Sippin' Matcha & Helping You Make More Sales

You’re not losing clients because you’re bad at sales. You’re losing them in the first five minutes… without even realizing it. That “friendly” small talk? That go-to “tell me about your business” question? That moment where you jump in to relate? Yeah… those might be the very things breaking trust. And the wild part? They all feel like the right thing to do. Let’s fix that. 😏 ⸻ Episode Summary You’re showing up to sales calls, being kind, friendly, and helpful… …and still not closing as many clients as you should. Here’s the deal: trust isn’t built through good vibes alone. It’s built through intentional conversations. In this episode, Brooke breaks down four common sales call mistakes that quietly chip away at trust—often in the first few minutes of the call. From the polite small talk loop to the classic “tell me about your business” opener, these habits feel harmless… but they leave your potential client feeling unsure, disconnected, or even resistant. The good news? Once you see them, you can fix them. And when you do, your calls feel more natural, more focused, and a whole lot more effective. Because sales doesn’t have to be sleazy—but it does need structure. ⸻ What You’ll Learn Why small talk alone doesn’t build trust (and what to do instead) The difference between being friendly and being strategic How “trying too hard” to connect can backfire on sales calls The subtle way you might be making the conversation about you (oops 😬) Why “tell me about your business” can signal a lack of preparation How to avoid unintentionally sabotaging your calls The mindset shift from “winging it” to leading with intention ⸻ Resources Mentioned Set Expectations Podcast Episodes https://buildingmomentum.info/how-to-start-a-sales-call/ https://buildingmomentum.info/sales-calls-bad-examples/ https://buildingmomentum.info/how-to-set-sales-call-expectations/ First Establish Rapport Podcast Episode https://buildingmomentum.info/sales-rapport-not-closing-deals/ ⸻ Join the Conversation / Subscribe If you’re ready to stop guessing your way through sales calls and start leading them with confidence (without feeling pushy), I’ve got you. Grab more episodes, tools, and support right here:https://buildingmomentum.info/matcha ⸻ Connect with Brooke on LinkedIn Want more no-fluff sales guidance that still feels like you? Come hang out on LinkedIn:https://linkedin.com/in/brooke-greening ⸻ You don’t have to be a jerk to be good at sales. But you do have to be intentional. Here’s to valuing your customers—and making more sales. 4 Sales Call Mistakes That Kill Trust (And Cost You Clients) 00:00 Why Small Talk Can Hurt Your Sales Calls 00:40 Welcome to Sippin’ Matcha & Helping You Make More Sales 02:37 The SERVICE Sales Framework for Better Sales Conversations 03:21 Why Being Friendly Isn’t the Same as Building Rapport 04:05 Mistake #1: The Polite Small Talk Loop 05:24 Why Small Talk Doesn’t Build Trust 06:10 Mistake #2: Forced Connection on Sales Calls 07:19 Why Prospects Feel Resistance When You Try Too Hard 09:30 Mistake #3: The Accidental Hijack 10:42 How Making It About You Costs You Trust 11:35 Use the 70/30 Rule to Keep Prospects Talking 12:55 Mistake #4: “Tell Me About Your Business” 13:22 Why Generic Sales Questions Hurt Your Credibility 14:22 How These Rapport Mistakes Sabotage Sales Calls 15:33 Quick Gut Check: Which Sales Call Mistake Do You Make? 16:17 Take the Sales Conversation Assessment 17:11 What to Say Instead on Your Next Sales Call 17:42 Subscribe for More Human-First Sales Tips

