TCF964: Don’t Sell Past Yes - Leave Meat on the Bone

Nov 14, 2024

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Tom shares a crucial lesson on effective sales strategy: the importance of not selling past “yes.” If you’ve ever lost a sale by over-explaining or upselling at the wrong time, this episode is for you. Tom dives into how to recognize that sweet spot in a sale and emphasizes the value of leaving some “meat on the bone” for upsells after the initial agreement.

Episode Highlights:

[00:00] - Opening story: Losing a sale by selling past “yes”
[01:27] - The risk of over-explaining and how it creates doubt
[02:52] - Why keeping things simple closes deals faster
[03:44] - The idea of “leaving meat on the bone” and timing upsells
[04:43] - Empowering crew leaders to upsell and add value
[06:09] - Examples of helpful upsell conversations with clients
[07:33] - Training crew leaders and how upsells raise their leadership skills
[08:32] - Success story: Crew leader generates a significant upsell
[09:54] - Using upsells to fill schedule gaps and boost profits
[10:47] - Commission structures for upsells and building a motivated team
[12:05] - Creating an upsell mindset within the team without being pushy
[14:08] - Real impact of small upsells on profitability
[15:33] - Final advice: Train your team, leave meat on the bone, and don’t sell past “yes”

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