The Secret That the Top 2% of Sellers Know That You Don't

6 snips

Mar 4, 2025

Unlock your sales potential with smarter calendar management. Discover why follow-ups need prime scheduling for success. Dive into the secret of treating sales training like an athlete's practice. Learn the math behind call durations that can save you thousands. Find out when to book calls for maximum client availability and why reviewing your own calls is crucial. Plus, explore the importance of strategic breaks to maintain high performance. Get ready to elevate your sales game!

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ADVICE

Effective Follow-Up Scheduling

Schedule follow-ups strategically, avoiding prime sales call slots.
Shorten follow-up calls by setting clear outcomes and intentions beforehand.

ADVICE

Prioritize Sales Training

Schedule dedicated time for sales training, just like athletes schedule practice.
Don't rely on no-shows or open slots; prioritize training for consistent improvement.

ADVICE

Optimize Call Times

60-minute sales calls are optimal; shorter calls reduce conversion rates, and longer calls decrease client engagement.
Avoid scheduling calls on the half-hour mark to maximize appointment slots and revenue.

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Episode Highlights:

[00:00] The Calendar Mistakes Costing You Sales
Ryan and Brook break down why most salespeople and business owners fail to maximize their calendar—and how simple scheduling changes can skyrocket your conversion rates.
[02:29] Follow-Ups: The Right and Wrong Way to Schedule Them
Think follow-up calls should be slotted in wherever there’s an opening? Think again. Ryan and Brook explain why placing follow-ups in prime sales slots is a massive mistake and how to optimize your schedule for success.
[07:22] Sales Training Isn’t Optional—It’s Scheduled
Most salespeople wing it on calls instead of training. Ryan reveals why treating sales training like an athlete treats practice is the difference between winning and staying average.
[13:15] The Hidden Math Behind Your Call Times
Booking calls at the wrong intervals can cost you thousands. Brook shares the data-backed reason why 60-minute calls outperform longer sessions and why shifting call slots can instantly boost revenue.
[18:36] When Should You Actually Be Taking Calls?
If you're booking calls based on your convenience instead of when your ideal clients are available, you're losing sales. Ryan and Brook show how one simple shift saved a client’s business.
[21:46] The Pro Move: Listening to Your Own Calls
Top sales performers review their game tape. Are you? Ryan lays out why call recordings are the most valuable tool for improving your sales skills—if you actually use them.
[28:57] The Break Hack That Keeps You Performing at a High Level
Too many sales calls without breaks lead to burnout, but too much downtime kills momentum. Brook and Ryan share their personal strategies for optimizing energy between calls without wasting time.
[34:42] The Top 2% Rule: How Calendar Optimization Sets You Apart
98% of salespeople don’t do this. Implementing just a few of these scheduling tweaks puts you ahead of nearly everyone else in the game.

Links Mentioned:

Coaching Equation Podcast Website – Visit coachingequation.com to browse episodes, leave a review, or send a voice message with your thoughts!