Denise Griffitts - Your Partner In Success™ Radio!

The Sales Pre-Call Playbook: How Top Closers Prepare to Win Before the Conversation Begins with Ben Gay III and Denise Griffitts

Today's conversation is about one of the biggest differences between average salespeople and elite closers. Great salespeople don't wing it. They don't hope the conversation goes well. They prepare before they ever pick up the phone.

We're talking about creating your own personal pre-call playbook—a simple but powerful system that helps you walk into every sales conversation with confidence, clarity, and purpose.

The first part of that playbook is your pre-call brief. This isn't a complicated document. It's a one-page snapshot that tells you exactly what you need to know before the conversation begins.

Start with a quick summary of the prospect. Who are they? What business are they in? What challenges are they facing? What do you already know about them?

Next, think about the objections you're most likely to hear. Price? Timing? Authority? Competition? If you've already considered those concerns before the call starts, you're far less likely to be caught off guard.

Then define your target outcome. What would make this call a success? Is it closing the sale? Scheduling a demonstration? Setting a follow-up meeting? Every conversation should have a clear destination.

Finally, identify your fallback position. If you don't reach your primary objective today, what's the next best outcome? Too many salespeople think in terms of win or lose. Professional closers think in terms of progress and connection.

Another important habit is writing your plan down.

Something interesting happens when you commit your thoughts to paper—or even to a digital notebook. You're no longer just hoping the call goes well. You're making deliberate decisions before emotions enter the picture. Writing forces you to think more clearly, organize your strategy, and enter the conversation with far more confidence.

It's also smart to spend a few minutes on scenario planning.

Ask yourself, "What are the three most likely ways this conversation could unfold?"

Maybe the prospect is ready to move forward immediately. Great—what are your next steps?

Maybe they're interested but hesitant. How will you uncover what's holding them back?

Or perhaps they tell you no right away. What's your response? Can you uncover the real reason, or is there a way to leave the relationship on a positive note for future opportunities?

When you've already considered these possibilities, you're much less likely to react emotionally in the moment. Instead, you'll respond thoughtfully and professionally.

The 15-minute Rule

Fifteen focused minutes before an important sales call can completely change the outcome.

In those fifteen minutes, you can research the prospect, review previous conversations, define your objective, anticipate objections, prepare a few thoughtful questions, and mentally rehearse how you'll open and close the conversation.

Most salespeople skip this step because they're busy. Elite closers make time because they know preparation is often what separates a successful call from a missed opportunity.

The conversation may last thirty or sixty minutes, but the quality of those fifteen minutes beforehand often determines how the entire meeting unfolds.

Get your copies of The Closers books at Ronzone Books on eBay.

SPONSORED BY: Today we would like to thank today's sponsor, Frederick J. Fisher.

Fred is a nationally recognized attorney, author, and risk management expert who has spent decades helping professionals protect their businesses, understand liability, and navigate the challenges that come with leadership and growth. Through his books, consulting, and educational resources, Fred helps business owners and professionals identify potential risks before they become costly problems.

That same principle applies to sales. The best closers don't wait for surprises—they prepare, anticipate challenges, and walk into every conversation with a plan.

To learn more about Frederick J. Fisher and his work, visit his website at Fisher Consulting Group or Linked to connect with him.

FISHER CONSULTING GROUP | Fisher Consulting Group, Inc.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

Values-Based Leadership in the AI Era with Laura Thompson

Transforming leaders and organizations around the world, my guest today on Your Partner In Success Radio, Laura Thompson is a Fortune 500 advisory coach, executive advisor, and author dedicated to helping leaders thrive in today's rapidly evolving business environment.

Her work centers on values-based leadership, organizational transformation, human-centered decision-making, and preparing leaders for what she calls the Intelligence Age—where technology, AI, and constant disruption require leaders to become more adaptable, resilient, and purpose-driven than ever before.

Rather than simply helping organizations survive change, Laura teaches leaders how to transform uncertainty into opportunity by building cultures rooted in trust, meaning, courage, and shared values.

Her mission is to help professionals create meaningful impact—not only within their organizations but also within their families, communities, and personal lives.

Connect with Laura Thompson: Website | LinkedIn | Amazon

SPONSORED BY: This episode is sponsored by Damon Lembi and Learn It All Press. Damon is not only a guest on the show, but also a leader who helps experts transform their knowledge into books that strengthen credibility, elevate their message, and create new opportunities. Learn It All Press exists for leaders who have something meaningful to say and want to say it well. Damon helps leaders turn their expertise into books that build trust, authority, and visibility. If you’re ready to shape your message into something lasting, Learn It All Press can help. https://www.learnitallpress.com/

 

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

Bradley Rausch - Why Growth Get's Heavier as You Scale. How leadership personality directly influences customer experience and retention.

