Liam Shaw

🙏 God First
🤝 Sales Trainer For Closers & Teams
💬 My Goal: Help you x2 Your Sales

[Liam Shaw @liamshawwork]

If you haven’t checked out my Skool community yet

https://t.co/oQHWoiIbU3

[Liam Shaw @liamshawwork]

Word problem

[Liam Shaw @liamshawwork]

Most sales reps don’t miss their income goals because they’re unwilling to work ridiculous hours.

They miss them because they don’t work the hours they committed to.

Said they’d work 12.

Actually worked 4.

You don’t have a motivation problem.

You have a problem keeping your

[Liam Shaw @liamshawwork]

3 deals closed while ignoring your activity standards?

That’s a failure of execution.

0 deals closed after completing your 10 hours of focused work?

That’s a process win.

One day of results means very little.

I care about whether you can repeat the behaviours that produce

[Liam Shaw @liamshawwork]

I don’t expect a yes the moment I tell someone the price.

Sometimes the real decision happens 10-15 minutes later, after we’ve worked through their concerns.

That’s why I stay calm.

Most closers get uncomfortable because they expect an immediate answer.

Stop rushing decisions

[Liam Shaw @liamshawwork]

There are always 100 things you could improve in sales.

The hard part isn’t finding them.

It’s choosing the ONE that matters most.

Change everything at once and you’ll have no idea what actually worked.

Find the biggest bottleneck.

Fix it.

Then move to the next.

[Liam Shaw @liamshawwork]

Think of a gopher popping its head out of a hole.

Everyone’s staring at where it appeared.

Nobody’s looking at where it entered.

Sales calls are the same.

The objection is where the problem showed up.

Not necessarily where it started.

Find the root, not the symptom.

[Liam Shaw @liamshawwork]

Want better feedback from your sales coach?

Bring 3 timestamped calls showing the SAME section you’re struggling with.

Not 3 random calls.

Same skill.
Same stage.
Same recurring issue.

One mistake could be a one-off.

Three examples reveal a pattern.

[Liam Shaw @liamshawwork]

You’re the top closer on the team?

Cool.

You collect the most cash?

Great.

But can I rely on you?

Do you hit activity standards?
Follow the process?
Show up consistently?
Take feedback?

Cash collected doesn’t automatically make you a good operator.

I hire operators.

[Liam Shaw @liamshawwork]

One of the worst habits in sales happens AFTER the prospect says yes.

Before they pay, the closer gets nervous and starts anti-selling.

Over-explaining.
Reassuring.
Creating doubts that weren’t even there.

Stay calm.

[Liam Shaw @liamshawwork]

One of the most important skills in discovery is knowing when to interject and probe.

The first 5-10 minutes train your prospect how to communicate with you.

Let vague answers slide and they’ll keep giving them.

Clarify early.

Probe properly.

Set the standard for the convo

[Liam Shaw @liamshawwork]

Stop forcing every prospect down the same discovery path.

Start with their current situation.

Figure out if they’re problem-focused or goal-focused.

Then follow their attention.

People give better answers when you explore what they’re already emotionally connected to.

[Liam Shaw @liamshawwork]

If handling objections feels confrontational, you’re on the wrong side of the table.

You’re not there to fight the prospect.

You’re there to understand what’s actually stopping them.

Get on their side.

Clarity removes resistance. Pressure creates it.

[Liam Shaw @liamshawwork]

Always be interviewing.

Every. Single. Week.

You found one good closer, got comfortable, and stopped building your pipeline.

Now they leave, performance drops, and you’re scrambling.

Never let one good hire make you complacent.

[Liam Shaw @liamshawwork]

Setters keep asking you questions?

Implement the 1-3-1 rule.

1 problem.
3 potential solutions.
1 recommendation and why.

Make them think before coming to you.

My team stopped asking unnecessary questions within 48 hours.

[Liam Shaw @liamshawwork]

One of my first coaches told me a very wise saying “you can’t take words back, but you can always say more”
Its so damn true, answer there questions than shut up, if they ask more questions answer them but for the love of closing please stop over explaining

[Liam Shaw @liamshawwork]

Stop over pitching!
The pitch should solve your clients problems or goals, if it talks about more you are over explaining

[Liam Shaw @liamshawwork]

Stop over pitching

[Liam Shaw @liamshawwork]

One of my clients kept having super technical questions happening during his pitch, so we broke down and found he was feature dumping and trying to explain everything in detail. However doing so was creating so many technical questions.

[Liam Shaw @liamshawwork]

We halved the length of his pitch, and he starts getting his first ever objection-less closes

[Liam Shaw @liamshawwork]

Analogies are one of my favourite ways to handle objections, especially fear.

The best ones are created based on what the prospect said in discovery so it’s personalised to them.

Comment Analogies for 50 of my battle tested analogies