closing · podcast · sales skills ·Sep 16, 2026

Sales Training Secrets | Rick Barrera

What separates elite sales professionals from everyone else?
According to Rick Barrera, it comes down to one thing: mastering the process.

In Episode 205 of Call The Damn Leads, Drewbie sits down with legendary sales trainer Rick Barrera to unpack decades of real-world sales wisdom—from freezing cold door-to-door sales in Buffalo, New York to closing massive training contracts with high-level executives.

Rick shares unforgettable stories that prove why discipline, scripting, enthusiasm, and timing are everything in sales. Whether it's sitting silently for 20 minutes waiting for a client to answer… or putting a giant "DO NOT DISTURB" sign on a CEO's office door to finally close a deal, Rick explains why top performers win by following proven systems instead of relying on talent alone.

The conversation dives deep into:

Why sales is the ultimate life skill
The psychology behind silence in closing
Why scripts actually create freedom
How enthusiasm impacts buying decisions
The costly mistake of leaving without paperwork signed
Why process-driven salespeople outperform "wing-it" reps every time

If you're serious about becoming a better closer, communicator, or sales leader, this episode is packed with timeless strategies you can implement immediately.

💡 Key Takeaways

Sales Is the Greatest Skill You Can Learn

Rick believes selling is the most valuable skill on earth because it allows you to create opportunities anywhere, anytime.

Silence Is a Closing Superpower

Most salespeople talk themselves out of deals. After asking for the order, shut up and let the buyer think.

Scripts Exist for a Reason

The right words matter. Great scripts are tested, refined, and proven to work consistently over time.

Enthusiasm Sells

New salespeople often outperform veterans because they genuinely believe in what they're offering.

Process Beats Talent

A disciplined sales process creates repeatable success, especially when emotions and objections arise.

Never Leave Without the Paperwork

If the client is ready, close the deal immediately. Waiting can cost you everything.

Creative Thinking Wins Deals

Sometimes you need bold moves and unconventional thinking to break through distractions and close business.

🔥 Memorable Moments

Making 34 freezing cold calls a day in Buffalo winters
Putting a giant "DO NOT DISTURB" sign on a prospect's office door
Sitting silently for 20 full minutes waiting for a client to answer
Learning sales discipline from a legendary phone sales trainer
Getting paid $100 just to follow the sales script correctly
Losing the biggest deal of his career after leaving without signed paperwork
Why rookie sales reps often outperform experienced veterans

📲 Connect with Rick Barrera

Books:

Rick Barrera Books

LinkedIn: Rick Barrera

About Call The Damn Leads

Call The Damn Leads is the podcast for sales professionals, entrepreneurs, and business owners who want real-world sales strategies, hilarious stories, and actionable insights from people actually doing the work.

Hosted by Drewbie Wilson, the show delivers:

Wild sales stories
Proven closing strategies
Sales mindset coaching
Leadership insights
Business growth tactics
Real conversations from the front lines of sales

Whether you're new to sales or a seasoned closer, every episode is designed to help you sharpen your skills and level up your career.

Be a Guest on the Show: Call The Damn Leads Podcast Guest Form

Follow Drewbie Wilson: Drewbie Wilson Facebook

Follow Call The Damn Leads: Call The Damn Leads Instagram

More on this: Jonny Holsten on why process beats talent. New here? Start with what Call The Damn Leads is.

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Frequently Asked Questions

What should a salesperson do after asking for the order?

Stop talking. Rick Barrera asked a buyer about next steps and the guy froze, staring off to his left. Rick kept his hands in his lap and said nothing for 20 full minutes. He had no idea if the man was angry or sick. Then the buyer laid out a plan for 9 training sessions starting June 1st and handed over a check. He'd been looking at his calendar the whole time, building the plan in his head.

Should sales reps follow a script word for word?

Rick thinks so, more often than you'd expect. At 16 he sold newspaper subscriptions over the phone, with 187 objections and their answers on a poster in front of him. He kept dropping one line from the script because his mother, an English teacher, would have hated the grammar. His trainer, Barney Jones, set a $100 bill on the desk to get him to say it. Rick said it and made the sale on 4 calls out of 4. Words change how people hear you.

Why do new salespeople often outsell veterans?

Enthusiasm. Rick was field coaching a new rep once and asked the business owner for feedback after the call. The owner admitted he didn't fully understand what he was buying, but the new guy was so excited he figured it had to be good. Buyers respond to your level of excitement. Veterans hit a sophomore slump once they learn every delivery problem and product gap, and those doubts leak into the call. Rick's fix is a solid sales process you follow every single time.

Why get the contract signed the same day a client says yes?

Because a yes can vanish over a weekend. On a Friday afternoon in Buffalo, Rick closed the biggest sale of his career to that point with a TV station's marketing director. The director asked to do the paperwork the next week, and Rick agreed. That night Rick turned on the TV and learned the man had died at his desk. Nobody else at the station knew what had been decided, and the deal was gone. Now Rick walks into every final meeting with the agreement already written up.