Episode Summary + Show Notes

If your stomach flips the moment you see “Call scheduled” on your calendar… welcome. That’s normal. In this episode, we’re talking about how to get through your first 10 sales calls without spiraling, and how to use them as practice reps that make you better fast.

Before you even pick up the phone, get clear on what kind of call you’re having because the goal changes everything.

1) Prospecting / Discovery (Ideal Customer Persona calls)

This is about learning, not pitching.

1. Goal: Understand their needs, pain points, and what they actually want.
2. Approach: Ask open ended questions. Stay curious. Listen more than you talk.
3. Outcome: You walk away with insight you can use to shape your offer, your messaging, and your next steps.

2) Selling (moving someone forward / closing)

This is about helping them decide.

1. Goal: Close, or move them to the next step (demo, follow up, proposal, etc.).
2. Approach: Connect their needs to your solution and make the value clear.
3. Outcome: A decision and a next step ideally with a date on the calendar.

A little preparation goes a long way. Even 5–10 minutes before a call reviewing who you’re calling, scanning notes, setting one clear goal can calm your brain and help you show up confident.

Also: you’re going to make mistakes. That’s part of the first ten. The win is getting back on track quickly and treating every call like a rep.

Right after the call, take a minute to:

1. write down follow-ups
2. note what worked
3. note what felt off

That quick reflection builds your skill way faster than trying to “remember later.” And if you stumble mid-call? Just keep going. Most people don’t care nearly as much as you think they do.

Selling isn’t “convincing someone.” It’s saying, “I believe this can help you,” and backing it up with how and why.

We talked about trusting your natural communication style (Jack Spirko’s angle) and also leaning on simple frameworks to stay grounded, handle objections, and keep the call focused on value.

1. Do a quick prep (5–10 minutes): who they are, why you’re calling, what success looks like.
2. Use a simple outline: a few bullets > a perfect script.
3. Listen more than you talk: ask open ended questions and stay curious.
4. Expect nerves:...