Sales calls don’t have to feel awkward… but let’s be honest—they often do. In this episode, Brooke breaks down one of the most overlooked (and most powerful) parts of a sales conversation: setting expectations right at the beginning. Because here’s the deal—when your potential client doesn’t know where the conversation is going, things get weird fast. But when you clearly explain the goal and the outcome? People relax. Trust builds. And suddenly… sales feel a whole lot more natural. Brooke walks you through a simple, repeatable way to open your calls so you can lead with confidence, avoid awkward transitions, and actually move the sale forward—without pressure or sleaze. And yes… it might feel clunky at first. That’s normal. Progress counts. And thank goodness for that. ⸻ What You’ll Learn Why most sales calls feel awkward (and how to fix it in the first 30 seconds) The 2 essential pieces every sales call opening needs: The goal (what you’re there to understand) The outcome (what they can expect by the end) A simple, real-life example of how to set expectations naturally How setting expectations builds trust fast Why talking about the investment upfront actually makes things easier (not harder) What to say instead of “I’ll follow up later…” (you know… the momentum killer 😬) How to confidently transition into the rest of your sales conversation ⸻ 🔗 Resources Mentioned Start of this mini-series: https://buildingmomentum.info/how-to-start-a-sales-call/ What not to do (aka the cringe-worthy examples): https://buildingmomentum.info/sales-calls-bad-examples/ Take the Sales Call Assessment: https://buildingmomentum.info/assessment ⸻ 💬 Join the Conversation / Subscribe If this episode made you think, “Oh wow… I’ve definitely been skipping that part,” you’re not alone. And you don’t have to figure it out solo. 👉 https://buildingmomentum.info/matcha Come hang out, keep learning, and build a sales process that actually feels like you. ⸻ 🤝 Connect with Brooke on LinkedIn Want more practical, no-pressure sales guidance (with a little personality)? Let’s connect: 👉 https://linkedin.com/in/brooke-greening ⸻ P.S. If your sales calls have been feeling a little… vague, this is your sign. You don’t need a perfect script. You just need a clear starting point. And this? This is it. 💛 How to Set Sales Call Expectations (Close More Deals Without Pressure)

Ever been on a sales call that felt… chaotic? Or maybe you’ve been the one thinking, “Why does this feel so all over the place?” Here’s the deal: it might not be your offer. It might not even be your confidence. It might be that you skipped the first (and most important) step: setting expectations. In this episode of Sippin’ Matcha & Helping You Make More Sales, Brooke and Scott break down what a wedding taught them about great communication—and how that lesson applies directly to your sales calls. Because when people know what’s coming, they relax. And when they relax… they actually listen. If your calls feel scattered, awkward, or hard to “transition” into the offer—this one’s for you. ⸻ 💡 What You’ll Learn Why most sales calls go off the rails in the first few minutes What “setting expectations” actually means (and what it doesn’t) How this simple step helps your potential client relax and engage The two common ways calls fall apart: The “interrogation spiral” 😅 The “checked out and distracted” zone Why skipping this step makes talking about pricing feel way harder than it needs to be How setting expectations positions you as a leader (without being pushy) The one question to ask yourself to spot your biggest blind spot: “Do I set expectations… or do I just start talking?” ⸻ 🔗 Resources Mentioned The Service Sales Framework Assessment (3–5 minute self-check to uncover blind spots in your sales conversations) Upcoming episode: The good, bad, and cringey ways to set expectations 📄 Full episode transcript  ⸻ 💬 Join the Conversation / Subscribe If this episode had you thinking, “Oh… I might be doing that…” — you’re not alone 😂 The good news? This is fixable. And it doesn’t require becoming someone you’re not. 👉 Dive deeper and get practical tools here: https://buildingmomentum.info/matcha Here’s to valuing your customers and making more sales. (Without the awkward energy.) ⸻ 🤝 Connect with Brooke on LinkedIn Want more real-talk sales strategies that actually feel good to use? Connect with Brooke here: https://linkedin.com/in/brooke-greening She’s sharing frameworks, mindset shifts, and the occasional “oh wow, I’ve been doing that wrong” moment—in the best way. How to Start a Sales Call Without Feeling Awkward (Set Expectations Like a Pro)

