Preface

I started selling because I had no other choice.

I was stuck. Low-paying job. Bills I couldn't pay. A future that looked like every day before it. I didn't wake up wanting to be a salesman. I woke up wanting to not be poor.

So I took a job selling. Not because it excited me. Because it paid more than anything else I was capable of doing.

The first month was a disaster. I called people. I pitched. They hung up. I thought I was bad at it. I thought some people had the gift and I didn't.

Then something shifted.

I stopped trying to be impressive and started trying to understand.

I asked people about what they were struggling with. What they had tried. What they wanted. What kept them up at night.

The way they treated me changed. They stopped hanging up. They started opening up.

I realized something. People don't hate salespeople because they sell. They hate salespeople because salespeople don't care. They only care about closing.

The moment I flipped that and cared about whether this was right for them, everything changed. My closing rate went up. My income went up. More than that, my life changed.

I went from stuck to free. From broke to making money. From nobody to someone people listened to.

All because I learned one thing:

How people buy.

How people make decisions. What moves them. What stops them. What makes them trust you.

This book is the distillation of what I learned and what I've taught to hundreds of people at VerveSchool.

It's the mechanics of moving someone from no to yes. The frameworks that work. The language that moves people. The mistakes that kill deals.

Every concept in here has been tested in real conversations. Every framework has been used to close real deals.

If you apply what's in this book, you will get better at closing. Not a little. A lot.

But it won't work if you don't.

You can read this ten times and still be bad at sales if you never get on calls and practice.

The book is a map. The calls are the terrain. You have to walk it.

If you read and apply, this will change your life.

If you read and go back to what you've always done, this is just another thing you consumed.

Before you turn the page, decide.

Are you going to use this?

Because if you're just shopping for ideas, stop now.

If you're done being desperate and ready to operate without permission, keep reading.

The world moves for those who do.