This is a real sales call audit of a mortgage inbound lead who called in from a rate mailer. I break the call down like coaching game film using a 25-point sales call scorecard and show exactly why the deal almost died. Not because of rates or programs, but because emotion was never uncovered.
Sales isn’t about the loan. It’s about what the loan changes in their life. When you miss the emotional goal, you miss the close.
In this sales call audit, I score the introduction, relationship building, emotional discovery, presentation, and follow-up, then show how the same client was turned into a real opportunity once the conversation shifted from qualifying to connecting.
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