Podcast Summary: Travis Makes Money

Episode: SOLO | Make Money by Getting Better at Sales Faster
Host: Travis Chappell
Date: April 1, 2026

Episode Overview

In this solo episode, Travis Chappell drills down into the essential skill of sales, specifically how to make significant money not by saving, but by quickly and efficiently improving your sales ability. Building on the previous episode’s framework for making your first $10K online, Travis shares a practical, experience-driven blueprint drawn from his own journey in multiple sales roles—ranging from door-to-door appointments to closing high-ticket deals. The episode offers actionable advice, memorable stories, and no-nonsense guidance designed to help listeners master the fundamentals of sales and "get better, faster".

Key Discussion Points & Insights

1. Learning from the Top Performers

• Impression Over Invention (01:00 – 04:35)
  • Travis emphasizes the value of copying the top performer in any sales organization or industry:
    • Don’t reinvent the wheel—find the person crushing it in your field, even if you’re building something on your own.
    • Quote: "Who here has the results that I want? That person. OK, well, I’m just gonna do exactly what that person does." (02:30)
  • Key is to do a thorough impression, not just learn the words:
    • Copy their script, tonality, inflections, even body language.
    • “You do not have to create everything from scratch…There is somebody out there selling something that you sell and they’re crushing at it.” (01:46)
  • If you’re solo, invest in mentorship or training from someone excelling at what you want to sell.

2. Volume Trumps Everything at First

• Outwork with High Volume (04:35 – 05:44; 08:25 – 10:00)
  • "Outperform everyone else’s volume while doing that." (04:50)
  • If you combine a top performer’s method with higher call or appointment volume, you’ll gain rapid proficiency.
  • Mastery comes after repetition—only then should you start customizing.

3. Master the Fundamentals Before Innovating

• Don’t Change the Script Too Soon (08:25 – 11:30)
  • Many newcomers immediately want to tweak the process; resist this urge.
  • Quote: “Why are you trying to reinvent the wheel?...If I want similar results to the ones that he had, then I’m just going to do literally everything that he told me to do, even if…it doesn’t make sense to me.” (10:55)
  • Success comes from nailing the basics—like learning footwork in sports before fancy moves.

4. Learning by Mimicking Techniques (Memorable Story)

• The Power of Full Buy-in (11:30 – 14:05)
  • Travis recounts shadowing a top alarm sales rep—copying even the “kneeling at the door” tactic to seem less intimidating.
  • Despite others mocking his thorough imitation, it catapulted him to “number one rep in the company in six weeks.” (12:44)

5. Drill Sales Conversations & Scripts—Especially Objections

• Practice Makes Profit (14:05 – 17:00)
  • Constantly drill difficult parts of the sale, especially objection handling.
  • The winner in sales is “the person most comfortable in the discomfort.”
  • Ask for the sale, then embrace the silence.
    • "Ask for the sale and then shut the f*** up. Don’t say anything else." (18:23)
    • Practice sitting in silence so you don’t squash a deal with nervous talking.

6. Silence as a Closing Tool (Notable Moment)

• Endure the Awkwardness (18:23 – 21:28)
  • Travis recounts a sale where he waited in silence for over a minute after quoting a $12,000 price—client finally agreed:
    • Quote: “There was so many opportunities for me to screw it up by just saying something. So...if the sale, the close should be the natural conclusion to the conversation.” (21:30)
  • Let the prospect think. Don’t talk yourself out of a sale by “barfing out more information.”

7. Master Objection Handling

• Scripts & Awareness (21:30 – 23:30)
  • Drill responses to core objections (decision maker, think about it, price).
  • "You can build the scripts to help overcome those things. Once you get that from somebody who actually says it."
  • There are only a handful of real objections—prepare for those, not infinite scenarios.

8. Empathy Over Aggression

• Long-Game Sales (23:30 – 26:00)
  • “Empathy-led salespeople end up being the best salespeople.” (21:57)
  • Bulldog closers may get quick wins, but empathetic reps get fewer chargebacks, happier clients, and stronger relationships.

9. Drive Discovery with Real Curiosity

• Discovery = Leverage (25:00 – 27:00)
  • The more time you spend in discovery, the less you have to spend combating objections:
    • “The more time I spend in discovery, the less time I spend overcoming objections in the close.” (24:20)
  • Ask great questions, then repeat back what you’ve understood to show you’re truly listening.
    • “If you can articulate a prospect's problems better than they can, they'll automatically assume that you have the solution.” (26:09)

10. Build Rapport in the Context of the Sale

• Contextual Connection (27:00 – 29:38)
  • Don’t waste time on irrelevant small talk; rapport means being seen as a trusted advisor regarding their pain/problem.
  • Quick personal asides are fine, but focus on the prospect’s needs, not favorite sports teams.

Notable Quotes & Moments

• “Ask for the sale and then shut the f* up. Don’t say anything else.”**
  — Travis Chappell (18:23)

• “You basically give them an out from working through their own decision making… Don’t insert your own perception into the mind of the person that you’re talking to.”
  — Travis Chappell (18:50)

• “Why are you trying to reinvent the wheel?... Even if I feel like I look kind of dumb, or even if I feel like it doesn’t necessarily go with what I would personally say in that situation.”
  — Travis Chappell (11:08)

• “The more time I spend in discovery, the less time I spend overcoming objections in the close.”
  — Travis Chappell (24:20)

• “If you can articulate a prospect’s problems better than they can, they’ll automatically assume that you have the solution.”
  — Travis Chappell (26:09)

Timestamps for Key Segments

• 00:13 — Episode Introduction and Purpose
• 01:00 — Travis’ Sales Background & Blueprint Introduction
• 03:36 — The Power (and Limits) of Scripts
• 04:35 — Volume and Repetition
• 08:25 — Why You Shouldn’t Modify the System Early
• 11:30 — Story: The Kneeling Technique & Full-Buy-In
• 14:05 — Drilling Objections and Embracing Discomfort
• 18:23 — Silence After the Ask: The Most Powerful Sales Tool
• 21:30 — Objection Handling Fundamentals
• 23:30 — Empathy as Differentiator
• 25:00 — How Discovery Saves You Energy in the Close
• 26:09 — Confirming Prospect’s Needs & Problems
• 27:00 — Rapport Building in the Right Frame
• 29:38 — Recap and Final Thoughts

Actionable Takeaways

• Copy first, customize later: Nail the process before innovating.
• Outwork everyone: High volume practice leads to mastery—aim for “50 people a day for 90 days.”
• Drill your scripts, especially objections: Prepare for real-world resistance.
• Master uncomfortable silence: Let the prospect process and respond.
• Prioritize genuine curiosity & empathy: Deeper discovery = easier closes and happy customers.
• Rapport should reinforce your expertise—not just friendliness.

Connect with Travis:

• Instagram: @travischappell
• Email: travis@travischappell.com

This episode is ideal for aspiring entrepreneurs, sales professionals, or anyone seeking a direct, practical roadmap to quickly improving income and impact through sales.