START CLOSING MORE CALLS
For coaches who want sales calls to feel natural, honest, and actually convert - without sleazy scripts or high pressure plays.
START CLOSING MORE CALLS
For coaches who want sales calls to feel natural, honest, and actually convert - without sleazy scripts or high pressure plays.
Real coaches just like you are using the SALTED Sales Method to shift their discovery calls into clarity, connection, and new breakthroughs.
"5 weeks after Will's sales training I closed 2 clients for a total of $5,000 which is ansolutely mind blowing for me; I didn't think that was possible or that I would be here. I'm super grateful for it, and confident now."
- Fields Cage
Christian Men Sexual Integrity Coach
“Before working with Will I was nervous about saying hey to a stranger at the grocery…now I’m able to confidently close my $3k or $7k package on the phone in just 60-minutes. & I genuinely enjoy it!”
- Cheyenne Munawar
Author Coach/Publisher
“I sold my first ever $5k offer thanks to Will. He came on expecting a “free” call, but I knew how to pivot, talk about the program, and ask if he's ready in a natural way that resulted in a smooth sale.”
- Brandon Kelley
Executive Pastor Coach
You’ve probably been told to follow high-pressure scripts, handle objections like a chess match, and "overcome" your prospect. That used to work.
But in 2025? Buyers are too smart. Too burned. Too human for that. It's not only outdated - it’s repellent to your ideal client.
This method was designed for coaches, consultants, and entrepreneurs who sell with conviction - not coercion.
The SALTED Sales Method flips the script.
What most sales trainers teach:
🚫 Probing Pain
🚫 Telling More & More
🚫 Talking at People
🚫 High Pressure Closing
🚫 Sales Scripts
🚫 Fear Based Urgency
🚫 Selling
These tactics can leave you feeling like the old school used car salesman you swore you'd never be and worse - unable to break through a glass ceiling of income.
Imagine instead on every discovery you spent time:
✅ Searching Situations
✅ Asking Thoughtfully
✅ Listening with Intention
✅ Welcome Invitation
✅ Real Conversation
✅ Confidence to Decide
✅ Solving
This transformation isn't just possible - it's within your reach & can happen in just a few weeks. I know because I've done it again & again.
This isn’t B2B. It’s not B2C. It’s C2C: Coach to Consumer. Real, relational, and refreshingly effective.
SEARCHING
SEARCH in conversation for how your prospect needs help
ASKING
ASK meaningful questions that provide valuable information
LISTENING
LISTEN to never get lost and know exactly where to go next
TYING
TIE everything you heard uniquely to how your offer can help them
ENVISIONING
Allow your prospect to ENVISION a better way
DECIDING
DECIDING on working with you can be as natural as "yes"
This is more than a sales method. It’s a trust-building framework that makes your offer feel like the obvious next step.
What if understanding sales was as simple as actively listening & holding normal conversation?
You don't have to worry about adding more leads to your list, hot calls to your calendar, or hearing the dreaded words “we’ll be in touch” ever again…regardless of the audience you serve, what you offer, or your experience in sales. & best of all...
I’m known as a “joy smuggler”. Which means my identity is rooted in sneaking joy into places where it’s often never found (ie often on your discovery calls).
I have dedicated more than a decade of my career to helping service based business owners take back joy & steer clear of sleazy sales & complicated marketing tactics to achieve high income targets they once only dreamed of.
I’ve witnessed countless entrepreneurs in this space go from a stagnant income - & even worse - regularly losing new business opportunities - to running wildly profitable, simple businesses while enjoying every minute of each new conversation. Myself included.
But, it wasn't always this way...wanna hear what happened?!
From Bussing Tables to $10M in Sales With One Unlock
How one accident shifted confrontation to conversation & unlocked sales forever.
More than a decade ago, in 2014, I was working 80+hour weeks, striking out on meeting after meeting in my full time job as a financial coach selling life insurance; it was so bad I couldn’t even afford to put gas in my car - so instead of driving, I often rode my bike to & from work. I hid behind my failure in sales by telling people I rode my bike “because I enjoyed it” or “it forced me to exercise” - fake it till you make it, right?!
But it wasn’t for lack of trying. I even invested some of my last dollars into a sales trainer! He made me follow complicated sales scripts that turned me into a robot, force-fed me all sorts of talk tracks to use, showed me sleazy tactics like “creating fear” out of my prospects & used fancy sales lingo like “reciprocity”.
