Hajra Naz
The room is dim. Your headset is on. The stakes? High.
You’ve been grinding for hours, fine-tuning your pitch, sharpening your strategy, and waiting for that one moment.
Then it happens.
That familiar ping. A new Zoom call. Another chance to close a deal.
Greetings from the psychology of sales, which combines human behavior, strategy, and persuasion to convert discussions into revenue.
I have a story for you — one that will not only motivate you for your next sales call but also equip you with the exact tactics I’ve used to close deals in 91% of my calls.
Let’s dive in.
The Simplicity That Gets You Paid
During our first coaching session, my client was floored. He was so shocked that it hit me.
For others, what seems plain to me is frequently a revelation.
So, I’m pulling back the curtain. Let’s break down my sales playbook.
Stage 1: The Handshake (But Not the One You Think)
Forget the small talk.
No “How are you?”
No “Where are you calling from?”
I kick things off with the simplest, most effective question:
“Can you hear me well?”
It’s an audio handshake. A quick check that leads seamlessly into:
“Is it okay if I explain what we’re doing today?”
Once they agree, I tell them that if we click, I’ll share my offer, including time and financial details. Most importantly, they can say no.
No pressure. No weirdness. Just a conversation.
This lowers their guard immediately.
Read More: How to Close More Sales Calls – My 7-Step Process
Stage 2: The Power Question That Unlocks Everything
Then comes the key question:
“What drove you to this call, and why now?”
Or its variation:
“What made you book this call, and why with me?”
This isn’t just a question—it’s a psychological trigger.
It forces them to verbalize their pain points and goals. And thanks to the consistency principle of persuasion, once they say it out loud, they feel compelled to follow through.
“I’ve been following you for a while and trust your approach,” is what they’ll typically say.
Boom. That’s gold. They’re reaffirming to themselves why they’re here—and why I’m the right person to help them.
Stage 3: Digging Into Their Struggles (Hard)
Now, I dig deeper.
I’ll ask:
“What are the biggest challenges you’re facing right now?”
Or, my personal favorite:
“What would you change right away if you had a magic wand?”
Then, I pry. Hard.
I don’t settle for surface-level answers. I hit them with follow-up questions like:
- “How long has this been a problem?”
- “What have you tried before?”
- “What’s the cost of NOT fixing this?”
You don’t need to ask all of them—just the ones that keep peeling back the layers.
Stage 4: Identifying The Real Issue
People confuse symptoms with problems all the time.
A recent client thought his issue was “not enough sales.”
The truth? He was paralyzed by a fear of failure and past bad advice.
Other coaches had told him to send cringe DMs like:
“Hey, love your content! I help businesses like yours achieve X.”
Ugh. No wonder he was struggling.
At this stage, I get to the real root of their problem and, more importantly, how it makes them feel.
A simple “How does that make you feel?” is often enough.
Or, if I sense something, I call it out:
“I hear some frustration. Is that what’s going on?”
Naming the emotion builds trust. Fast.
Stage 5: Painting The Future
Now, I shift the focus.
“Where do you see yourself in the next 3 to 6 months?”
People lowball themselves. Every time.
A client told me he wanted to add $20,000/month in revenue.
He sells SEO services for $3,500/month. That means he only needs six new clients to hit his goal.
“That’s just one client a month,” I told him. “Think you can land one new client per month?”
He immediately said yes.
Sales are about framing. If it makes logical and emotional sense, they buy in.
Stage 6: Presenting The Offer
Once I’ve got them seeing the path forward, I walk them through my program and the commitment involved.
Then, I ask:
“Do you have any questions?”
And of course, they do.
Stage 7: Handling Objections Like a Pro
Objections aren’t about your program. They’re about self-doubt.
I call it out.
“You trust my system, right?”
They nod.
“So, it sounds like you’re unsure if YOU can follow through?”
Boom. That’s the real fear.
In this case, the client had one last objection:
“In six weeks, I’m going on a two-week trip with my wife.”
Classic stall.
I flipped it:
“That’s EXACTLY why you should take action now. Let’s get your systems in place so you can truly enjoy your vacation stress-free.”
Then I painted a picture:
“Imagine being on vacation, constantly checking emails, stressing about work. Your wife giving you the side-eye. Two weeks off, but it’s not really ‘off.’ Sound familiar?”
He got it. He said yes.
Read More: Turning Clicks into Conversions: PPC Keyword Strategy by Sales Funnel
Stage 8: Closing The Deal
By now, they’re convinced. They see the value, and their objections are gone.
So, I assume the sale:
“Do you want to split the payment or should I send you the link to pay in full?”
No “Are you ready?”
No “Would you like to proceed?”
Just a choice between two payment options.
And just like that—the deal is closed.
Your Turn
This process works because it’s based on human psychology, not sleazy tactics.
It’s about guiding, not pushing.
Try it on your next sales call and watch what happens.
Oh, and one last thing: The moment they say, “That’s exactly it”—you know they’re about to buy.
Now go close some deals.
