!

Achieving cold call success does not come from talking faster—it comes from slowing things down. While it might feel counterintuitive, a slower, more deliberate pace can make all the difference in keeping a potential customer engaged.

When we’re nervous about being rushed off the phone, our natural instinct is to speed up our speech. We cram in as much information as possible, hoping to grab the listener’s attention before they find an excuse to cut the call short. However, this rapid-fire approach often backfires, making it easier for the prospect to interrupt and end the conversation with a polite, “Sorry, this isn’t a good time.”

The key to cold call success lies in adopting a more measured tone—think molasses, not espresso. Speaking more slowly and with a touch of warmth in your voice creates an atmosphere that’s harder to interrupt. It gives the conversation a smoother flow, making it less likely for the listener to find a convenient pause point to disengage.

Slowing down shows confidence and control, which can help establish trust. A calm, steady cadence signals to the prospect that you’re someone worth listening to, rather than someone rushing through a generic sales pitch. This deliberate approach keeps them on the line longer. Plus, it also lays the groundwork for meaningful, productive conversations.

So, the next time you’re on a cold call, resist the urge to race through your script. Instead, take a breath, slow down, and let your voice convey authenticity and professionalism. By doing so, you’re setting yourself up for better engagement—and ultimately, greater cold call success.

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Still unsure whether your prospect has the access to power needed to move your deal forward? Quick tip Closer: The answer might be sitting right on their desktop.

We sales professionals often spend a lot of time analyzing org charts. We love to map out decision-makers and influencers within a company! But there’s a hidden advantage to requesting an org chart early in the sales process. It can be a direct clue as to whether your prospect has real decision-making authority within their organization.

Here’s why: not everyone in a company has easy access to an org chart. Typically, only those individuals responsible for staffing choices – including hiring, firing, and budgetary decisions – will keep and org chart readily available on their desktop or in their inbox. Those are the people who will have the access to power you need to move a deal forward – and eventually close.

So, what can you do with this knowledge?

Try this simple yet effective strategy: early in the sales conversation, ask your prospect to send you a copy of their company org chart.

If they can quickly provide it, that’s a very strong sign they have visibility into company structure—likely signaling decision-making authority. But if they hesitate, delay, or can’t provide it at all, it may indicate they lack the access to power necessary to approve a deal. That should be your cue to adjust your strategy and work your way up the food chain.

By using this approach, you can gain a clearer picture of where your prospect stands in the decision-making process and company hierarchy. This will help you navigate the sale more effectively!

Next time you’re qualifying a deal, remember: access to power isn’t always about a title. It’s about who has the right information at their fingertips.

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Are you looking to get people to open up more at your next meeting? 

Well try making them the subject matter expert for a change. 

We’re always so desperate to show credibility at these meetings. Why don’t we let the other person feel credible and ask them questions about their industry – not our industry – but the world that they come from. 

By asking them questions on topics that we don’t have a great understanding of, it kind of puts that person in a place where they get to be the expert and they get to teach us about their world. 

By doing so, they’ll feel good about the conversation and know that they’re being heard. 

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Struggling to find urgency in your sales pitch?

You’re not alone. At Hoffman, we always say that sales is the art of creating urgency where none exists! Many sales professionals really struggle with this, but here’s a Hoffman Hack: shift your focus to the post-sales experience. When deciding how to write a sales pitch, shift your perspective to see it from your buyer’s point of view – and emphasize what happens after the sale is made.

Your Buyer Only Cares About Results

People are less interested in what your product or service does – and more captivated by how they will use it and the benefits they’ll reap. So, when crafting your pitch, highlight how your prospect will actually use your service after the purchase. This approach helps you create a more compelling narrative that resonates with your buyer. It’s the secret sauce of how to write a sales pitch that truly stands out!

By focusing on the post-sales experience, you draw attention to the best part of the process: actually getting the goods and seeing the benefits.

Paint Them a Picture

Imagine you’re selling a software solution. Instead of delving into all the technical features, paint a picture of how much easier your prospect’s life will be once they’re using it. Show them the transformation – the time saved, the hassle reduced, the efficiency gained. This narrative can create a sense of urgency and make your pitch more impactful.

Get Personal

Another important aspect of how to write a sales pitch is to make it personal. Connect with your prospect on an emotional level. Share success stories or case studies of similar customers who have benefited from your product. This makes your pitch more relatable – and capitalizes on the value of 3rd-party endorsement.

Mastering how to write a sales pitch is really about shifting the focus from what your product is to what it does for the customer post-purchase. By helping them imagine the positive outcomes and real-life applications, you can craft a pitch that not only captures interest but also drives action.

And that’s your Hoffman Hack for today.

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Happy Selling!™

Not happy with your cold call response rates? You might want to travel south.

The issue with many cold call messages is that they are all focused on the brain, which is not the ideal place to target when prospecting. We spend so much time trying to build messages filled with value and benefits, but before we can get someone interested, we have to get their attention first. And what better way to do that than by talking about the only topic they care about: themselves.

Focus on the Prospect

To improve your cold call response rate, resist the temptation to jump straight into a value proposition or elevator pitch in your initial contact. Instead, focus on the prospect. By making them the center of the conversation, you can capture their attention and pave the way for a more meaningful dialogue.

Build a Personalized Script

When crafting your cold call script, start with a personalized approach. Address the prospect by name and reference something specific about their business or industry. This shows that you have done your homework and are genuinely interested in their needs. Personalization is key to increasing your cold call response rate.

