Sales Mama Podcast with Sausha Davis

3 BIG Sales Mistakes That Are Costing You Clients

• Sausha Davis • Season 3 • Episode 1

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In this episode, I'm breaking down the three most common mistakes I see coaches and service providers making on sales calls, and why they're killing your close rate. If you've ever wondered why some calls close in 15 minutes while others drag on for 90 minutes and still ghost you, this episode will show you exactly what you're doing wrong.

In this episode, you'll learn: 

• How to read buyer types so you stop treating every prospect the same and start closing faster 

• Why over-explaining your offer signals pricing insecurity and overwhelms your prospects 

• The difference between effective follow-up and desperate follow-up (and how to adapt your message based on buyer type) 

• How the GEMS framework helps you close with confidence in less time

If you're ready to stop guessing on sales calls and start closing consistently, this episode will show you the exact shifts you need to make today.

Resources mentioned: 

• Groundwork: My DIY course teaching you the sales fundamentals and GEMS framework so you can start closing with confidence. Perfect if you're ready to take action on your own. Learn more here. 

• Sales Mama School: My signature coaching program with three tiers (ROOT, RISE, RECLAIM) for women entrepreneurs ready to scale their businesses with personalized support and proven frameworks. Learn more here. 

Thanks for listening to the Sales Mama Podcast. If this resonated with you, screenshot this episode and tag me on Instagram @salesmamaschool or @sausha.davis so I can celebrate you taking action.

Leave a written review and you'll be entered to win our monthly listener prize. We choose a winner every month who gets an Amazon Gift Card!

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SPEAKER_00:

