In this episode of The Game of Sales, host Desi Barnes recaps three key tactics for creating urgency: uncovering the buyer’s timeline and priorities, using value-driven urgency to motivate action, and framing the cost of inaction to highlight risks. Get an actionable challenge to apply these strategies in your next five sales calls—ask targeted questions, quantify the cost of waiting, and track results to close deals faster with clarity, not pressure. Tune in, share, and subscribe!
Dive into Tactic 3 with host Desi Barnes on The Game of Sales, learning how to help buyers understand the true cost of delay through a three-step framework: quantifying the cost of doing nothing with real numbers, painting a vivid picture of missed opportunities and gains, and reframing inaction as a genuine risk. Discover pro tips, examples, and a weekly challenge to apply these strategies in your deals, shifting perspectives from hesitation to action.
In this episode of The Game of Sales, host Desi Barnes breaks down Tactic 2: How to Use Value-Driven Urgency to Motivate Action. Explore a three-step framework: connecting your solution to immediate, measurable outcomes; highlighting time-sensitive opportunities like availability, incentives, and external deadlines; and using deadlines with purpose tied to real benefits. Learn to empower buyers to act without pressure, plus a challenge to apply these strategies to your top deals and accelerate closures.
Join host Desi Barnes in this episode of The Game of Sales as we explore Tactic 1: How to Uncover the Buyer’s Real Timeline and Priorities from Episode "Creating Urgency: The Clock Is Ticking—How to Close Now".
Discover a three-step framework to dig deeper into what drives a buyer’s decision, including targeted discovery questions, tying timelines to pain points or goals, and clarifying the consequences of waiting. Learn how to guide buyers to see the urgency for themselves and move deals forward faster. Plus, take on a challenge to apply these questions in your next five calls and watch timelines shift
In this high-energy episode of The Game of Sales, host Desi Barnes dives into the art of creating urgency in sales. Learn how to turn stalled deals into wins by uncovering what drives a buyer’s timeline, using trust-building urgency tactics, and framing the cost of inaction. If you’ve ever lost a deal to hesitation, this episode equips you with practical strategies to close with confidence. Tune in and dominate the sales battlefield!
Master Tactic 3: "The Reverse Close—Turn Objections Into Commitments." Transform objections from roadblocks to opportunities with a three-step framework: acknowledge and disarm, flip into questions, and reaffirm value with next steps. Includes examples, key insights, and a challenge for your next three calls to reduce stalls and accelerate closes.
Dive into Tactic 2: "Use a Mutual Action Plan to Keep Deals Moving." Learn how MAPs eliminate ghosting and boost on-time closes by 65% through collaborative roadmaps. Master the three-step framework: build together, outline actions with owners and deadlines, and confirm/send for accountability. Includes examples, pro tips, and a challenge to apply in your next two deals for faster momentum.
Full Episode: https://open.spotify.com/episode/2bz9m6CReXfQ77kzeKFOlr?si=ZeWz0ibST3aYV2ejcN3a_w
In this game-changing episode, we explore Tactic 1: "Pre-Frame the Close—Set the Path Early." Discover how to guide prospects to a decision from the very first conversation, eliminating hesitation and building momentum. Learn a three-step framework to pre-frame effectively: set expectations early, reinforce at every milestone, and tie the close to the buyer’s goals. With practical examples and a challenge to apply this tactic in your next three calls, this episode will transform your sales process, making closes feel natural and seamless.
Full Episode: https://open.spotify.com/episode/2bz9m6CReXfQ77kzeKFOlr?si=ZeWz0ibST3aYV2ejcN3a_w
In this action-packed episode, we tackle Tactic 3: "Streamline Your Process to Remove Friction." Learn how to eliminate barriers that stall deals and create a seamless sales process that guides prospects effortlessly to a yes. Through the cautionary tale of a $50,000 deal lost to a clunky proposal, we uncover a three-step framework: simplify decisions with the Two-Option Close, lock in specific, time-bound next steps, and timebox meetings to maintain momentum. Packed with practical scripts and challenges, this episode will help you identify and remove friction points to close deals faster.