How Many Times Should You Follow Up on a Proposal? (Without Being Annoying) You sent the proposal. You felt great about the call. And now… Crickets. If you’ve ever stared at your inbox wondering “How many times should I follow up before I become that annoying salesperson?” — this episode is for you. In this final installment of our proposal series, Brooke breaks down a clear, simple follow-up rhythm that helps you stay professional, confident, and visible… without sounding pushy or desperate. Because here’s the truth: You don’t have to be a jerk to be good at sales. And you don’t have to disappear after one follow-up either. In this episode, Brooke walks through exactly how often to follow up, what to say, and how to stay in someone’s line of vision until you get a real answer. And spoiler alert: don’t say no for them. If you’ve been feeling awkward about follow-up, this framework will help you approach it with clarity and confidence. ⸻ What You’ll Learn Why most proposal follow-up feels awkward (and how to fix it) The biggest mistake people make before they even send a proposal Why saying “just checking in” or “circling back” can hurt your follow-up How to ask clear yes-or-no questions that actually get responses A week-by-week follow-up framework you can start using immediately Why you should never say no for a potential client How consistent follow-up strengthens your long-term sales pipeline ⸻ Resources Mentioned Previouis Proposal Podcast Episodes Why Your Proposal’s Aren’t Working (And What to Fix First) https://buildingmomentum.info/why-your-proposals-arent-working/ Why You Get Ghosted After Sending a Proposal https://buildingmomentum.info/why-you-get-ghosted-after-sending-a-proposal/ Do You Really Need to Send a Proposal? https://buildingmomentum.info/do-you-really-need-to-send-a-proposal/ Sales Conversation Assessment https://buildingmomentum.info/assessment ⸻ Join the Conversation If this episode got you thinking about how you handle proposals and follow-up, I’d love to keep the conversation going. Subscribe and ask your question here: 👉 https://buildingmomentum.info/matcha That’s where you’ll get new episodes, tools, and practical ways to make sales feel a whole lot more human. ⸻ Connect with Brooke on LinkedIn If you enjoy these conversations about sales, messaging, and running a service-based business, come say hello on LinkedIn. 👉 https://linkedin.com/in/brooke-greening I share practical sales insights, real-life examples, and encouragement for service-based business owners who want to grow their revenue without becoming someone they’re not. Because sales doesn’t have to be sleazy. Here’s to valuing your customers — and making more sales.

Why You Get Ghosted After Sending a Proposal 📝 Episode Summary You finally sent the proposal. You felt good about it. Maybe even excited. And then… silence. 😶 In this episode of Sippin’ Matcha and Helping You Make More Sales, Brooke and Scott break down why potential clients go dark after receiving a proposal—even when the conversation seemed to go well. Spoiler alert: it’s not always about price or timing. Brooke shares three of the most common mistakes that lead to ghosting and how to fix them with a few small (but powerful) changes to your proposal process. If you’re tired of hearing crickets after putting in hours of prep, this episode is your go-to guide. ⸻ 📘 What You’ll Learn The #1 rule for sending proposals that actually get responses Why booking a follow-up meeting before you send a proposal is critical How to avoid splitting decision-makers—and what to ask instead Why making your proposal “all about you” actually turns people off How to make your client feel seen, understood, and ready to say yes ⸻ 🔗 Resources Mentioned 📝 Sales Conversation Assessment – Pinpoint where your sales process is breaking down (https://buildingmomentum.info/assessment)  📘 StoryBrand Framework – The proven messaging method Brooke uses in her proposals (https://marketingmadesimple.com/buildingmomentumresources)  📄 Your Daily Five PDF – Brooke’s daily rhythm for consistent, human-first sales (https://buildingmomentum.info/five) ⸻ 🗣️ Join the Conversation Tired of getting ghosted? Want help writing proposals that actually close the deal? Submit your question anonymously here: 👉 https://buildingmomentum.info/matcha  ⸻ 🤝 Connect with Brooke on LinkedIn For more practical sales tips (and a few strong opinions on proposals), follow Brooke here: 🔗 https://linkedin.com/in/brooke-greening 

