B2B Sales Part 1: Double Close Rates With These 3 Techniques

Are you showing up like a boss, a buddy, or a beggar? The way you speak determines your perceived status in every sales interaction.

Welcome to the first part of our special B2B Sales Training Series! Whether you’re a founder, a sales leader, or a quota-carrying rep, this five-part sprint will sharpen your pitch, shorten your sales cycles, and boost your win rate. In this kickoff, Tim breaks down the three most POWERFUL SALES TECHNIQUES every high-performer needs to master..

If you’ve ever felt like a deal slipped away, a pitch fell flat, or a call ran cold, this episode is your reset button.

Keypoints & Chapter Markers

00:00 – Series Intro: What to Expect in These 5 Power-Packed Episodes

01:04 – Technique 1

02:58 – Technique 2

04:14 – Technique 3

06:53 – When to Close Fast vs. When to Nurture the Deal

08:17 – Reminder: You’re Solving a Problem, Not Pitching a Product

09:13 – What to Expect in part 2

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About The Hosts:

• Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy: Instagram

About PEMA.io:

• PEMA.io is a Inc 5000 Outbound Marketing Agency specializing in Enterprise Sales & Appointment Setting. With over 7-years and 1,000+ clients served in the industry, PEMA is the leading agency for cold outreach appointments & systems. Learn more about PEMA.io here: www.pema.io/discover

Chapters

• 0:00 Series Intro: What to Expect in These 5 Power-Packed Episodes
• 1:04 Technique 1
• 2:58 Technique 2
• 4:14 Technique 3
• 6:53 When to Close Fast vs. When to Nurture the Deal
• 8:17 Reminder: You’re Solving a Problem, Not Pitching a Product
• 9:13 What to Expect in part 2

Transcript

00:00

Welcome to the B2B sales training series. We're going to have five fast focused episodes to help you close more deals this year, this month, this week, whether you're a founder, a sales leader or a sales professional, this is your shortcut to a tighter pitch and a faster. Yes. New episodes drop every single week on Thursday. So be sure to follow. And if you're tuning in mid series, I highly recommend starting from episode one. So let's dive in.

00:28

Welcome to the Takeover with Tim and Cindy where we show you how to dominate  every area of life  and business. Let's get winning.

00:37

Welcome to episode one of the B2B sales training series. In this kickoff, we're going to be breaking down the three must have techniques  for every single master salesperson. This is going to be tonality,  offer and deal momentum.  Now, if you're in this series and you want to close faster and more consistently,  this is where it starts. So make sure you're following the series because each episode builds on the last. Let's get started.

01:04

So number one is tonality and a lot of people talk about different tonality and all these tricks and then be curious and I'm going to make it really simple for you. Every single social situation you ever find yourself in,  there is a subconscious  knowing that is built off of tonality that categorizes you and everybody else  in every social setting into three different categories. That is the boss, the buddy  or the beggar. The beggar is seeking approval. The buddy is just a neutral peer and the boss is the one that people are

01:33

Seeking the approval  of and you do this through simple tonality of upward neutral or downward tonality now  a beggar or somebody seeking approval is gonna ask everything like a question Hi, my name is Tim. What's your name? Hi, my name is Tim. What's your name?  It goes up now a buddy appears gonna say hi, what's your name? Hi, my name is Tim. What's your name? You see how it's even  and then a boss is gonna have what's called a downward tonality at the end of his sentence like I did right there

02:03

It can be,  I'm Tim and your name is.  You see how it goes downward. Now,  this is something you can literally start practicing in every social interaction, every conversation you have. And you'll notice from relationships to friendships to meeting strangers,  having that downward tonality works incredibly well. So pause the video and just practice that, hi, my name's Tim and your name is. That's the approval singing.  Hi, my name's Tim and your name is. That's neutral. Hi, my name's Tim and your name is.

02:31

going down. You're really looking for that downward tonality. That tonality is going to  really establish you as a leader on the call. It's a subconscious thing that happens when you do it well. You're going to see that you have much more control over the calls and ultimately have people looking to you as the leader and the expert.  And the number two is having an offer that is focused on them, their language, solving their problem  and really them seeing your solution as the perfect

02:58

fit for their problem. The mistake most people make is they say, here's what my thing does, here's why my thing's great, and you should buy my thing. Now what we want to do here is number one,  use  their language. Listen on the discovery call, listen throughout the conversations you have with them. What is language that they're using?  And make sure when you're creating a pitch or creating an offer that you're using their language just so that it can connect with the way that they're thinking about this problem. Number two is

03:28

Focus on their problem. What is the problem that they have that they're coming to the phone to solve?  Your solution should show how it is solving their problem  step by step, not just here's my awesome thing and it does all these cool things and I hope one of them lands.  You should really be focused on what is their problem? What are they trying to solve? And position your pitch in a way that really indicates that you

03:50

understand their problem, you understand how to fix their problem, you've already fixed that same problem for other clients before,  and your solution feels like it is a solution to their problem,  not your cool thing that you want to sell.  Quick reminder, this is part of our five part B2B sales training series. If you haven't listened to the others,  hit follow and circle back when you're done with this episode.