For example, instead of saying, “Our product can help you increase efficiency,” try, “I noticed that your company recently expanded its operations. How are you managing the increased workload?” This personalized touch makes your message more relevant and engaging, increasing the likelihood that the prospect will respond.

Get Curious

Next, as you chat with your prospect, make sure to ask open-ended questions. Encourage your prospect to share more about their challenges and goals. This helps you gather valuable information and also demonstrates that you are interested in understanding their unique situation.

Boosting your cold call response rate involves shifting the focus from your message to the prospect. By personalizing your approach and making the conversation about them, you can capture their attention and set the stage for a successful interaction.

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Are you looking to spark deeper engagement in your discovery calls? If so, consider holding off on diving into project details right away.

It’s natural to want to jump straight into the specifics of the deal—after all, that’s why you’re having the conversation. But here’s the problem: as soon as you shift into project talk, the discussion can quickly become tactical, bogged down in details, and stuck in the weeds. When this happens, you risk missing out on the bigger picture—the real motivations behind why your prospect is considering change in the first place.

So, what’s the solution?

Try this approach: resist the temptation to talk about their project for at least the first 15 minutes of your discovery call. Instead, focus on the broader context of what’s happening within their organization. Ask about company-wide initiatives, leadership priorities, and strategic goals. This not only helps you establish a higher-level understanding of their needs but also allows you to position your solution as a key piece of their larger business strategy.

By taking this step back, you gain valuable insights into what’s truly driving the decision-making process. You also build rapport and establish credibility, making it easier to guide the conversation toward value—rather than getting stuck in feature-heavy discussions too soon.

So, next time you’re running a discovery call, slow down. Give yourself the space to explore the bigger picture before zooming in on the specifics. You’ll find that when you do finally shift to project details, you’ll have a stronger foundation to drive meaningful, high-impact conversations.

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Wondering how to build rapport in sales?

Building trust and connection with your prospects is essential for successful closing. Instead of diving straight into their pain points, try a different approach.

Many sales strategies emphasize “selling to pain,” but constantly focusing on pain can make your prospects feel like they’re at the dentist—something they’d rather avoid.

Instead, initiate your conversations by highlighting the positive aspects of their business. Acknowledge their growth, expansion, and the strengths of their products. This creates a more positive atmosphere and helps you build rapport in sales effectively.

Once you’ve established a good connection and there’s a sense of trust, you can gradually transition into discussing areas where they may need help or improvement. This approach not only makes your prospects more comfortable but also shows that you genuinely care about their success.

When seeking to build rapport in the sales process, it’s important to listen actively to your prospects. Remember to be a student – curious, calm and attentive. Show genuine interest in their challenges and achievements. Ask open-ended questions that encourage them to share their experiences and opinions. This not only helps you understand their needs better but also leverages Social Paradigms® to create a higher social value for you.

Remember, building rapport in sales is not just about closing deals; it’s about fostering long-term relationships. By focusing on the positives first, you can create a strong foundation for meaningful conversations that lead to successful outcomes.

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Are you having a hard time getting your customer’s cell phone number?

How about trying a minor major close?

A minor major close is a technique you use when you want something significant, like a cell phone number, but you get it by making it seem like it’s no big deal. This strategy can be incredibly effective in building trust and making the ask feel more natural.

So, how do we do that? We do that by offering our number first. If I’m going to give you my number and make it seem like no big deal, then me asking for yours shouldn’t be a big deal either. This simple yet powerful approach can open doors to more personal communication with your customers.

Here’s a step-by-step guide on how to use the minor major close effectively:

1. Wait for the right moment: Timing is crucial. Wait until you have scheduled a meeting or some significant call to action or next step. This ensures that there is already some level of commitment and rapport established.
2. Frame the request casually: When the moment is right, initiate the conversation casually. For example, ask your customer, “Are you in front of your computer, Bob?”
3. Lead by example: Once you have their attention, offer your number first. Say something like, “My cell phone number is (617) 555-1212. What’s yours?”
4. Wait and see: By offering your number first, you create a sense of reciprocity and make it easier for your customer to share their number. You’ll be surprised at how many cell phone numbers you start to get with this little approach.

Using the minor major close can be a game-changer in your communication strategy. It not only helps you get the information you need but also fosters a sense of trust and openness with your customers. Give it a try and see the difference it makes in your interactions.

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Want to know the best way to close for a meeting with a prospect? It doesn’t need to be difficult!

The answer is in using what is known as a direct close. 

Your direct close for a meeting will need to include two things beyond just closing for the meeting. You will need to be transparent and clear on when this meeting request expires. For example, are you asking to meet sometime within the next week? Next, you should specify how long you intend for the meeting to last. People can’t agree to anything unless they know what they’re agreeing to, so being vague about timing or commitment will work against you in this moment.

So next time, instead of saying, “When are you free to meet?” Say, “What is the easiest way to schedule 30 minutes on your calendar this week?” This way the prospect knows up front how long the meeting will last and in what timeframe you want the meeting to occur. Armed with this information, there’s very little friction that would prevent the prospect from saying “yes.”

By giving the customer that level of specificity, you will make it easy for them to make a decision. And as far as I’m concerned, when I’m closing for meetings, I prefer to leave all the ambiguity to the side. 

Closing for a meeting is a vital step in the process of progressing a deal into the pipeline. Practice these tactics enough and they will become second nature.

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