Ok.

So about Sundays. 😬

Turns out Sundays were just "meh" for all of us. Despite decent open rates (53.54% ain't too bad), they weren't exactly screaming "please disrupt my weekend mimosas!"

So.. back to Fridays. With a little help now (hi Andrea! 👋).

Normally, we dive into one of you burning questions. But today we’re flipping the script a bit.

Why?

Because Chris Cocca is joining as a guest contributor.

But First, check out Nick Maloof on the pod.

Like what you heard? Connect with Nick here.

Annnnnnd off we go.

👀 Who tf is Chris Cocca?

We typically feature queries received from you (our devoted readers, obvi).

But to mix it up—and provide you *extra* value—we have a bonus this week: an exclusive interview with Sales Whisperer Chris Cocca. 🚀 

Check out his bio and you’ll know why he’s the perfect person to ask about how to sell better—through bravery.

With over 25 years of sales leadership experience spanning Fortune 500 companies and mid-sized businesses, Chris Cocca is a distinguished sales authority. President of Strategic Sales, his company turns Accounting and Professional Services firms into Rainmakers. 🌧💰 Chris' unique background in accounting and finance, combined with his extensive sales expertise, enables him to build repeatable sales processes, develop effective sales strategies, and help transform organizations into a culture of business development.

🪑Pull up a chair…

Q: Chris, why is bravery so helpful to sales?​

🧠 A: Bravery is closely tied to confidence.

You must be confident in yourself and your abilities to sell, particularly in two key areas.

First, you must be confident that the solution you're offering genuinely addresses your prospect’s needs.

Next, you must possess confidence of who your prospect is and how you can assist them. 

Q: So when these elements align, it empowers you to be more confident, and therefore… braver?

A: Yes. It allows you to lean in more to the sales process with self-assurance.​🌟

Q: In what other ways does bravery show up in sales?

A: Sales bravery also involves asking challenging questions. 💭 

Engaging prospects in discussions about their assumptions and needs can be daunting, especially when the prospect is skeptical or reserved. 

However, the best salespeople are those who respectfully challenge their prospect’s perspectives to uncover underlying issues. 

 Q: Is there any risk involved in being so bold?

A: Yes. This approach must be handled professionally to avoid pushing the buyer too much outside of their comfort zone. 🚧

Q: How else does bravery impact the sales process?

A: Additionally, bravery means being prepared to fail.

Understanding that not every sale will be successful allows you to approach each opportunity without fear of rejection. ❌ 

This resilience enables you to learn from losses and quickly pivot to the next challenge.​

Q: 💯. But what about those days when you don’t feel confident as a salesperson?

A: It's natural to experience periods of low confidence, especially during a down time.

The key is to maintain belief in your abilities and trust that challenges are temporary.

Everyone faces setbacks, from top athletes to CEOs to even the best salespeople.​

Q: What’s your advice for not getting shook during the down times?

A: During these times, it's important to avoid negative self-talk and to give yourself grace. Bravery involves trying new approaches or adjusting your sales strategy.

Being open to change and willing to try something new can help you overcome obstacles and regain your confidence.​

Q: Are there ways for salespeople to practice bravery?​

🎓A: Absolutely.

One effective method is role-playing with a trusted colleague or mentor before important prospect meetings. 🤝 

Q: How can this help?

🎯A: By simulating challenging scenarios and practicing responses to potential objections, you can refine your approach and build more confidence—and thus more bravery.

This preparation allows you to enter prospect meetings with greater assurance and adaptability.​

Editors Note: Confidence → Bravery → Results. The chain sales reaction.

Q: Wonderful. For those interested in following your work or seeking guidance, how can they reach you?​

A: I'm readily accessible through my website 🌐 at chriscoccasales.com. I'm also active on LinkedIn and welcome connections there. For direct inquiries, feel free to call me 📞 at 918-409-9559 or email me 📩 at [email protected]. I'm passionate about helping individuals and companies enhance their sales strategies, achieve their growth objectives and build a lasting legacy for their team and community.

Welp, that’s all folks… until next [next] Friday.

Got questions? Just hit ‘reply’.

To your sales success, 🚀 

Elana and Ryan