If you've ever walked away from a conversation without the next step scheduled, you're leaving money—and momentum—on the table. In this episode, Dan Rochon reveals the subtle art of building rapport, qualifying decision-makers, and turning interest into commitment without feeling pushy. Learn the true purpose behind every step of the sales process and how to use internal and external pain to move clients toward real results. If you’re ready to stop chasing and start converting, this episode is for you.

What you’ll learn on this episode

• Rapport is energetic, if you don't have it, you won’t get the appointment.
• You must close on the benefit first before asking for a phone number or appointment.
• Book a meeting from a meeting: never leave without a next step.
• Conversion improves dramatically when prospects commit to a time on the call.
• You're not selling services. You're bridging the gap from internal/external pain to internal/external pleasure.
• Use embedded language from the client to deepen rapport and trust.
• Avoid rookie mistakes, always confirm you’re speaking with the decision-maker.

Resources mentioned in this episode

• CPI Communication Model: Dan’s foundational 3-step approach for influence.
• Teach to Sell: Learn the methodology that turns education into influence and gets you hired more often.
• BAMFAM Strategy: Book A Meeting From A Meeting to maintain momentum in your pipeline.
• Pain-Pleasure Bridge Framework: Marketing psychology to move prospects from fear to desire.

To find out more about Dan Rochon and the CPI Community, you can check these links:

• Website: No Broke Months
• Podcast: No Broke Months for Salespeople Podcast
• Instagram: @donrochonx
• Facebook: Dan Rochon
• LinkedIn: Dan Rochon