In this episode of the Thoughts on Selling podcast, I welcome Steven Ethridge, an accomplished sales trainer, coach, and expert in Neuro-Linguistic Programming (NLP). Our conversation dives into the pivotal roles that mindset and intentional communication play in driving meaningful sales outcomes.

Steven shares his structured two-part methodology: Sales Mindset Self-Mastery and his NLP-based Five-Step Sales Process. He highlights how a salesperson's internal belief system shapes external performance and how aligning communication with a buyer's motivations fosters authentic connections and improved results.

Key discussion points:

• Mindset as a foundation. Steven explains how reshaping internal narratives and removing limiting beliefs can dramatically enhance sales performance.

• Building rapport effectively. We discuss the importance of observing and mirroring both verbal and non-verbal cues to establish deep, authentic rapport.

• Tailoring communication. Steven emphasizes the need to adapt language to a prospect’s preferred style—whether visual, auditory, or kinesthetic—for greater influence.

✅ Key takeaways:

• A strong, intentional mindset is crucial for long-term sales success.

• Sales is most effective when it is a collaborative, value-driven process.

• Attuning your communication style to match that of your prospect can deepen trust and engagement.

To explore Steven’s sales training programs, visit ethridge.com.

Thank you for listening to this episode. I look forward to hearing how you incorporate these strategies into your sales approach.

— Lee