Bradley Rausch helps founder-led businesses grow by improving what happens after the sale. While many companies focus on getting new customers, Bradley focuses on keeping them engaged, successful, and eager to return.

Drawing on his background in high-ticket sales, he helps businesses create better onboarding experiences, strengthen client relationships, increase referrals, and improve customer retention. By building systems that guide clients to success, Bradley helps founders increase profit per client, reduce day-to-day chaos, and scale their businesses without sacrificing the customer experience.

Connect with Bradley Rausch: Website | LinkedIn | Instagram

SPONSORED BY: Today's episode of Your Partner In Success Radio is brought to you by Cynthia Kay, better known as CK. A communication strategist, speaker, and business advisor, CK helps professionals communicate with greater clarity, confidence, and impact. Her practical approach helps business owners, leaders, and sales professionals build stronger relationships, earn trust, and create better business results. Watch for her upcoming book, Connect. Communicate. Close., which will soon join Ben Gay III's The Closers series alongside other respected sales and business classics. To learn more about CK and her work, visit CynthiaKayBiz.com.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

The Four Types of No — And Why Only One of Them Is Final... Continued

Last week on The Closers Inner Circle Podcast, Ben Gay III and I broke down objections. This week we go one step further — into what happens when the objection becomes a "no."

Because here's what most salespeople never learn: there isn't one "no." There are four. 1) Not now. 2) Not this version. 3) Not this price. 4) Not ever. Each one demands a completely different response — and confusing them is how good closers walk away from deals that were never actually dead.

▸ Rejection is intelligence, not a verdict. Amateurs hear "no" and file the deal under lost. Closers hear "no" and start reading and going back through conversations — because buried in that answer is a specific diagnosis of what still has to change before the next attempt.

▸ The infiltration parallel. A failed entry doesn't mean the target is permanently inaccessible. It means this approach, at this time, wasn't right. The professional regroups, adjusts, and comes back — same instinct, different battlefield. This is Sales Infiltration in its purest form. (Page 257 in The Closers, Pt 1 - the most important work that Ben has ever written)

▸ The reversal window. A significant share of "no" decisions flip within six to twelve months, once budgets reset, people move, and priorities shift. The only closers who are there to collect are the ones who stayed in the relationship — professionally, patiently — the entire time.

The objection is the conversation. The "no" is the map.

You can find The Closers Books (AKA as the Sales Bibles) at Ronzone Books on eBay.

SPONSORED BY: This episode is sponsored by Bradley Rausch.

Ben and I spent today on what to do when someone tells you no. Bradley works the opposite problem.

If you run a coaching or consulting offer doing six to seven figures, you might not have a lead problem — you have a "what happens after yes" problem. Bradley helps founder-led programs fix onboarding, renewals, and referrals, so every good client is worth one and a half to two times more, without cranking ad spend.

Learn more at bradleyrausch.com.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com

I am Denise Griffitts, and this is Your Partner In Success Radio.

Today I'm joined by Dr. Tom DuFore, founder and CEO of Big Sky Franchise Team, an award-winning consulting firm that has helped more than 600 businesses grow through franchising. Tom is an entrepreneur, franchise expert, author of Virtuous Business: A Model Approach, and host of the Multiply Your Success podcast.

Throughout his career, Tom has advised well-known brands including Jamba Juice, Two Men & A Truck, and Matco Tools, while helping entrepreneurs determine whether franchising is the right path for sustainable growth. His leadership philosophy centers on building win-win relationships, professional excellence, and continuous improvement.

Building a successful business isn't simply about getting bigger—it's about creating systems, leadership, and values that can grow without losing what made your company successful in the first place. Dr. Tom DuFore reminds us that franchising isn't the answer for every business, but when approached thoughtfully and strategically, it can become an incredible vehicle for long-term growth. His emphasis on ethical leadership, continuous improvement, and creating win-win relationships offers valuable lessons for every entrepreneur, whether they ever franchise or not.

If you've ever wondered whether your business is ready to scale through franchising—or how to grow while staying true to your core values—you'll want to stay with us.

Connect with Tom DuFore: Website | LinkedIn | Amazon: Virtuous Business: A Model Approach

SPONSORED BY: As entrepreneurs grow their businesses, protecting what they've built becomes just as important as building it. My sponsor today is Frederick J. Fisher of Fisher Consulting Group. Frederick works with professionals, business owners, and organizations to identify and manage risks that can impact their success. Through his expertise in professional liability, risk management, and claims prevention, Frederick helps leaders make smarter decisions to protect their reputation, their assets, and the businesses they have worked so hard to build. You can find his book 'Claims-Made Insurance - The Policy That Changed the Industry: A Deep Dive, Review, and History' on Amazon.

We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
Stay Connected
Website: Your Partner In Success Radio
Email: mail@yourofficeontheweb.com