@danielfazio said something that’s always stuck with me: how easy things actually are, and how much we get in our own way just to avoid doing the simple shit that changes everything. redoing your logo for the 4th time instead of just sending 1,000 cold emails. tweaking your bio instead of picking up the phone. “researching the best crm” none of that is actual work. it’s avoidance. the faster you can cut the bullshit, the faster you actually see a result. it was never complicated. people just keep making it complicated so they don’t have to feel the discomfort of doing the simple thing.

sales Jedi mind trick “we’re not interested.” most people hear that and either push harder or give up. socratic questioning does neither. it asks questions that make them explain the “no” back to you, until you hit what’s actually going on underneath it. - “totally fair, what makes you say that?” → “we just don’t have the budget right now.” - “is it that there’s no budget at all, or that it’s not budgeted for this specifically?” → “we’d have to move things around.” - “what would need to happen for it to be worth moving things around?” → “if it actually solved the problem we’re dealing with right now.” - “what’s the problem you’re dealing with right now?” → and there it is. the actual conversation. you started at “not interested” and four questions later you’re talking about their real problem, not a brush-off. that’s not persistence. that’s just refusing to accept a vague answer as a final one. most people can’t explain their own “no” past the second question. that’s how you know it was never really a no.

hormozi’s sales tactics pulled together from what he’s actually taught across his content: the CLOSER framework, his core method: - c: clarify why they’re on the call. understand what they’re hoping to get out of this conversation before you say anything else - l: label the problem. name it plainly so both of you are working off the same understanding - o: overview past pain. dig into what they’ve already tried and what didn’t work, this is what he calls the “circle of pain” - s: sell the vacation, not the flight. sell the outcome and the transformation, not the mechanics of how you deliver it - e: explain away every concern. handle objections before they even fully form, using the AAA method below - r: reinforce the decision. after they say yes, address the buyer’s remorse that shows up immediately, don’t just hang up and move on the AAA framework for objections: - acknowledge the objection by repeating it back, shows you actually heard it - associate it with other clients who felt the same way before they bought - ask a follow-up question that surfaces the real objection underneath the stated one “identifying the enemy,” his framework for building urgency in discovery: - get the prospect to vent about what’s not working before you ever pitch - ask what they’ve already tried, and let them talk through every failure - position yourself as the solution by explaining exactly why those past attempts didn’t work his rules for objection questions: - the person asking questions is in control of the conversation, not the person talking the most - no one can disagree with a question, it keeps things collaborative instead of combative - frame their objection as smart, rational behavior, not something to be talked out of his closing style: - best case/worst case close. when a conversation gets too detailed, zoom out and simplify the decision to the best possible outcome versus the minimal downside, especially if there’s a guarantee - being underprepared for an objection means you weren’t prepared enough, know your most common objections cold before you ever get on a call none of this works as a script to memorize word for word. it works because every piece is built around genuine discovery and real psychology, not pressure. that’s the actual differentiator in how he teaches it.

Cold calling still works. Most reps just sound like robots. Here’s what actually books meetings in 2025 — and the cold call flow I use that doesn’t trigger resistance:

Cold outreach usually dies for one reason: You’re asking for something before proving you think better than everyone else emailing them. Instead: Send a 1-page breakdown Doc showing the opportunity you see in their business. Like + follow + comment DOC and I’ll send it.

@omgsidewalks Jocko says everything except for death is psychological. It’s just a trait of corporate culture to ruin mentals

Most cold DMs are paragraphs of fluff. No one reads them. That’s why they don’t convert. I built the 4-Line Fix: → DM script that gets replies in 4 lines or less → Works cold, warm, or follow-up → Plug & play, zero fluff Want it? Like Retweet Comment “Fix” Follow

