How Joe Kavanagh Jumped His Close Rate From 37% to 86%

About this episode

Joe Kavanagh is a true authority in sales, with over four decades of real world experience across appraisal, real estate, and high level consulting. He has built and run his own appraisal company, successfully sold real estate, and spent his career face to face and voice to voice with buyers, sellers, and decision makers. He is not guessing how sales works. He has lived it, refined it, and proven it over thousands of conversations and deals.

Joe shares how he took his closing percentage from 37 percent to an extraordinary 86 percent within 1 year. He did not get there by relying on charisma or pressure. He got there by studying how people think, how they decide, and how they want to be communicated with. He dove deep into the B A N K personality coding system and NLP so he could better understand the person in front of him and speak to them in a way that actually felt respectful, natural, and clear. B A N K stands for the 4 different personality types. 

Blueprint, Action, Nurturing, and Knowledge. If you would like to learn which personality you are check the link at the bottom. 

B A N K gave him a structure to recognize what truly matters to different types of buyers. Some crave structure and certainty. Some move fast and want results. Some care most about relationships and impact. Others want data, logic, and proof. Joe studied this so he could walk into every conversation asking, Who is this person really, and how can I communicate in a way that serves them. When he added NLP on top of that, he sharpened his ability to listen, ask precise questions, and match how people naturally communicate, so they felt understood instead of sold to.

What makes this powerful for young salespeople is that Joe proves you do not have to be born a closer. You can become one. He treated sales like a craft. He tracked his closing rate. He reviewed his calls. He used every no as information, not an identity. He understood that when you are in sales, your real job is to fulfill what the other person is genuinely looking for in the best way you can. When you approach it that way, better communication is not a trick, it is a responsibility. His jump from 37 percent to 86 percent is the result of that mindset and of doing the work to truly understand people. When you truly understand what kind of person is in front of you, how they think, what they value, what is important. Then you can cater to their needs. This is not manipulation it is simply providing them the solution as they would like to hear it. For example, many people who are ACTION based they do not want a bunch of data, they would like to know how you will provide the solution and what the bottom line is. 

Joe’s story is a reminder that you can build a repeatable, ethical, and high performing sales process by learning how people think, practicing how you speak, and caring about the outcome for the person across from you. 

If you want to go deeper, you can look him up on LinkedIn under his name, Joe Kavanagh, and, if it feels like the right fit, explore a discovery call to see how his approach with B A N K and NLP could help you grow your own commissions and communication skills.

Links below: 

First to contact Joe directly.

Second if you would like to learn about yourself on a deeper level in less than one minute. 

https://www.linkedin.com/in/joe-m-kavanagh/

https://codebreakerglobal.com/crackyourcode?code=kavanagh

If you liked this episode and found it valuable share to a friend. Please excuse some of the background noise as this episode was virtual and all noise could not be cancelled out. Thank you for your continued support and have a wonderful week. 

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