Sales leaders should study recorded calls from their top closer instead of asking them to teach. Focus on three moments: the opening, when you introduce price, and the close. Extract the exact language they use and add it to your team's scripts so everyone sells the same way.
If you have somebody on your sales team or you're the person on your sales team who sells way more than everybody else, here's the way to get that person to help everybody else. Instead of asking them, hey, what are you doing different? Ignore what they say because most people are very bad at teaching. Instead, watch the game footage, watch them actually do the sales process and figure out what are the differences in terms of how they set things up, how they introduce price and how they close. Usually those are the 3 big points. Basically how they're introducing the call, how they're introducing the offer, and then ultimately how they close the price and the transaction. Or kind of the 3 points of greatest leverage in the conversation. And sometimes you can take the little things that that person says and put it into every script so that everyone becomes just like the top closer.