Hiring a sales trainer made my sales calls more confusing. I was totally out of control on these calls - & getting more & more demoralized from the high pressure of each deal I lost.
During that time, I also got thrown into the endless content treadmill of digital marketing. I set up a funnel, launched a Facebook group, started a podcast, ran ads, drafted long form blogs, posted content - you name it I did it!
The worst part about it was…the marketing actually worked! Sounds crazy, right? That should be a blessing, right? I got leads & even calls booked onto my calendar. I got so many calls on my calendar that I began working more than I ever had. But, I still couldn’t get any of them to buy from me! I was working more hours for less money.
The math wasn’t math-ing.
“If I could just get more of the right leads - people who are ready to buy - then I could break through!” replayed in my head night after night.
After 4 gruesome months of this, I desperately needed additional income so I picked up a job as a waiter's assistant at a restaurant in town (it was a fancy nationally acclaimed joint, but my college buddy's dad was the chef/owner so I had a shoe in).
I’d try my best to close new business from 8am-2pm at the life insurance job, stop by my apartment to let my dog out, then
work 3pm-12am serving esteemed guests on a particularly extremely hot concrete patio.
I was grinding my gears for just enough to break even each month while drinking 10-12 cups of coffee to get me through the sales meetings I dreaded; knowing they wouldn’t close.
Then something changed. All of it changed. Nearly overnight.
After only a few shifts at the restaurant, waiters were demanding my manager that I be their assistant on shift, because their bills & tips were nearly DOUBLE with me working their tables vs. the other waiter's assistants.
All the servers came to me with the same question: “WHAT are you saying?! HOW are you getting these people to buy the top tier of EVERYTHING we offer?!”
They told me they were making more on 15 tables than they would have previously on 30 tables.
They were making more & working less.
To be honest, I didn’t even realize this was happening. & I wasn’t doing anything crazy. I was just asking the guests personal questions, learning about them, then suggesting items we had based on what they told me. Simple, right?
This ordinary, but powerful, conversation resulted in table after table…
💰 Buying the $165 wagyu steak vs. the $59 angus ribeye because “their uncle in KC owns a wagyu farm”.
💰 Opting for the $139 bottle of Napa Cab vs. the $12 house glass because “they want to celebrate 16 years of education & finally getting their white coat”
💰 Splurging on the $42 dozen oysters vs the $12 dozen to “relive that anniversary trip they took 15 years ago to Prince Edward Island”
That’s when it all hit me.
Sales isn’t about peddling products & blabbing on & on about their value, it’s about conversationally searching, asking & listening to who you’re connecting with ➡️ then tying that information to your solution.
More importantly I realized: I didn’t need MORE conversations at my day job - I needed to BETTER steward the conversations I already had.
So, I started trying this while selling insurance. What do you know? IT WORKED THERE TOO; just like it did at the restaurant!
I went from closing 1-2 deals a month…to 1-2 deals a week…to 1-2 deals a day! Following this took me from closing one of 30 calls to one of 5 calls; without adding any more calls to my calendar or spending any additional time in marketing.
I started making more in a week than I previously would in a month - all without taking any more calls!
Fast forward 2 quick years to 2016: myself + the VP of the company were so successful we left to launch our own Registered Investment Advisory Group that flourished into a $20M service based business that still exists today (as you can see below, we never took ourselves too seriously). & yes, this was likely also the last time I wore a tie.
Since 2018, I’ve held more than 13,836 service based discovery calls refining and perfecting the Salted Sales Method while training more than 375 coaches like you how this exact method of sales can successfully fit into your business.
Today, I’d like to share the most effective method of sales I’ve ever seen for service based businesses like coaches, consultants or even phone sales professionals who are chasing around new business while leaving hundreds of thousands of dollars a year on the table.
If you're game, I'll show you exactly how the Salted Sales Method works, & more importantly, how you can use it to rapidly grow your income & business.
Speaking with words that are wise, interesting, preserving, and able to challenge or provide truth in a way that builds up rather than tears down.
Designed to help you close more calls by mastering what sales really is.
Simply Searching, Asking, Listening, Tying & Envisioning throughout your conversation makes it nearly impossible for your prospect to Decide not to work with you.
SALTED: Searching
You don’t have to be the icky fear mongering probing sales person if you SEARCH in conversation for what your prospect needs help with.
Simply search on your call for clues showing you how to best serve your prospect
Look: we’ve all been in the sales scenario before where an untasteful salesperson picks & probes into your personal problems in an effort to create a false world of fear & doubt - ICK!
