In the cutthroat world of sales, where internet leads vanish faster than a bad signal in the wilderness, what turns flaky inquiries into locked-in appointments and closed deals?

Sales powerhouse Chris Smith answers: A dialed-in conversion code.

Drawing from his days slinging sales at Quicken Loans and scaling his co-founded company Curaytor to $15M in ARR without a single VC dollar, Chris joined host Steve Benson to unpack tactics from his USA Today bestselling book, The Conversion Code. Expect no-fluff blueprints for pattern interrupts, objection jujitsu, and trust-building that make leads basically beg for the pitch.

This article boils down the interview into six insightful, battle-tested "How to" strategies you can deploy tomorrow, but catch the full conversation in the Outside Sales Talk episode: Ultimate Lead Conversion With The Conversion Code with Chris Smith. Ready to crack your pipeline wide open? Let's dial in.

Chris Smith Insight #1 - How to Nail the Perfect First Minute on a Sales Call

Kicking off a call with an internet lead? Forget winging it! Smith emphasizes grabbing control fast to avoid getting stonewalled, "You’ve got to grab their attention early. So you want to take control of the call. Ask them: “grab a pen and paper and let me know when you’re ready."”

- Start with a pattern interrupt: A great trick is to ask them to grab a pen and paper for info you "don’t put on the internet," like rates or pricing - this physically pauses them and signals you're in charge.

- Share exclusive details: Give your contact info and a quick company overview, positioning yourself as the expert who handles this daily.

- Prepare for the brick wall: Expect quick objections like "How much does it cost?" and have your response ready to pivot smoothly.

Why It Works: This field sales technique flips the script on reluctant leads, building immediate credibility and extending the conversation. In outside sales, where remote pitches are the norm, mastering that opening minute boosts contact rates and sets up deeper qualification - this is key for reps juggling virtual sells and in-person routes

Want to dominate every stage of the sales process? Check out proven sales techniques from sales guru John Barrow!

Chris Smith Insight #2 - How to Use ARPing to Defuse Early Objections

Internet leads love firing off price questions right away. Smith's ARP strategy (Acknowledge, Respond, Pivot) keeps you in control without giving away the farm too soon. "Acknowledge, respond and pivot... You want to know how much Curaytor costs? No problem... That’s the whole point of this call... How’d you find out about Curaytor anyway?"

- ACKNOWLEDGE the objection: Mirror it back casually, like "You want to know the interest rates? No problem."

- RESPOND with value: Reassure them you'll cover it fully, emphasizing that's why you're talking - this builds buy-in without spilling details.

- PIVOT to your agenda: Shift to qualifying questions, such as "Did someone refer you, or was it a social media ad?" to uncover their story.

Why It Works: ARPing transforms defensive "brick walls" into open doors, a must-have outside sales tip for handling inbound leads. By stacking value before cost, you qualify hotter prospects faster, reducing no-shows on your streamlined routes and compressing the sales cycle for more wins in the field.

Chris Smith Insight #3 - How to Dig Deeper with Power Questions for Rapport

Fact: Surface-level chats kill momentum. Smith's “digging deep technique” turns basic questions into rapport-building goldmines, arming you with ammo for the close.

Steve asks: "What types of things are you looking to take notes on? What types of information are you gathering in this qualification conversation stage?"

Smith answers: "Every question you prepare, you’re gonna ask a follow up based on their answer... Why did you become a real estate agent in the first place?... What does your marketing calendar look like right now?"

Why It Works: Like a curious kid asking "why" on repeat, this lead conversion strategy uncovers true needs, fostering trust in virtual or field interactions. For outside salespeople, it extends calls into meaningful dialogues, turning one-off leads into loyal clients who remember your attentiveness amid busy routes.

Want even more questions that sell? Gain that edge and check out what tips Paul Cherry, author of Questions That Sell, has to offer!

Chris Smith Insight #4 - How to Build Trust Fast with One Plus One

Leads scanning your website won't automatically trust you. Smith's simple formula - third-party validation plus a killer stat - proves your creds without over-selling. "One plus one equals trust... We’re the top rated app in Apple’s app store... We generate over three million leads on Facebook each year."

- Drop a co-brand: Highlight trusted partners or accolades, like "300 five-star Zillow reviews.

- Hit with a stat: Follow with a punchy number, such as "Sold over 1,000 homes in LA" or "USA Today bestseller with 100,000+ copies sold."

- Keep it scripted: Weave this in post-rapport, but pre-pitch: "Let me tell you a little about us," then move on - no dwelling.

Why It Works: In an era of digital skepticism, this outside sales tip leverages social proof to shortcut doubt, ideal for reps converting website traffic into appointments. It differentiates you from generic pitches, boosting show rates and word-of-mouth referrals that fuel your territory pipeline.

Now that you’ve built initial trust, go beyond and become a trusted advisor with these 5 steps from Janice B. Gordon!

Chris Smith Insight #5 - How to Proactively Uncover Objections Before They Derail You

Do you expect your leads to say "I need to think about it" at close time? Smith flips the script by surfacing hurdles early, saving your pitch energy for winnable deals. Smith advises, "Before I pitch, I’ll say... If after you hear what we have to offer and you agree it makes sense, is there any reason that you wouldn’t move forward today?"

- Pre-pitch probe: Ask outright, "If it checks all your boxes, any reason not to move ahead today?"

- Surface the real issues: If they flag cost or another decision-maker, address it head-on - for example, "Let's loop in Susie now" or at least note it for your response.

- Lock in commitment: If the coast is clear, get their word: "Great, if it makes sense, we're good?" - this turns it into a gentleman's agreement.

Why It Works: Proactively pulling objections qualifies leads ruthlessly, a game-changer for field sales strategies with long cycles. It weeds out duds early, letting you invest time in high-potential prospects via tools like Badger Maps, ultimately shortening ramps to revenue and dodging those gut-wrenching late surprises.

Chris Smith Insight #6 - How to Transition from Yes to Customer Success Without the Drop-Off

Hitting "yes" is thrilling, but Smith warns against the "hit and run" - instead of losing your prospect in the cracks, hand off like a pro to lock in retention from the get-go. Smith instructs, "Explain to them exactly what happens now that they bought... We’re going to do A, B, C, D, E. And by doing that, you’re going to have the best experience possible."

- Confirm next steps: Outline onboarding clearly - "Amber will email your agreement; expect Rachel and John next for setup."

- Shift to service mode: Share your cell/email for questions, emphasizing "Five-star service starts in sales."

- Foreshadow value: Tie it to their ROI and future wins, like "This gets your leads flowing in three weeks," to build excitement post-yes.

Why It Works: This seamless pivot treats the close as the start of loyalty, crucial for sales in subscription-heavy worlds or even real estate. It minimizes churn (and clawbacks), turning one-time buyers into raving advocates who refer more leads to your route - sustaining that bootstrap growth Smith has mastered.

Final Takeaway: Speed, Tenacity, and Scripts - Your Lead Conversion Trifecta

Smith ends the interview with rapid-fire tips: Crack the conversion code by calling leads in the first five minutes (for a 100x contact boost), hound them with six attempts (hitting 93% pickup), and script every pivot - from ARPs to post-yes handoffs. As an outside salesperson, audit your next call: Are you interrupting patterns, digging deep, and owning the close? Identify and test one tactic today! Your pipeline will thank you - now go convert those leads before they ghost.

Back to Top ↑