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What if your ads paid for themselves and brought you premium clients?

In this episode, Caleb breaks down the exact system that took his list from 220 to over 2,800 qualified buyers — a 1,173% increase — without chasing trends or posting daily on social media.

You’ll learn how one small digital product, the Neurolinguistic Questions Playbook, sold more than 1,800 copies, generated nearly $96k AUD, and now fuels a predictable stream of high-intent leads every single day.

Caleb walks through the full playbook:

• How to build your first self-liquidating offer in days using AI tools

• The three phases of a self-funded system (build, optimize, ascend)

• Why buyers of $17 products often become $5k+ clients

• And how to create lead flow that isn’t tied to algorithms or burnout

  
  

If you’re ready to grow your audience profitably and stop relying on social media for sales, this episode is a must-listen.

🎥 Apply to Work With Me → https://caleblesa.com/playbook-vsl
📘 Grab Our Neuro-Linguistic Questions Playbook here → https://caleblesa.com/playbook-v1

Most sales trainers still preach the same thing: talk more, handle objections harder, and push until they buy.

In this episode, Caleb reviews a real sales call from one of the industry “legends” — and what he uncovers will make you rethink everything you’ve been told about selling.

You’ll hear:

• Why 35-minute objection battles kill trust (and create uncommitted clients)

• The myth of the “gift of the gab” and what actually builds influence

• How emotional manipulation hides inside “service-based” sales

• The psychology behind consultative selling that feels natural

• A better way to close — one that ends with a thank you, not pressure

If you’ve ever thought, “I’m not a born closer,” this episode will show you why that’s your superpower.

Listen in, and learn how to sell without selling your soul.

Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

If you’d like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl

–––

Most sales reps freeze when a prospect says, “I don’t have any problems.”

But that sentence tells you more about their psychology than you think.

In this episode, I break down exactly what to do when you’re dealing with these “warrior” personality types — the A-type, goal-focused buyers who live in the future and can’t see the pain of the present.

You’ll learn how to use a Disarming Prime — a short, subtle language pattern that lowers resistance, bypasses their defense filter, and opens a genuine conversation about what’s really going on.

We’ll cover:
🎯 Why “no problem” buyers resist pain-based questions
🧠 How the “mismatch filter” works (and how to turn it off)
🗣️ The exact line to say that gets them to open up
⏸️ What a “boundary condition” sounds like — and why silence is your best friend

If you’ve ever felt like you were talking to a brick wall on a call, this one’s for you.

Listen, take notes, and start using this on your next discovery call.

–––

📘 Get the Neurolinguistic Questions Playbook → www.caleblesa.com/playbook-v1
🎧 Listen to Beyond The Close on Spotify → https://open.spotify.com/show/2ao7Mhzj58b8wFDW0X7snp
🍎 Listen on Apple Podcasts → https://podcasts.apple.com/us/podcast/beyond-the-close-by-caleb-lesa/id1841603334

–––
Human, ethical sales psychology. Real conversations. Better results.

Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

If you’d like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl

–––

I broke down Jeremy Miner’s live objection handling call. Not to critique, to learn. To pause the tape, listen for the micro-moves, and show you how to use them on your next call.

What you’ll hear inside:

• Ice-breaker that lowers resistance
• Softening primes that make tough questions land
• Stress testing the surface objection so the real issue shows up
• A clean contrast frame, 6–7k now vs 25k goal, then doing the math together
• Opportunity cost reframing, selling the hole, not the shovel
• Mirroring and gentle checks that activate real emotion
• Third-party gate, “clients in your position,” so belief rises without overpromising
• Ownership and identity, “whose responsibility is it,” so the buyer chooses change
• Prospect self-selling, getting them to say the plan out loud

You’ll also see where my style differs. I respect partner decisions and keep the accountability with the buyer. Same outcome, less friction. Keep what fits your values, leave what doesn’t.

Drop a comment with the one line you’re going to try this week. I read every note.

Listen, take notes, then run it on your next call.

–––

📘 Neurolinguistic Questions Playbook → www.caleblesa.com/playbook-v1
🎧 My podcast, Beyond The Close (for deeper breakdowns) →
Spotify: https://open.spotify.com/show/2ao7Mhzj58b8wFDW0X7snp
Apple: https://podcasts.apple.com/us/podcast/beyond-the-close-by-caleb-lesa/id1841603334

–––
Human, ethical sales psychology. Real conversations. Better results.

Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

If you’d like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl

Most salespeople think their income problem is strategic.
But often, it’s psychological.

In this episode, Caleb unpacks how the beliefs you grew up with around money quietly script your sales behaviour — how you price, spend, save, and even self-sabotage when things start working.

From an $8 “treat night” in a cold New Zealand valley to buying a Mercedes he couldn’t afford, Caleb shares how early memories form hidden financial thermostats that cap what we can hold, not just what we can earn.

You’ll learn:

• How to uncover your money story and spot the patterns driving your sales habits

• The four levels of money every entrepreneur must master to expand their income ceiling

• Why nervous system safety matters more than any new tactic when it comes to wealth

If you’ve ever made more money — only to feel it slip away — this conversation will hit home.

In this episode, Caleb opens up about a side of sales he’s rarely shared — the manifestation side.