Please, no. Leave that behind.
This is where the Curious Detective Scooby Doo Framework shines for you.
When a detective (better yet, Shaggy & Scoob) walk into a crime scene, they come into it with an open mindset that “anything could have happened” and carry a genuinely curious posture as to what happened. They’re searching for answers by looking for clues on the scene of the crime. Any one of those clues - from a bullet casing to a dent in the drywall - could be the missing link to solve the crime.
Similarly, your posture on sales conversations should be that of a detective on the scene. Through candid, intentional conversation, you’ll search the “crime scene” (aka your prospects current situation) to understand what could be the missing piece (their real reason for wanting to buy from you) that solves the case (them purchasing your service).
With the Curious Detective / Scooby Doo Framework your prospect will quickly open up to share their deepest needs with you; without injecting icky false fear or doubt into the conversation…and you can feel confident in knowing you’re genuinely helping.
See, now you don’t have to worry about doing all the heavy lifting & the frustrations behind the impossible mission of finding the “pain points” or “passion points” of your prospect. Rather, they simply open right up to you sharing those things outwardly.
Plus, every new client you close experiences a legitimate breakthrough & feels confident & excited about your service - all prior to them actually working with you!
Pretty cool, right?
And they do so in large part because of your curious posture as a detective. Curiosity leads to searching. & naturally, searching leads to the simplest - but most crucial - part of the SALTED Sales Method is asking.
SALTED: Asking
The most annoying part of sales - blabbing on & on about your offer - is almost entirely replaced by simply ASKING questions.
Become a therapist (not a salesperson) by asking sincere questions
What do you do when you’re nervous or feel like you “need” to close the deal during a sales conversation?
YOU FILL. THE. ROOM.
Meaning…you blab! You go on & on & on - hogging the conversation blabbing about your offer & describing the value of it. Truth is: most coaches spend 70%+ of the time on discovery calls talking.
You share your story of why you got started in business. Who you have helped. What exactly it is that you do. & especially why what you do is valuable.
How do you think your prospect feels receiving all this?
Ick-eeee. They never asked you to hear any of it!
So, rather than blabbing…with the SALTED Sales method you’ll simply ask.
😃 You won’t get lost in your notes
😃 You won’t hog the conversation
😃 You won’t feel tied down to a sales script
Instead, you simply focus on having a conversation, as if you were at coffee with an old friend.
I call this the Relaxing Therapist Role. Imagine yourself laying down on a chaise lounge in the dimly lit, homey aesthetic office of your therapist. What will your therapist do?
Your therapist would ask you a crap ton of questions & genuinely care, of course!
That's because a therapist is extremely slow to advise, but quick to ask. They never speak of themselves & rarely offer answers, yet their client receives life changing transformation. As a relaxing therapist on your sales calls, you’ll play a similar role for your prospect because talking comes last. In fact, following the SALTED Sales method, you will only talk ~25% of the entire call.
Not only do they ask, but an A+ therapist reveals key information on how their questions are received. And that information leads them to deeper questions to follow. And those natural next questions often reveal a level of depth, clarity or “ah-ha” that the client in the chaise lounge has never even considered before.
& that “ah-ha” moment ties right into exactly how you’ll pitch your offer (more on that to come).
However, if you’re not careful, the "ah-ha" can be so easily missed. That’s because the Relaxing Therapist not only asks often…but they are actively listening.
You can swap pressure tactics for presence, and finally found a sales rhythm that fits who you really are
"5 weeks after Will's sales training I closed 2 clients for a total of $5,000 which is ansolutely mind blowing for me; I didn't think that was possible or that I would be here. I'm super grateful for it, and confident now."
- Fields Cage
Christian Men Sexual Integrity Coach
“With Will’s training I recently closed a $13,500 deal. Price your services at what you want to earn! And take a risk. Entrepreneurship is not about waiting for sales to fall in your lap, but following the hot leads and closing the deals. I trust him explicitly.”
- Jenny Desmond
Nonprofit Coach
“Selling is actually just coaching; it isn't slimy. I learned I actually am built for sales when I always thought, 'that isn't me'".
- Jonathan Armbruster Podcast Launch Coach
SALTED: Listening
Never again stress over what to say next - actively LISTENING will easily guide you where to go.
Stop, drop & roll when you hear it
I have audited more than 400 coaches' sales calls to share with them precisely what they missed & why the deal didn’t close. It’s funny what happens on 90% of them.
