Triangle of Trust
Curiosity, empathy, courage — the posture behind every hard call.
Case Study
Language and structure for real CS and onboarding conversations — retention, expansion, and stuck implementations — not a slide deck about “always be closing.”
CS and onboarding people weren’t “sales” on paper — but their calls decided retention, expansion, and whether stuck implementations moved. The gaps were familiar:
They needed language and structure for real conversations — not a slide deck about “always be closing.”
Carlos delivered Conversational & Influential Selling across kickoff + recurring CSAM and onboarding workshops (roughly six weeks of practice, not a one-and-done webinar).
Curiosity, empathy, courage — the posture behind every hard call.
Pre-framing, “would you be open to…”, soft invitations that don’t sound needy.
Small yeses on time, homework, and next steps during onboarding.
Suitcase words (“complicated,” “expensive”) unpacked before recommendations.
Slow down → press for specifics → paraphrase → reframe → test for reaction.
Calls start with context, not improvisation.
Skills applied on real accounts — not fake company-wide ROI.
The series included a post-training confidence check with the teams after practice. Results were qualitative — this page does not invent a percentage.
Also delivered: How to Talk to Bookkeeping Firms training (Mar 2026) for the same company’s sales org — ongoing enablement, not a one-off.
“Seeing real results after applying his methodology and Magic Words approach… My conversations with prospects have transformed — I’m now using exactly the right phrases that make people feel comfortable saying yes.”
— Training participant
“Implementing just a few of his suggestions has drastically improved my closing with new clients.”
— Training participant
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