Hey, welcome back to the Sales Mama podcast 2026. Can you even believe it? A whole nother year has gone by. And this is year three of this podcast. And I have been actually podcasting since 2018. So I have been podcasting for eight years now. But this is actually season three of the Sales Mama podcast. So we are well over a hundred episodes. I think we're probably closer to 120 or 130 total. I think we had about 60 episodes last year, about one a week average. And so this year I want to have two per week average. So that's what I'm shooting for. Maybe we'll get three per week in there. We'll see what happens. But just kind of reflecting back on, you know, 2025 and all of the cool, you know, we had we had some pretty cool guests that were on. And I had some really great client experiences that, you know, they were able to share what wins they had in their businesses and their experience working with sales mama. Um, you know, and last year was, man, I feel like last year just kicked my ass, if I'm being completely honest. You know, I think sometimes you see things online and you're like, oh man, she looks like she's got her shit together. And I think we have to put on that brave face to show up and just get the shit done that we need to get done, especially when you're a business owner or you're a mom or an entrepreneur. Like you don't really have a choice, you know, like what are you gonna do? Just not do the things. You know, it's like when people say, Oh, I could never do that. Like, what's the alternative? You just don't do it. Oh, I just don't feel like being a mom today. Like, it just doesn't work that way. But what I will say is I doubled down on certain team members and certain systems and certain automations, and I do feel that that has really set me up for success in this coming year for 2026. So, you know, even when things look good on the outside, just know that like it's always a continuous learning experience. You know, I would consider myself an expert, a pro when it comes to sales, sales conversations, sales systems, high-ticket sales, just anything sales in general, but the team building side of things and the operation side of things, and the HR side of things and the tax side of things, all of those things. I I am beginner intermediate in. Actually, I'm not beginner in that. I wouldn't say I'm beginner in that at all. I'm intermediate in, I wouldn't say I'm advanced because I've only been running my own teams for a few years now. You know, I've uh in in the past I have had teams in the capacity of teaching other teams or consulting with other teams, or I would lead teams through a corporation that I was, you know, a part of. Where having my own sales mama team that is still relatively newer to me. I've only had my own internal team for a few years now, and I freaking love it. I love it, love it, love it so much, but it's also a learning curve. And so these are all the things that as I learn and grow and experience, I also share them with my sales mama clients. I try not to sugarcoat anything or beat around the bush, and I share what works for me and what didn't, and you know, what people could try or what I would, you know, stay away from or you know, give my honest feedback. And, you know, I tell them where I went wrong. Like last year I got my ass handed to me in taxes because the year before I had made a significant amount of money and thought I had set enough aside. Well, clearly I did not because years prior I had set enough aside. So just things to keep in mind. And I'm sure you can hear my kids running around and screaming in the background, and that's just it's just all part of life. That's another thing that I don't think people share enough is the behind the scenes, the real life thing. It's you know, always this perfectly curated everything when in reality nothing is perfectly curated. It's progress over perfection, and you know, we're just one percent better each and every day until you get to something and you're like, you know what? I really like this, and I'm gonna keep this the way it is, and I'm gonna double down on this. But today, what I want to talk about is three mistakes that are killing your sales, they are killing your close rate right now, and I want to give you action steps on how you can fix them. So believe it or not, I have closed well over$15 million in sales. It's probably closer to 20 million, but I'm not gonna go back and just count up everything. And that's just from me doing high-ticket sales. This does not include me doing corporate sales or any of the sales in previous life. This is just high-ticket sales in my online consulting business. Okay, I now can spot these mistakes from a mile away. So if you're wondering why, you know, maybe some sales or some calls feel easier than others, I'm going to explain to you why. All right, so the first mistake that I want to talk about is you are treating every single person, every single buyer the exact same. If you've been listening to this podcast for a while, you know I talk about buyer and seller personalities. I talk about the gems method, I talk about the different types of selling like a mother that you could be. And when you know your audience, you can ask different questions. But what I find is that many times we are asking the same exact questions using the same exact script, giving the same exact presentation to every single person that we get on the call with. We saw somebody online, you know, typically they are, you know, a middle-aged white male. Um, that's typically who we learn from, and it's nothing against white people and it's nothing against men. You know, I'm a white person and uh I have a husband, you know, so it's not that I'm against those things, but I'm just saying that that is one very single-minded way of thinking, and there is tons of different ways that you can think and sell and promote and market outside of that box, okay. And so then what ends up happening is when we learn just those methods and go look it up because there's only a couple of women out there teaching, and if you really look at their methods, they are just teaching the exact same methods that the men are. They're almost the exact same methods, there's really not much different than what they are teaching from some of these other quote unquote gurus. So just really look closely at the methodology that they are teaching behind sales, and you will find that like any PQ, the closer method, a lot of these things are all going to be the exact same. So, um, you know, Jeremy's one, um, Andy Frazella is one. Um, there is, oh, there's that blonde-haired girl. Um, people always tell me about her. She does like hot girl sales, and I can't remember what her name is, but they're all selling the same, they're just bundling it differently. But ultimately, it is the exact same script, exact same process, over and over and over, and they're not really sharing much different, okay? And so then when you try these scripts and they don't work on every single person, you get confused and you start to have self-doubt because why did this person have a yes in 15 minutes and this person takes three weeks to close, or this person ghosted you, or that script didn't work on this person, okay? And so what's