They will do an A+ job searching & asking because the prospect will open up with a key piece of information! & then…”POOF”...like a magic trick…the coach will totally miss it & move on to another question. They get too stuck in searching & asking that they miss listening entirely.
Instead, by actively listening, after you ask you are looking for keywords, phrases, tonalities or even emotions that may lead you to answers. & when you hear them, you’ll double down to learn more…
I call these keywords or phrases Emotional Triggers - & if you’re actively listening you will hear them.
Dramatic phrases like:
‼️“EVERYTIME I do this…”
‼️“I NEVER get the opportunity to…”
Or emotional words like:
‼️“It’s so FRUSTRATING dealing with…”
‼️“I get so ANGRY because…”
Or even sharp expletives:
‼️“That F***ING kills me!”
(don’t tell my mom I included that here)
….woah.
When you hear these as a therapist, you stop, drop & roll. Remember the old fire drill?
In this case, you will:
STOP: literally pause the convo there.
DROP: drop the same line they shared by simply repeating the words they used & asking for clarity around that.
ROLL: continue letting them roll off how they feel about what provoked the emotional trigger.
On discovery calls, getting information from your prospect as to why they may need your offer is vital to closing new business. It is the lifeblood of your pitch. With it, your prospect will convince themselves they’re in dire need of your offer. Without it, you’re just blabbing about a service to deaf ears.
This level of active listening will reveal a bounty of information you never thought was possible to gather in such a short period of time. With that bounty it’s now time to begin tying.
SALTED: Tying
Know precisely how to pitch your program to be irresistible to your prospect by TYING what you’ve heard into your offer.
Clip into anchor points & TIE back to what you have heard
When you're climbing a rock face, you don’t just scale it blindly — you clip into anchor points with your carabiner along the way for safety and support.
These carabiner clips:
😃 Mark your progress
😃 Provide leverage when you need to rest or regain footing
😃 And most importantly — give you security when you push toward the summit
This is a concept I call the Carabiner Close.
In a sales conversation, those anchor points are the key insights, frustrations, or goals your prospect shared with you through your searching, asking & listening earlier in the conversation.
Throughout your climb (your pitch) & as you're nearing the top (the close), and they get shaky or unsure — you don’t reach for something new or try some slimy sales tactic.
👉 You tie back into the clips they’ve already set:
"You told me earlier that you're tired of wasting leads who ghost. That’s why this system was built — to catch that exact fall."
Just like a climber trusts their gear on a tough stretch, your prospect can trust their own words and stay the course — because you’re tethered to what really matters to them (not what you think is good or cool about your offer).
But, you better make sure that carabiner can hold weight by simply envisioning.
SALTED: Envisioning
Help your prospect draw out emotions to clearly see the vivid gap between where they are now and where they want to be by running the Movie Reel Gap in their mind.
Show your prospect two movie reels.
...the stuck, heavy version of life if nothing changes vs. the thriving, free version of life with your solution. When they feel the gap, moving forward becomes a no-brainer.
Imagine sitting in a dark theater as two movie reels play side by side. On the left reel, your prospect sees their life if nothing changes — same struggles, same stress, same fog. On the right reel, they watch a different movie: their dream future, free, clear, and thriving.
Your role? You’re the one who flips on the projector and asks them to describe both reels while you listen.
This simple exercise builds undeniable contrast: staying the same feels heavy, moving forward feels light and exciting. Because when the gap between those two reels is clear, the decision to move becomes a no-brainer
Which should feel especially easy for you; deciding to work together is the only thing left.
SALTED: Deciding
Use the "Menu Method" to getting a 'yes' as natural as ordering dinner at a steak house.
Closing shouldn’t feel pushy. Like ordering off a menu, you simply present clear options and let them choose.
By this point, saying “yes” feels easy, natural, and inevitable.
Think about the last time you went out to dinner. The server didn’t corner you with pressure tactics — they simply handed you the menu and asked, “What looks good today?” Easy, obvious, natural.
That’s exactly how your close should feel. After tying their needs into your offer, you give them clear options to decide on moving forward.
The key is making the decision feel like the natural next step they’ve already chosen. When you’ve listened, tied, and envisioned properly, the close isn’t a battle — it’s just the order.
Your prospect will lean in and say, “Yeah… let’s go with that.”
Everything you need to transform your approach to sales.
Live Coaching
2x/week coaching sessions so that you're always be prepared for your next followup.
