How to close sales calls like a millionaire

The worst cold calls feel like you’re trying to take something.

The best ones feel like you’ve got something they’d be crazy not to grab.

Here’s exactly how I (and founders I work with) close cold calls in under 20 minutes

even without a product, a website, or a team.

Start the call right.

Assume they’re already interested…because they are.

You’ve exchanged DMs or emails. They’re on the call so they’re curious.

Now your job is to excite them.

This isn’t an interview or a pitch battle. It’s a conversation to help each other.

Introduce yourself.
Share your journey, what you’ve built and why it drives you. Tell them why this mission matters and let them feel your passion.

Think about it. You’d much rather fly a plane with a pilot that has a deep passion for flying. The same applies for your customers. They want to work with someone obsessed with what they do.

Hand it to them.
Ask about them.

• What do they love about what they do?

• What’s their story?

• Have they worked on anything similar before?

• How did those go? What worked, what didn’t?

1. Sell the sizzle not the steak

When it comes to you to introduce yourself. You should be prepared.

Sell the mission if you haven’t already. Why this excites you so much.

Imagine it like this. You’d much rather jump on a plane with a pilot that’s obsessed with planes… than a pilot that doesn’t really like them.

Then sell the future they want to live in.

“[previous client] was in the exact same position as you. I worked with him for [x time] and now they [desirable result] without [common friction point].”

or if you don’t have case studies yet

I’ve spent the past [x time] studying [problem/industry] and I’ve become and expert in [desirable result] without [common friction point].

2. Extract the Truth

After step 1, ask them

“Is that something you're trying to solve?”

If not. Ask what is.

Once you have their pain point and they’re curious… go deeper.

Ask:

• “What’s been the biggest blocker for you recently?”
  

• “Have you tried anything already?”
  

• “If this problem vanished overnight, how would life look different?”

You aren’t just trying to sell something. You genuinely want to understand the problem to know if you can help.

The last thing you want is a situation where you can’t help to the standard you should. Reputation is everything. be honest and do a good job.

And make sure they know that!

4. Position as the Shortcut

Now match your offer to their pain.

“Sounds like you’re sick of [wasting time / doing it all solo / the guessing game].”

“That’s why I’ve studied and specialised in [skill] to shortcut all of that and get you [outcome] in half the time.”

5. Make the Ask

“If I could show you how we’d do this together in the next 30 days, would you want to see what that looks like?”

Then… say nothing. Count to 8 in your head.

Columbia Business School found close rates jumped 32% when salespeople paused for 8+ seconds after asking.

And then, once they say yes…

Tell them your offer.

What if they say no?

Great! You have experience under your belt. Try and get a date from them where you can follow up again and check in to see if circumstances have changed.

Most people never try.

Not really.

They give it a bit of effort.

Procrastinate a bit.

Miss a few opportunities because of fear.

Then tell themselves “the timing isn’t right”

But the timing couldn’t be better than now.

It feels risky to quit the job.

To post the idea.

To take that first step.

But what’s the real risk?

Continue living a life you aren’t satisfied with?

Staying in the job you hate.

Letting the business idea rot while watching others live their dream?

The thing you’re avoiding…

Might be the thing that changes your life.

This is your nudge.

Go all in. Take the risk.

And give it your best shot.

If you give it your best. You will have nothing to regret.

Do you remember this dreamer?

I met him while he was loading the back of a Pret truck.

He told me his dream was to start a football podcast.

You could sense the passion. but you could also sense the doubt.

I could tell. he didn’t really believe it was possible.

But you backed him.

Hundreds of thousands of people blew his pages up.

And he’s been living that dream ever since.

But last night it got even crazier.

Jordan was on ITV News.

Sharing his journey. Talking about our encounter…

And telling the world how he made it happen.

This is the impact we’re having.

When we come together we can change peoples lives.

Just think.

If we hadn’t met... If you hadn’t supported him...

He’d probably still be driving trucks.

So thank you.