The 3-Part Formula to Double Your Sales in 2026 ⸻ 📝 Episode Summary What if doubling your sales wasn’t about working more hours, launching a new offer, or reinventing your business—but simply improving three key areas just a little bit? In this episode of Sippin’ Matcha and Helping You Make More Sales, Brooke and Scott unpack Brooke’s go-to Sales Success Formula: Actions × Profit × Effectiveness = Sales Growth. You’ll learn how a 26% improvement in each area can literally double your business—and how to start applying it this week. Whether you’re a business owner or a B2B sales pro, this episode is packed with clear, doable steps to hit bigger numbers without burning out. ⸻ 📘 What You’ll Learn What counts as a “sales action” (and why marketing doesn’t) How to increase the lifetime value of your clients without being pushy What makes a sales conversation “effective” (and why most people miss it) The two things you must know about every potential buyer How small, intentional tweaks can compound into major revenue growth ⸻ 🔗 Resources Mentioned 💡 Sales Conversation Assessment (https://buildingmomentum.info/assessment) — Diagnose the weak links in your sales process 🎓 Upcoming Sales Webinar (https://buildingmomentum.info/webinar) — Learn Brooke’s sales framework in a free, actionable training ⸻ 🗣️ Join the Conversation Have a sales question you want answered on the show? Submit it anonymously at: 👉 buildingmomentum.info/matcha  ⸻ 🤝 Connect with Brooke on LinkedIn For more honest, practical sales coaching and insights, connect with Brooke here: 🔗 linkedin.com/in/brooke-greening

What to Do When You Have Zero Time for Sales 📝 Episode Summary What happens when your well-planned sales schedule gets completely derailed? Whether it’s a personal crisis, client emergency, or just a week where everything goes sideways—this episode of Sippin’ Matcha and Helping You Make More Sales is your permission slip and your plan. In one of the wildest two weeks of their lives, Brooke and Scott open up about what it looks like to stay connected to sales when life punches you in the face (Mike Tyson style), and offer a realistic, no-fluff framework to help you move forward—even if you only have 10 minutes. 📘 What You’ll Learn The 3-step framework to follow when time is short How to protect “Buy Now” opportunities from falling through the cracks What it actually means to invest in the future of your pipeline How to automate (without sounding like a robot) Why 80% effort beats overthinking every time 🔗 Resources Mentioned 💡 Sales Conversation Assessment – Diagnose what’s stalling your sales chats (buildingmomentum.info/assessment) ✅ Your Daily 5 PDF – Brooke’s quick-start guide to sustainable daily sales activity (buildingmomentum.info/five) 🗣️ Join the Conversation Have your own sales question—whether it’s tactical, emotional, or somewhere in between? Submit it anonymously here and we may feature it on a future episode: 👉 buildingmomentum.info/matcha 🤝 Connect with Brooke on LinkedIn Want more practical, non-pushy sales advice in your feed? Follow Brooke here: linkedin.com/in/brooke-greening

Why Discovering Your Customer’s Story Matters More Than Telling Yours ⸻ 📝 Episode Summary We’ve all heard the advice: “Tell your story.” But in a sales conversation, your story isn’t the one that matters most. In this episode of Sippin’ Matcha and Helping You Make More Sales, Brooke and Scott unpack the overlooked superpower in sales—curiosity. If you’ve ever felt pressure to “pitch” or launch into your background too soon, this episode shows you a better way to connect. Brooke breaks down why sales success starts with uncovering your prospect’s story, and how to ask questions that open the door to deeper trust, clearer needs, and more honest conversations. Whether you’re new to sales or refining your discovery calls, this episode will help you stop performing and start truly listening. ⸻ 📘 What You’ll Learn Why storytelling is powerful in sales—but not in the way you think How to ask questions that lead people to share what really matters The 3-step approach to opening up deeper conversations Why jumping into your pitch too soon actually shuts doors How to build trust by focusing on their journey first ⸻ 🔗 Resources Mentioned 💡 Sales Conversation Assessment — Discover what’s actually stalling your sales chats 📖 StoryBrand Framework — The approach Brooke uses to clarify messaging and connect with buyers ⸻ 🗣️ Join the Conversation Got a sales situation where you’re not sure when to share your story? Send in your anonymous question and we’ll cover it in a future episode. 👉 buildingmomentum.info/matcha ⸻ 🤝 Connect with Brooke on LinkedIn Want more human-first sales advice that actually works? Follow Brooke for practical insights and encouragement: 🔗 linkedin.com/in/brooke-greening