Custom Sales Script
Plug & play the SALTED Sales Script Flow so that you can conversationally close your offer
Unlimited Practice Pitches
Practice your pitch in a relaxed, stress free environment to be prepared for your next call.
Private Community
Connect with like-minded coaches applying this method real time so that you never get in your own way alone.
Salted Sales Training
Core modules that rewire your entire approach to sales - from the first word to the final close to ensure you're never ghosted.
On Demand Call Auditing
Get real sales calls broken down by a pro so you can quickly course correct & be ready to close your next call.
They stopped winging their sales calls & started closing with clarity, confidence, and conviction.
Hear Susie share how she's tried to get her business off the ground since 2020.
She shares how she leveraged the SALTED Sales Method to:
☝️ Never feel so confident saying "It's $5,000."
☝️ Close TWO $5,000 clients
☝️ 2X the price of her program
☝️ "It pays off. All of the sudden it was BAM, BAM."
Watch Sam explain how she transformed her sales style uniquely to her personality despite dreading sales calls.
She shares how she leveraged the SALTED Sales Method to:
☝️ Increase Pay in Full Deals by 150%
☝️ Increase in Close Rate 50%
☝️ Increase Average Deal by $10,000
☝️ "Way more one call closes than ever before."
Hear Fields share how he was unsure he could ever ask for this much on a call.
He shares how he leveraged the SALTED Sales Method to:
☝️ Close $5,000 of deals in 5 weeks
☝️ Calm his nerves on sales calls
☝️ Step into high ticket sales confidently
☝️ Follow an outline that closes on every call
Hear Ken share how he was tired of the sleazy tactics.
He shares how he leveraged the SALTED Sales Method to:
☝️ Increase close rate to 60%
☝️ Unlock & leeverage his personality & unique skillsets
☝️ Avoid high pressure tactics forever
☝️ "He's going to be a blessing, friend & advocate to you."
Options to best fit your goals, needs and commitment level today.
Built for scrappy professionals who desire step by step training for DIY execution..
Includes 12mo Access:
✅ Complete Training Library Access
✅ Email Support
✅ Accountability System
Our most popular option for professionals seeking personalized transformation.
Includes 12mo Access:
✅ Everything in Select
✅ 2x/week LIVE Coaching Calls
✅ Private Community Access
✅ Unlimited Practice Pitch Sessions
✅ 7-Figure VAULT Access: Winning Calls & Scripts
✅ Lifetime Access to Training
✅ DFY Monthly Call Audit
The ultimate coaching experience for founders with high-performing sales teams.
Includes 6mo Access:
✅ Everything in Choice
✅ DFY Custom 7-Figure Sales Script Build
✅ DFY On Demand Monthly Call Auditing
✅ VIP Priority Coaching Channel
✅ Unlimited On Demand 1:1 Voxer
*1/mo cap
Financing & scholarships may be available. Schedule a chat below for details.
Everything you need to know about the SALTED Sales Accelerator.
Isn't it the worst when you need help NOW, but have to wait until your 1:1 next week? Been there. So, we go beyond one-off sessions to provide unlimited end of day feedback coaching, a hyper-engaged community, and twice a week face-time sessions to ensure lasting results, not just temporary motivation. The inention here is to make it nearly impossible to fail at closing more business.
This is not about being bogged down in training videos searching for one 15sec nugget that applies to you buried inside a 60min module; rather it's about implementing together what you learn. Our average client spends about 2-3hr/week sharpening their sales skills inside the program.
I've had clients land new closes in as little as a couple of days after our initial coaching sessions. This isn't normal. However, my average client sees an increase in their closes within 4-6 weeks, & sales really begins to feel "natural" within 6-8 weeks.
No. & I don't believe you should either (let's cover this on our call, btw, please ask me!). However, I may have 3rd party financing available for you.
In the choice tier, you have lifetime access to all SALTED training. If you'd like to continue with coaching, call auditing & community we'll sync on the reduced rate that would look like at that time.
More questions? I'm happy to answer them personally.
The difference between where you are now and where you want to be is the action you take today.
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*Prime tier limited to 1 new client per month (6 max any given time) to ensure quality of work
“Understanding how powerful your words actually are is the #1 unlock for business owners. The returns & ripple effects of this are exponential & compound in every area of both your business & personal life.”
- Will deShazo, Founder of The SALTED Sales Method™
"Let your conversation be always full of grace, seasoned with salt, so that you may know how to answer everyone."
Colossians 4:6
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