Ep 02: How to Get the Right Yes on Your Sales Calls

Conventional sales advice is full of manipulation, pressure, and closing at any cost, but what if the real path to success is intentional, ethical, and deeply aligned? In this episode of More Than Sales, host Enfys Maloney unpacks the simple but powerful framework for turning hesitant “not right now” conversations into confident, high-impact yeses from the right clients.With a focus on fulfilment, alignment, and decisiveness, Enfys Maloney walks you through how to create genuine connection, spot your truly ideal clients, and foster a sales environment that feels great for both sides. You’ll learn how to structure calls so they lead naturally to decisions without scripts, manipulation, or selling anyone the wrong solution.What’s inside:Why you shouldn’t close every opportunity and why saying no to the wrong client is a winThe three-part sales call framework: beginning (welcome & context), middle (deep listening & problem-solving), and end (reassurance, recap, and the ethical close)How to meet your prospect where they are, and create a supportive, safe environment for decision-makingTips for handling client hesitation, fear, and vulnerability—and how to confidently lead them to clarityHow to use real-life case studies and results to build trust and demonstrate transformationThe power of micro-yeses: leading your prospect through small agreements toward a confident decisionWhy certainty and alignment matter more than persuasion or pressureHow to become known for success stories, not just numbers.Key Topics Covered:00:00 Why closing the “wrong” client isn’t sales success01:07 The truth about sales fulfilment, certainty, and ideal fit02:08 Framing every call for alignment, not manipulation03:09 Creating a safe, neutral, and decisive conversation04:11 Using a simple three-part call framework 05:00 Meeting your prospect where they are: empathy and relief07:24 Structuring the call for clarity and confidence08:28 The step-by-step breakdown: what to ask, when, and why11:06 Using case studies for reassurance and authority13:10 Wrapping up with recap, micro-yeses, and confident closing14:41 How “the right yes” becomes your next great case study.About Enfys Maloney:Enfys Maloney is a sales expert, speaker, event host and multi-award-winning entrepreneur who helps ambitious service-based business owners sell with confidence and generate dependable revenue.After losing her travel company during the 2020 pandemic, Enfys rebuilt her career around a simple belief: sales should feel human, strategic and empowering, not pushy or uncomfortable. She now mentors entrepreneurs across the UK and beyond to turn opportunities into real sales, build stronger visibility and create profitable businesses that truly work.Enfys is the founder of Vibrant Connections, a thriving online networking community that helps entrepreneurs build meaningful relationships and generate opportunities through networking and collaboration. She also hosts live events that bring ambitious business owners together to learn, connect and grow.Her work and insights have been featured in publications including The Sunday Times, MSN, Wales Online, Daily Express, Startups Magazine and Authority Magazine, and she is known for combining clear sales strategy with a warm, human approach to business growth.When she’s not mentoring entrepreneurs or hosting events, Enfys lives in Wales where she spends time running through the hills, swimming in the river and feeding the chickens with her family.Connect with Enfys:Website: https://www.salestrainingwithenfys.co.uk/LinkedIn: https://www.linkedin.com/in/withenfys/Instagram: https://www.instagram.com/salestraining_with_enfys/Facebook: https://www.facebook.com/salestrainingwithenfys/YouTube: https://www.youtube.com/@more-than-salesProduced by Winter Audio.Download the Get an Immediate Yes Guide: https://www.salestrainingwithenfys.co.uk/discovery-call-cheat-sheet Make sure you follow and subscribe for the next episode of More Than Sales!Produced by Winter Audio.