i’ve been in sales for almost 20 years. here are 30 things i’ve learned that would’ve saved me years: - the best salespeople aren’t trying to make someone buy. they’re trying to figure out if they should buy. - you’ll never close 10/10 people. stop making perfection the standard. - most deals don’t die at the close. they die in discovery. you just find out later. - do disgusting amounts of volume. reps create the confidence everyone else is trying to think their way into. - your script should be a framework, not a screenplay. know what needs to happen next, not the exact sentence you need to say. - “let me think about it” isn’t something to overcome. it’s something to understand. - most objections are reflexes. don’t answer one until you know what actually caused it. - desperation changes your behavior before you realize you’re desperate. - want the deal. never need the deal. - silence isn’t rejection. you experienced silence. everything after that is the story you told yourself about it. - sales resentment starts when you believe your effort entitles you to an outcome. - the prospect doesn’t owe you a yes because you ran a great demo, followed up six times, and answered every question. - one bad call can fuck up your next five if you let it. don’t let the last prospect teach you how to sell the next one. - closing a deal doesn’t mean you sold it well. sometimes good prospects survive bad sales processes. - review your wins too. success can reinforce terrible habits. - “sounds great” isn’t buying intent. friendliness isn’t commitment. stop forecasting politeness. - always seek clarity. assumptions feel faster until you realize you’ve been solving the wrong problem for three weeks. - premature problem solving kills discovery. the first problem they give you is usually the doorway, not the diagnosis. - price objections aren’t always about price. figure out what they’re actually questioning before defending the number. - the second you need the prospect to like you, your questions get weaker. - confidence isn’t believing you’ll win. it’s trusting yourself to handle what happens if you don’t. - scarcity changes who you become on the call. two opportunities make every prospect feel precious. twenty give you perspective. - process integrity matters most when you think you don’t need it. the “ready to buy” prospect is exactly where people start skipping steps. - stop trying to eliminate sales nerves. learn to perform while they’re there. - sales ego is needing the prospect to agree with you. being right doesn’t pay commission. - sometimes “i need more leads” really means “i don’t want to look at what happens after the lead arrives.” - a full pipeline isn’t always a healthy pipeline. “maybe” feels better than closed-lost, which is why sellers keep dead deals alive. - don’t push meetings months into the future just to preserve an opportunity. - buying windows and triggers are real. find out whether the conversation will even still be relevant. - your identity shows up under pressure. the beliefs you have about money, rejection, approval and your own value eventually leak into how you sell. after almost 20 years, the biggest lesson is embarrassingly simple: sales gets easier when you stop trying to control the outcome and get obsessed with controlling the process. ask better questions. tell the truth. do the reps. review what happened. adjust. repeat. everything else is optimization. saw @thecamjwright post this for his own journey. It was a great idea.

How to land a Dream 100 client using nothing but: • research • a Google Doc • a Loom No funnel. No pitch deck. No spam. Here’s the exact flow. 🧵

Dream 100 clients don’t reply to pitches. They reply to insight. Instead of asking for a call, send a 1-page doc: • what you noticed in their business • where you see opportunity • one idea worth testing I built the template. Like + follow + comment 100 and I’ll send it.

og sales skills brian tracy's core sales principles, pulled from "the psychology of selling," the book that's made more sales millionaires than probably any other: -the law of indirect effort. the harder you try to force a sale, the more resistance you create. shift from closing to building the relationship, identifying the actual need, and delivering value, the sale follows - the need for approval kills more deals than anything else. the fear of rejection is really a fear of disapproval, tracy's fix is reframing rejection as a learning opportunity instead of a personal failure - fear of loss beats desire for gain, by a lot. he cites the motivational power of fear of loss at 2.5x that of desire for gain, people move faster to avoid losing something than to gain something equally valuable - buyers decide emotionally, then justify with logic. the emotional case has to land first, the features and data exist to help them rationalize a decision they already made - rejection is never personal. if it doesn't work out, move to the next prospect immediately, dwelling on a no is wasted time that could be spent finding a yes - confidence comes from preparation and reps, not personality. self-esteem in sales gets built the same way skill does, incrementally, through consistent wins stacked on top of each other - the 80/20 rule applies to your pipeline. 80% of your sales come from 20% of your prospects, keep prospecting continuously so you're never dependent on a thin slice of leads - the best time to make your next sale is right after you just made one. self-esteem peaks immediately after a win, use that momentum instead of stopping to celebrate tracy's whole thesis: the psychology behind selling matters more than any technique. master how you think about rejection, approval, and confidence, and the tactics become almost secondary.

Most people don’t need another funnel. They need a Google Doc. I built a 1-page Doc that: • Clearly frames the problem • Positions your offer • Pre-handles objections No landing page. No automation. No complicated stack. I’m giving it away. Like + follow + comment DOC.