really happening is you're not reading their buyer types, you're not tapping into their personalities, okay. Different people make decisions completely different, they make them at different speeds, they make them on uh based on different buying patterns, buying techniques, and if you can't adapt to that on the fly, you're going to drag out that entire sales process. So you could close somebody essentially in one call, a cold call, if you will, but you are losing people because you do not know how to sell to them. Okay. So there's sometimes where you need to speed up the process for certain people. And there's also times, believe it or not, where you need to slow down a bit for certain people. Where if you come at it like a bat out of hill, like we're gonna do this and we're gonna do this today, and blah blah blah blah blah, and you do that to a couple different types of personalities, you are gonna lose them. They are never going to buy from you, they're gonna think that you are batshit crazy, okay? And so how you fix that is you start to increase your emotional intelligence, you create your capacity to read people. And so, this is one of the things that I teach inside sales mama school. I teach a different a few different frameworks, but one of the main ones that I teach is the Gems framework by Danny Johnson. And I have my own swing to it. So I don't teach that method step by step. We use that method as a foundation, and there's a lot of other things that go into it. But once you understand somebody's personality type, you can really know exactly how fast their sales process moves. So from their entire lead-to-client journey, are they going to purchase in seven days? Are they gonna purchase in seven months? Okay, there is a huge difference in the buyer personalities on how quickly somebody will purchase, and you will also figure out what questions to ask, when to ask them, when to shut up, and when to just take the freaking credit card. All right. Now, the next mistake that I want to talk about is you are overexplaining everything because you don't believe in your price point. This is one huge mistake that makes me just want to shake people. I just want to shake them. And so what ends up happening is you'll go through your discovery call, you'll go through your sales call, and then you get to the pitch, and instead of just doing your two to three minute pitch, I'll be doing some sales calls reviews, and all of a sudden this person is talking on their pitch for like 10 straight minutes or 15 straight minutes, and they're just walking through every single feature, every single benefit, every single bonus. Because deep down they're not actually confident in what they are charging yet. Okay, so what ends up happening is just like any other time, you're not confident or you're anxious or you're nervous. What do you do? You talk, talk, talk, talk, talk, talk, talk, talk, talk. And so you keep talking and you try to justify your price point, you try to overexplain. And so your prospect is sitting there, like, what in the actual fuck? They are overwhelmed, they are confused, and now they you have put them into that I need to think about it stage because you have given them way too much information to process. This is where we need to give them the need to know information, and what they need to know is how much it is, can you help them, and how are you going to help them, not what is included, okay? Because the truth is, confident sellers will diagnose the problem and present a clear solution, and that's it. Again, going back to the doctor reference, I talk about this all the time. When you go to a doctor's office and they're like asking you for your symptoms, are you feeling this? Are you feeling this? Are you feeling this? Are you doing okay? How long have you been doing this? How long you've been a good doctor, I'll say. They'll ask you all the questions and they'll be like, Okay, it sounds like you're experiencing this. My solution is I'm going to prescribe you this. You're going to take it twice a day for the next 14 days. Any questions? They don't go into this is what this product is, and this is why you take it, and this is what it's made out of, and this is why they made it, and this is this and this, and this is why I got my degree as a doctor, and this is why I'm in this clinic, and they don't over-explain all of the things. They're asking you the questions, they're diagnosing your problem, and they are giving you a solution and telling you the next steps, okay? And that's it. So if you believe in your pricing, which you need to believe in your pricing, and if you don't, this may be counterintuitive or counter of what other people's advice may be, but you need to lower your price until you are 100% confident in your pricing. Because otherwise, you are never gonna close a deal, okay? You're never gonna close a deal. So if you have a hard time saying$5,000 on a call, but you're fine saying$3,000, then you're gonna say$3,000 until you get three to five signups, and then you're gonna bump it up. And maybe you bump it up to$3,500 or maybe you bump it up to$4,000. Okay. And then you get three to five signups and then you bump it up again. Okay, till you get to that price point of what you know your market will pay and what is profitable for you. All right. And so then when you believe in your pricing, you no longer have to convince anyone. You just don't give a shit. You're just like, okay, take it or leave it, right? You don't need to sit there and say, oh, but you get this and you get this and you get this and you get this. Because when you have that confidence and conviction in your value and your pricing and the way that you're able to help somebody, they will feel that. Okay. And so you just need to help them see if this is the right fit. You just present the offer and then you walk them through the next steps. Mistake number three: your follow-up game is either one non-existent, or two, desperate. These are the two things that I see all the time. You either are not following up at all, or when you do follow up, you're like, hey, I'm just checking in. Hey, I'm just checking, hey, I'm just checking in. Hey, I'm just checking in. Were you still thinking about working together? It's like, oh my god, this is cringe worthy. So what ends up happening? I I want you to stop ghosting your people, okay? Because that's what typically happens. You're either ghosting your people completely after a call, or you're sending a bajillion follow-ups with the exact same message, which just makes you sound desperate. And this is something I've actually had to talk to my team about because I will have a call with somebody, I will send them a follow-up, and then they think that they'll be doing me a favor, my team, and they will send a follow-up. And I'm like, okay, guys, I know we're good at follow-up, but also let's not everybody send a follow-up because that's really fucking annoying. When you're getting follow-ups from like 10 different people, it's like, holy shit, who do I reply to? Okay. So there's this sweet spot here where I reply to people or I'll follow up with people the same day, and then typically one to two days later, and then typically five to seven days later, and then