Matt Ryder breaks down how to spot what separates closed deals from lost ones by recording and reviewing your sales calls. The small differences in how you talk to people who buy versus those who don't reveal patterns you can't see in the moment.
Record and review your calls. It annoys people and people hate listening to their own voice. But you have to record and review your sales interactions, even if it's just like an iPhone or your top pocket while you're talking to people. It's the only way that you will get better. And so you need to find the difference between the people you closed and the people you didn't. And you may think you're having the same conversation, but there might be small and subtle inflection differences in how you say things that are inducing different reactions from your prospects.
