Great sales calls don’t happen by accident.
They follow a rhythm.
A structure.
A flow.
And Jack knows it better than anyone.
Why Flow Matters 🎯
Most reps either:
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Wing it and sound messy 😬
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Script it and sound robotic 🤖
Top closers like Jack do neither.
They guide.
They adapt.
And they make it feel like a real conversation — with real outcomes.
Jack’s 5-Phase Sales Call Flow 🔄
1. Warm-Up (2–3 min)
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Set tone
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Build small talk around relevance
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Signal calm confidence
“I noticed you’ve been expanding into [market] — how’s that going so far?”
2. Problem Discovery
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Ask open-ended pain questions
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Dig below surface answers
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Mirror their language
“What’s most frustrating about how that works today?”
3. Tension Build
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Quantify the cost of the problem
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Ask: “What happens if this doesn’t change?”
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Let silence do some work
“And if this continues through next quarter — what’s the impact?”
4. Solution Framing
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Tie your solution to their language
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Keep it outcome-focused
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Avoid tech dumps or feature lists
“So based on what you told me, here’s what I’d map out…”
5. Micro-Commitment
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Gauge fit + buy-in
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Ask a trial close
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Lock in the next step
“On a scale from 1–10, where do we stand on solving this together?”
Jack’s Rule: No Flow = No Close 🚫
“If you can’t guide the conversation, you can’t guide the close.”
Most deals aren’t lost on price.
They’re lost in the middle of the conversation — when it wanders, stalls, or never hits the buyer’s core.
👉 Want Jack’s Conversation Flow Cheat Sheet?
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