Welcome back to another episode of Who Cares? The Podcast for Business Leaders and Entrepreneurs Who Do. In this episode, Jay O’Brien and Jeff Jackel break down what it really takes to close a sale—without being sleazy. They explore how assumptive closes, thoughtful discovery, and empathetic questioning can dramatically improve your sales results, regardless of your industry. From Jeff’s Best Buy days selling magazine subscriptions with a scanner in hand, to Jay’s experience being led to the best meal in Italy by a decisive server—this episode is packed with practical takeaways, funny stories, and hard-earned wisdom.
🔥 Topics covered:
- The danger of being an “order taker”
- How to lead in a sales conversation
- Why discovery is everything—and most people blow it
- The psychology of an assumptive close
- How to stack value before talking price
- Avoiding scripted discovery questions
- Real-world sales stories: Best Buy, Real Estate, Financial Advising
🎯 Whether you're a founder, salesperson, or someone running client relationships, this episode is a must-watch masterclass in modern selling.
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