Full Episode: https://open.spotify.com/episode/0Llky6h3m5Y7E3GbvPiKHl?si=oYWsvOzfTXa25GgMmv-3sw
Discover how to master urgency in sales without sounding pushy. Tactic 2, "Create Urgency That Feels Like Opportunity," shows you how to motivate clients to act fast by aligning urgency with their goals. Through a real-world story of a lost $40,000 deal, learn why vague timelines kill momentum. This episode breaks down a three-step framework: tie urgency to client needs, offer time-sensitive value (not pressure), and control the timeline with micro-commitments. Packed with actionable examples and challenges, you’ll learn to keep deals moving forward while building trust.
Full Episode: https://open.spotify.com/episode/0Llky6h3m5Y7E3GbvPiKHl?si=oYWsvOzfTXa25GgMmv-3sw
In this high-energy episode, we dive into the game-changing power of speed in sales. Tactic 1, "Respond First—Set the Tone and Take Control," reveals why being the first to respond to leads can make or break your deals. Backed by stats like 78% of buyers choosing the first vendor to reply and a 21x higher lead qualification rate within 5 minutes, this episode delivers a three-step framework to master rapid responses. Learn how to use pre-written templates, smart tools like HubSpot and Calendly, and dedicated speed blocks to outpace your competition—without sacrificing professionalism. Plus, take on our 30-minute response challenge and see immediate results!
Full Episode: https://open.spotify.com/episode/0Llky6h3m5Y7E3GbvPiKHl?si=oYWsvOzfTXa25GgMmv-3sw
In Week 4 of The Game of Sales, host Desi Barnes dives into "What Makes You Unique? Defining Your Differentiator." Learn a proven framework to identify, articulate, and leverage what sets you apart in a competitive market. Discover how to find your unique edge, communicate it clearly, and weave it into every stage of the sales process to win more deals.
In this episode of The Game of Sales, host Desi Barnes teaches salespeople how to handle rejections by decoding their true meaning, responding with empathy and value to keep doors open, and positioning for future wins. Learn three actionable tactics to turn "no" into opportunities and build lasting relationships.
In this episode of "Role Playing with AI," we dive deep into the innovative world of AI-assisted sales training. By the end of today's episode, you'll learn how to leverage AI tools to simulate realistic buyer scenarios, enhancing your ability to handle objections through AI-powered simulations. We'll also guide you on tracking your progress to transform your practice sessions into tangible real-world results. If you're looking to transform AI into your personal sales coach and approach every sales call with confidence and preparation, this episode is tailor-made for you. Let's dive in!
Interested in taking your sales skills to the next level?
Book a 15-minute consultation with me (https://calendly.com/dbarnes-pinnacleprospectsinc/discoverycall) to discuss how we can tailor AI training to your specific needs.
Tired of deals dragging on or prospects disappearing? In this episode of The Game of Sales, we’re breaking down advanced strategies to keep momentum strong and close deals faster—without feeling pushy.
Here’s what you’ll learn:
✅ How to Pre-Frame the Close – Set clear expectations so your buyer knows exactly what’s coming next.
✅ How to Use Mutual Action Plans – Create shared accountability to keep deals on track and eliminate ghosting.
✅ How to Speed Up Decisions with The Reverse Close – A simple framework to help buyers make confident decisions sooner.
By the end of this episode, you’ll have proven tools to shorten your sales cycle, stop deals from stalling, and close faster—every single time.
🎧 Tune in now to level up your closing game.
Speed wins deals. In this episode of The Game of Sales, we break down the secrets to shortening your sales cycle and closing faster without sacrificing quality. You’ll learn why speed isn’t about desperation—it’s about professionalism, reliability, and showing prospects you’re ready to deliver.
Discover how to:
If you’re ready to outpace the competition and turn ‘maybe’ into ‘yes’—faster—this episode is for you.
🎧 Tune in now to master the speed game and take control of your pipeline.
Welcome to the Game of Sales—the podcast where strategy wins deals, and winning is the only option. This short intro sets the tone for what’s to come: bold strategies, proven tactics, and insights to help you dominate the sales arena. Tune in, level up your skills, and master the game. Let’s go!”