04:14

Each episode built on the last so can master the entire B2B sales process from start to close.  That leads us into number three, and I talk about this a lot. is deal momentum. You have to keep the deal moving forward. Now there's a lot of  different pieces to this. I always want to ask for the sell when I do a pitch. I always want to make it very clear what the next step is.

04:39

and essentially say, hey, when would you like to schedule your onboarding? It's simple. And the next step will be for us to sign up and do your onboarding. When would you like to schedule that onboarding? Now, a lot of times they're going to say, well, I still have to do this. I have to make sure the numbers meet. Hey, my CEO loves this, but I got to get the CFO bought in. Great. No worries at all. Hey, earlier on the call, you told me that you needed to get this and this adjusted. Let me bring that back to my team.

05:06

I'm going to get the strategy updated for you and then we can do a follow-up call next week. How does Wednesday or Thursday look? So what I want to do is deal momentum is keeping the deal moving forward or as they say, always be calendar, always have that next meeting on the calendar.  The area that most people mess up is they do a pitch, they send the proposal, it goes great and then they hope the deal closes  and it's not going to close. I don't know why I'm getting ghosted these months.

05:33

just not be serious people. No, you have to keep the deal moving forward. You have to be the one to ask for the sale. You have to be the one to make sure it keeps moving forward. You have to make sure that there's CFOs bought in, that there are legal teams bought in, that you have to make sure their entire team's bought in. So that is your job to keep the deal momentum going forward, to get the key stakeholders bought in, and to always make sure that next step is scheduled. Now here's a pro tip. Most people...

05:58

Do not want to schedule the next call unless there is some kind of value they're going to receive out of it. So you always have to think through, hey, what is the next call that I want to schedule with them if it's not going to be the onboarding?  What are things that I can do to add value on my next call? Maybe there was questions they had on this call that I can frame as a reason to get on the next call or  developing the strategy with them or hey, they asked for a couple things. Don't give them everything.

06:24

on the call,  you can save that for the next call.  And ideally, if you have really good rapport, you're really building value and you keep the momentum going, what will happen is long as they know the next step  and they're clear on that next step and you keep that deal moving forward, the natural progression  of deal momentum is that people will end up saying, let's get started versus it having to be this one or two call close, which, hey, if you're selling a low end product, maybe your product's only 10K, 20K, maybe even 50K.

06:53

Yeah, you can close that on one or two calls. But if you have a more complex cell, like most B2B cells are,  you want to keep that deal moving forward until it just naturally is like them going, cool, let's get started. How do we sign up? So that's the three techniques, the tonality. You can start using that one today. I highly suggest you start practicing that downward tonality in all of your conversations. Make sure you're using that downward tonality and you might feel a little bit weird at first, but I promise you, you're going to immediately start seeing that you have

07:22

way more authority,  way more control in every single conversation.  The second part was make sure that your offer is  really focused  on their language, solving their problem versus you selling your cool thing with all your cool features.  And then finally, keep the deal momentum going and flowing.  You want to make sure that you're asking for the sale, but that you're keeping that deal going because you know what, if you've got a lot of key stakeholders in the process,

07:49

You're gonna have to get them on the call. You're gonna have to get them bought in. And the biggest thing is you wanna keep that deal moving forward by  offering value on your next call.  That's how you get  the next call. This needs to be where the offer is. Now, before I walk you through how to do that offer,  I want you to think about when other people have sold things to you, when people  rattle off all these cool things that it has, but none of it really connects or resonates with what you wanna solve and your problems and your desires.

08:17

Does it really matter how much value they're giving you? No, it really doesn't. But on those calls where you really feel like this person understands you, they understand your problem, they can solve your problem, they've already solved your problem for other clients before, you have a feeling of trust with them, you've some rapport with them,  you want to sign up because you want to get your problem solved, you want to get that outcome.  And that is the biggest thing is think about the times you've been sold.

08:44

It wasn't because of all of the cool features it had.  I mean, maybe on a low, low price offer, but really for a solid solution, you wanted the confidence and you wanted the feeling that this was going to solve your problem. The way that you do that is with  using their language.  It's with having very, very big clarity on their problem  and understanding what they've tried to solve their problem, what they're thinking about to solve their problem so that you can position your solution.

09:13

as the solution to their problem, not as your cool thing that they should just buy because it's cool. Thanks for listening to this episode of the B2B sales training series. Now make sure to apply what you've learned today  on your calls to keep the momentum going.  Next week's episode is going to drop on Thursday, so make sure you're following the show so that you don't miss out when we're dropping new episodes. And  if this helped you out at all, make sure to share it with somebody else

09:42

that could benefit from leveling up their sales games, whether an entrepreneur, sales professional, or a sales leader.