maybe like two weeks later, and then maybe like every, you know, once or twice a month after that, okay, until they become a client. Okay. But we don't want to sound desperate and we don't want to kill any rapport and we don't want to kill the sale, obviously. And we want to make sure that if we have people on our team that we want to be communicating with them as well, this is why CRM notes are crucial and why communication amongst you and your setters and closers is crucial because we want to make sure everybody's on the same page. That's conversation for another day. Okay. So what you need to understand here is that follow-up isn't just about persistence, all right? It's about adaptation. If someone does not respond to you in your first message, guess what? Sending the exact same thing is not going to work. It will not work. Think about you. How many times have you gotten the same exact message and you're just like, report to junk, delete, block, stop, unsubscribe, you're just done with it. So what you need to do instead is change your approach based on their buyer type. So if they're, you know, that Ruby asking a direct question, if they're a sapphire, asking a funny question, if they're an emerald, asking a data specific question, if they're a pearl, asking a heartfelt question, right? Something like that, being very specific and curiosity driven. And if fallouse fails, I always default to humor. But that's kind of my personality. So I think people maybe expect it from me. Where I like I send the eyeball emoji a lot where I'm like, the two eyeballs. Are you ignoring me? Where are you at? You can run, but you can't hide. But, anyways, I digress. Some people do need space though. Some people, you know, need space to think, some people need space to process, some people need urgency, some people need more information, some people need some hand holding. But you can't know this if you don't actually understand how they make decisions. Okay. And so this is why it's so important, again, to know who you're talking to. I literally had somebody who I followed up with, and she's probably listening to this podcast. And if if you're listening to this, you know exactly who you are. I followed up with her three different times, four different times, and she did not reply to any of those messages. And then, like three days later, out of the blue, after my last message, she was like, Hey, so sorry, meant to give it back to you. So it's just funny to see that you know you can send four or five messages in a row and not hear anything back. Or I sent four or five messages over the course of you know a week or two, I should say, and I didn't hear anything back. And I know that she was reading them. Like I I know when people are reading messages. I know she's reading them, I know she's looking at them, I know that she's opening my emails and my stories and blah blah blah blah blah. And I'm like, she's totally avoiding me right now. She's totally avoiding me right now. And typically when that happens, people go into this like fight or flight response, you know, fight, flight or freeze. And so I think she was in this freeze response where it's like if I don't do anything, then maybe I won't have to make a decision, or you know, the fear where uh if I actually have to do the thing, then you know, I gotta put my money where my mouth is, or you know, what happens if I actually do this, or you know, like all the shit comes up, right? When when you're making a big decision on something, like all of your shit comes up. And if you've ever invested anything big before, you know exactly what I'm talking about. You're like, whoop, shit, fucker up, you know. And so I think some of that was happening, anyways. Then she messages me back and is like, you know, this is still on my to-do list, blah blah blah blah blah. I'm like, okay, so we'll find a way to make it happen. Um, or bless and release, you know, it is what it is. So I'll continue to follow up once a month until she tells me to stop or until she becomes a client. So that's really how it goes from there. But again, I know what her personality type is, and so I know what I can say and what I can't say, all right? So that's another thing about it. Okay, so here's what I really want to leave you with, though, is that when you learn your buyer types, when you learn to read them, and I can literally walk up to just about anybody now, and I'm like, oh yep, she's this, oh yep, he's this, oh yep, okay, that person's probably a little bit of this and this. Everything shifts. Okay. And so in your spare time, in your free time, when you're in the car listening to podcasts, like do some personality research. Start to learn how people think and how they act and how they feel and how they process data and information. I mean, everything from Enneagrams to human design to Meyer Briggs to disc personalities to gems methodology, to there's so many different types of personality assessments out there. And when you start to learn more about other personalities and get out of your own head, you will start to be, oh, you will be so kick ass at sales, I promise you. And this is all stuff that I obviously teach in sales mama school. So if you want somebody to, you know, kick your ass and have you actually learn and implement, you know, quickly, I'm your gal. But there is so much information out there on this type of stuff that you just need to go learn all about personalities and then apply what you learn in the personalities into the sales and marketing world. And that's really what I have done. I have taken my experience with sales and marketing, and I have blended it with what I have learned with personality-based assessments, which I don't know if you know this or not, but traditionally speaking, I am educated in the realm of psychology. So that's actually what I went to school for. I'm fascinated with how the brain works and how the mind works. And corporately speaking, I was trained in sales, and so that's really where all of this comes in, and it's really a blend of sales psychology. And so that's really my area of expertise is how the mind and how people make decisions and how that can help us scale our business, not just this one single-minded framework. It's like, okay, great. As long as you have a framework, sure, but why not adapt that framework to your personality and your buyer's personalities so that you can really take things to the next level? Okay. So if you're ready to stop guessing and start closing, sales mama school is your next step. And if sales mama school seems like a big step for you, I encourage you to go start with groundwork, salesmama.biz slash groundwork. It is on sale now, so take advantage of it before the price increases. I think you'll love it. People in there are really enjoying it. We dive into um, I mean, how to how to scale your business, the different buyer personalities, how to hit your first 10k month, funnels and automations and ads. It's like the basics of everything that you need to know in your business. It is literally laying the foundation, the groundwork for you to be able to scale. So check it out. And if you have any questions, hit me up on Instagram or uh send me an email. Okay. All right, catch you later, guys.