How to Make Sales Feel Natural, Not Like a Performance ⸻ 📝 Episode Summary Feel like you have to “turn it on” every time you talk about your offer? You’re not alone—and good news: it doesn’t have to be that way. In this episode of Sippin’ Matcha and Helping You Make More Sales, Brooke and Scott unpack one of the most common (and exhausting) sales myths: that you need to perform to be effective. From awkward pitch decks to monologue-style meetings, they explain why less talking and more listening builds trust—and leads to better results. Whether you’re new to sales or just tired of feeling like you’re putting on a show, this one’s packed with practical shifts that will help you sound more like you (and still make the sale). ⸻ 📘 What You’ll Learn Why focusing on “what to say” is hurting your sales conversations The magic of the 70/30 rule (and how it changes everything) Why your best pitch isn’t a pitch at all—it’s a tailored response How to skip the salesy script and actually connect with your prospect Why trust gets built through listening, not talking ⸻ 🔗 Resources Mentioned 🤝 The Good Humans Growth Network – Hosts of the Sell Well Conference Brooke recently spoke at. ⸻ 🗣️ Join the Conversation Have a sales situation where you feel like you’re “on stage” every time? We want to hear about it. Submit your anonymous question at buildingmomentum.info/matcha and it might be featured in a future episode. ⸻ 🤝 Connect with Brooke on LinkedIn Want more practical, non-sleazy sales advice from Brooke? She’s always sharing tips and encouragement for service-based business owners. Connect at: linkedin.com/in/brooke-greening Take Brooke's Sales Conversation Assessment – A quick, free tool to find the bottlenecks in your sales chats •

You Got in the Room—Now What? Tips to Start Real Conversations ⸻ 📝 Episode Summary So you finally showed up. You made the call, joined the Zoom, or walked into the networking event (name tag and all). But now you’re standing there thinking… what do I say?! In this episode of Sippin’ Matcha and Helping You Make More Sales, Brooke and Scott tackle that exact question. From coffee shop chats to conference floors, they break down how to connect with people in a way that’s human, helpful, and not the least bit salesy. If you’ve ever fumbled your way through an introduction or felt like your small talk game was stuck on low power mode—this one’s for you. ⸻ 📘 What You’ll Learn Why talking less and listening more makes you more memorable The magic of curiosity over self-promotion How to turn a casual conversation into a potential business lead Brooke’s 3 go-to principles for connection that actually leads to sales Why your first conversation isn’t the end—it’s the beginning ⸻ 🔗 Resources Mentioned 💼 Sell Well Conference – September 11–12, Houston TX (https://www.theghgn.com/) 🛠️ Sales Conversation Assessment – a free tool to pinpoint what’s stalling your sales chats (https://buildingmomentum.info/assessment) ⸻ 🗣️ Join the Conversation Got a burning sales question that’s keeping you up at night (or just bugging you between client calls)? Submit it anonymously at buildingmomentum.info/matcha, and we might feature it on an upcoming episode! ⸻ 🤝 Connect with Brooke on LinkedIn Brooke’s always up for a good conversation—and some practical sales wisdom. Connect with her on LinkedIn: linkedin.com/in/brooke-greening