Most offers don’t survive cold traffic. They’re vague. They’re risky. They don’t give urgency. So I built a system that turns any offer into a cold traffic offer and passes the 3-second test every time. Reply “COLD” + RT + like and I’ll send you the system

the only sales lesson that matters i don’t care if you’re selling SaaS, insurance, solar, consulting, high ticket or a fucking roof. at some point, almost every sale requires some version of these things to become true: - there’s a real problem the buyer actually cares about solving. - there’s a reason to solve it now instead of “eventually.” - they believe your solution can actually help. - they understand what outcome they’re trying to create. - the investment makes sense relative to the problem and outcome. - they trust you, the company and your ability to deliver. - the right people are involved in the decision. - someone internally actually wants this thing to happen. - you understand how the decision will be made. - the big questions around price, implementation, risk and results have been resolved. - moving forward feels easier, safer or more valuable than staying where they are. - there’s a clear next step that moves interest toward an actual decision. - momentum survives the follow-up process. - the buyer feels like they’re making the decision, not being dragged into one. - waiting has a consequence. doing nothing isn’t automatically the safest option. different products. different buyers. different sales cycles. but sales gets a lot less mysterious when you stop obsessing over what line to say next and start asking: which of these hasn’t become true yet?

sales strategy nobody talks about most sales training ignores the one thing worth studying: fanatical prospecting, jeb blount’s core principles on why most pipelines stay thin: - the 30-day rule. the prospecting you do today doesn’t pay off today, it pays off in 30 days. skip a week of prospecting now and you’ll feel the empty pipeline a month from now, not immediately, which is exactly why people skip it - the law of replacement. for every deal that closes or dies, you need to replace it in the pipeline. reps who don’t track this bleed pipeline slowly without noticing until it’s already too late - the 7 p’s of social selling. social media supplements prospecting, it doesn’t replace it. blount’s take: too many reps hide behind content creation to avoid the discomfort of actually picking up the phone - objections are a normal part of the process, not a sign you did something wrong. the fear of hearing “no” is what keeps most pipelines thin, not a lack of leads - the universal law of need. prospecting activity is inversely proportional to how much you already have in your pipeline. thin pipeline should mean more activity, but most reps do the opposite and slow down out of anxiety - multichannel prospecting outperforms single-channel. phone, email, social, text, in-person, the reps relying on only one channel are leaving deals on the table that a multichannel touch would have caught - discipline beats motivation, every time. motivation fades, blount’s entire framework is built around habits and daily non-negotiables, not waiting to feel like prospecting the core thesis of the whole book: prospecting isn’t the thing you do until the pipeline is full. it’s the thing you never stop doing, because the moment you stop, you’re just working off a countdown clock that started the second you closed your last deal. also if you’re not prospecting, someone else is prospecting your prospects.

cold calling gets way harder when you think every dial needs to work. it doesn’t. most people won’t answer. some won’t care. a few will be worth talking to. your job isn’t to make every call successful. it’s to do enough good calls that the right conversations become inevitable.

best sales book ever written fanatical prospecting is one of those books that feels almost too simple. that’s exactly why people need to read it. most reps don’t have a strategy problem. they have a consistency problem they keep trying to intellectualize. - pipeline is a math problem before it’s a motivation problem. if you need 20 conversations to create 4 real opportunities, you don’t get to feel surprised when making 7 calls produces nothing - prospecting gets harder the longer you avoid it. avoidance creates pressure, pressure creates desperation, and desperation makes every call feel like it has to work. now you’re fucked before they even answer - the best time to prospect is when you don’t need the pipeline yet. waiting until your calendar is empty guarantees you’ll sound attached because you are - consistency beats random bursts of effort. 100 calls on monday and then nothing for three days isn’t discipline. - volume only works if you’re paying attention. doing more of the wrong shit just helps you fail faster. reps matter, but feedback is what turns reps into skill most people want a better script because it feels easier than becoming the person who does the boring work every fucking day. that’s really what fanatical prospecting is about.

mind reading in sales most people hear “we’re looking at other options too” and start pitching against competitors. worst thing to hear you’re not the only one in the game (or think you are) that’s usually the wrong move. here’s how to actually get underneath it: - “makes sense, what else are you comparing this to?” find out if there’s a real comparison happening or if it’s just a stall - what’s the main thing you’re weighing between them?” price, features, timing, whatever it is, get it named specifically - “what would make one of them the clear choice?” if they can’t answer this, they haven’t actually evaluated anything yet - “is this about finding something better, or making sure you didn’t rush the decision?” separates real shopping from just wanting to feel thorough -“if this is genuinely the right fit, does comparing more options change that?” gets them to answer their own objection out loud most of the time, “we’re looking at other options” isn’t about the options. it’s about not wanting to feel like they moved too fast. find that, and you’re not competing on price anymore, you’re just giving them permission to decide now.

Most cold emails fail for one simple reason: You sound like a salesperson trying to book a meeting — not a peer pointing out a problem. Fix that, and your reply rate jumps instantly. Here’s the exact framework I use to get replies from cold traffic: