Daniel Fazio describes a simple high-leverage tactic for generating more sales calls: have your closers send recordings of real sales calls, listen through them, note and tally every repeated question or objection, and use those recurring lines as the script/headline for a VSL (video sales letter) so the sales conversation is effectively happening in the VSL without the rep on the phone.
Here's the best trick of all time. You have a sales team. Listen to the sales calls. Because I want to tell you about the best VSL I've ever made in my entire life. I asked the closers, send me all of your sales calls for this. And what I did is I sat here for like 10 hours, 1.5 XP on all these calls, and I would write down the questions or objections that every single person would give us. If it occurred again, I'd put a tally next to it. So the VSL was effectively just a headline of what the offer was. I am having the sales conversation with the prospect already. They just happen to not be on the phone.