🎙️ How Do I Uncover a Customer’s Real Pain Points Without Being Pushy? ☕ Episode Summary Let’s be real—asking someone about their struggles can feel awkward. Especially if you’ve been on the receiving end of those manipulative sales tactics where someone corners you into saying “yes” when you meant “maybe.” 😬 In this episode, Brooke unpacks how to uncover your customer’s real pain points without feeling gross or intrusive. Whether you’re worried about overstepping or just not sure how to go deeper in your conversations, this one’s full of practical, permission-based strategies that help you build trust and close more of the right clients. Yes, you can be ethical and effective at the same time. ⸻ 📌 What You’ll Learn Why uncovering pain points isn’t manipulative—unless you make it that way The real reason some questions make clients shut down How to ask deeper sales questions (without feeling like a creep) A 3-step approach to keep your discovery calls human-first The surprising power of simply asking permission before diving deeper ⸻ 🛠️ Resources Mentioned Sales Conversation Assessment — Want to know what’s actually working (or not) in your sales calls? Take the free 3-minute assessment to find out: 👉 buildingmomentum.info/assessment Brooke’s SERVICE Sales Framework — A clear, kind approach to sales conversations that work. ⸻ 💬 Join the Conversation Got a sales question that’s been bugging you? Want Brooke’s take on it? Send it in (anonymously or not) and it might show up in a future episode: 👉 buildingmomentum.info/matcha ⸻ 🤝 Connect with Brooke on LinkedIn Want more ways to sell like a human, not a robot? Follow Brooke for weekly insights, gentle truth-telling, and a little sass: 👉 linkedin.com/in/brooke-greening

🎙 Episode Summary What do you do when you know you’re not the right fit? In this episode of Sipping Matcha, Brooke and Scott Greening explore one of the hardest questions in sales—how to gracefully step back when your offer isn’t the solution. From senior living to service-based industries, they unpack the power of honesty, setting expectations, and how “no” can still lead to meaningful referrals and future opportunities. ✅ What You’ll Learn Why being honest about a misfit builds long-term trust How to set expectations early in sales conversations Ways to qualify leads without making prospects feel like a number Strategies for handling objections versus true misalignment The value of having a strong referral network 📌 Resources Mentioned Sales Conversation Assessment: Diagnose your sales stalls and get actionable fixes → buildingmomentum.info/assessment Submit your anonymous sales question! → buildingmomentum.info/matcha 💬 Join the Conversation Got a tricky sales question? We’d love to hear it! Submit yours anonymously and it might be featured in a future episode: → buildingmomentum.info/matcha 🤝 Connect with Brooke Want more insights from Brooke? Connect with her on LinkedIn: → Brooke Greening on LinkedIn

🎧 Episode Summary When your prospects already have someone providing similar services, how can you stand out—without resorting to shady tactics? In this episode of Sipping Matcha, Scott and Brooke tackle one of the most common sales dilemmas: how to ethically and effectively communicate your value when competitors are in the mix. It’s not about being louder—it’s about being clearer, more intentional, and deeply understanding your customer’s real needs.   📘 What You’ll Learn How to uncover your customer’s true motivations beyond surface-level needs Why trying not to be pushy can backfire and create confusion The power of helping prospects ask better questions—even when they choose someone else Why confidence and clarity set you apart more than features or pricing How to own your story and lead without manipulation    🔗 Resources Mentioned  💡 Sales Conversation Assessment – A free tool to help identify what’s stalling your sales chats and how to fix them.   🗣️ Join the Conversation Have a burning sales question you’d love to hear answered on a future episode? Submit it anonymously at buildingmomentum.info/matcha. Your curiosity could help others close more deals!   🤝 Connect with Brooke on LinkedIn Want more insight and strategies from Brooke? Connect with her on LinkedIn and stay inspired: Brooke Greening on LinkedIn.