He takes you through his personal journey from being the hyper-logical, strategy-driven sales coach who thought manifestation was “woo-woo nonsense,” to realizing that the biggest growth in his business came when he allowed things to be easy.

You’ll hear:

• The story of how one belief shift tripled his income in 30 days

• The core manifestation practices that actually work when grounded in action

• The hidden link between effort, worthiness, and how we block money flow

• How focusing only on “strategy” can disconnect you from momentum

• What it looks like to combine structure and flow — logic and energy — in business

• Why many sales pros secretly fear ease (and how to reframe it)

• Real stories of “coincidences” that challenge logical explanation

  
  

This isn’t about dancing in the forest or pretending success into existence. It’s about exploring how belief, emotion, and intention shape your results — and what happens when you stop resisting that truth.

🎧 Tune in to this episode of Beyond The Close and see what might shift if you allowed sales (and success) to be a little easier.

Show Notes Links (always included)

Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

If you’d like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl

🎙️ Episode Title: Moving Away vs Moving Toward Motivators🧠 Overview

In this episode of Beyond the Close, Caleb Lesa breaks down one of the most powerful psychological patterns driving all human decision-making — the difference between “moving away” and “moving toward” motivators.

Understanding which one your prospect operates from can completely change how you communicate, connect, and close.

1. The Two Core Motivation Types

   • Moving Away: Motivated by avoiding pain, failure, fear, or discomfort.

   • Moving Toward: Motivated by achieving success, love, freedom, or desired outcomes.

2. Why Most Salespeople Miss This

   • When you motivate the wrong way (e.g., use “toward” language with an “away” prospect), it feels like speaking another language — and the sale falls flat.

3. The Psychology Behind It

   • These motivation styles form in childhood — shaped by experiences that taught us what to avoid or what to seek.

   • They are called meta patterns — deep, universal mental frameworks hardwired into how people make decisions.

4. How to Identify Each Motivator

   • Moving Away Prospects: Use language like “I don’t want…” or “I’m sick of…” or “I just need to stop…”

   • Moving Toward Prospects: Speak in terms of goals — “I want to achieve…” or “I’d love to get to…”

5. How to Sell to Moving Away Buyers

   • Don’t stop at surface-level statements like “I don’t want to lose sales.”

   • Drill deeper: “What happens if you do?” → Uncover the emotional pain beneath the surface (fear of failure, rejection, etc.).

6. How to Sell to Moving Toward Buyers

   • Use defining terms: when a prospect says, “I want to make more sales,” ask, “What do you mean by more?”

   • Clarity creates commitment. Define vague desires into measurable, emotional goals.

7. Why This Skill Doubles Your Close Rate

   • Mastering motivational language can boost conversion from 30% to 50–60% — because you’re finally speaking to the real reason your prospect buys.

“There are so many sales hidden in this skill — knowing how to elicit what people are actually moving away from or moving toward is the difference between a good rep and a great one.”

By understanding whether someone is moving away from pain or toward pleasure, you gain access to the real emotional drivers behind their decisions.
This is how you create instant rapport, handle objections effortlessly, and make sales feel natural — not forced.

🔑 What You’ll Learn🧩 Key Quote❤️ Final Thoughts

Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

If you’d like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl

Why do some salespeople feel instantly trustworthy and authentic, while others make you want to run a mile? The answer often comes down to congruence — the alignment between what we say, what we do, and who we are when no one’s watching.

In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down how incongruence quietly sabotages sales results, why prospects subconsciously pick up on it, and how simple daily choices can give you an unfair advantage in business.

WHAT YOU’LL LEARN IN THIS EPISODE

• What congruence really is and why it’s more than just being “genuine”

• Why incongruence kills trust and how prospects sense it

• How micro-moments like ghosting or breaking promises add up

• The idea of the “congruence bank” that builds or depletes trust

• A real-world example of a leadership coach who lost integrity over a $27 product

• Why congruence creates the powerful “oak tree” effect in sales

  
  

WHY THIS EPISODE MATTERS
Sales is ultimately about people and relationships. Scripts and strategies matter, but if they’re layered on top of incongruence, prospects won’t trust you. They may not even know why — but they’ll feel it.

By building congruence — keeping promises, treating people well, honoring commitments, and aligning actions with words — you create a sales edge that can’t be faked. In today’s market, congruence is your differentiator.

WHO THIS EPISODE IS FOR

• Sales professionals looking for an authentic edge in closing

• Coaches and consultants tired of being ghosted or attracting uncommitted clients

• Business owners who want to build deeper trust with prospects

• Anyone in sales training who values psychology, behavior, and human connection over gimmicks

Sales congruence, sales training, sales coaching, selling with authenticity, how to sell, buyer psychology, permission-based selling, building trust in sales, human behavior in sales

RESOURCES & LINKS
📘 Playbook: www.caleblesa.com/playbook-v1
▶️ Quick video: https://caleblesa.com/playbook-vsl

📘 Grab Your Copy of the Playbook: ⁠www.caleblesa.com/playbook-v1

⁠▶️ Watch the quick video: ⁠https://caleblesa.com/playbook-vsl⁠

Your prospects don’t want to be “handled.” In fact, handling objections at the end of the call is one of the least effective — and least persuasive — ways to sell.

By the time someone says “I need to think about it” or “I’m not sure,” their mind is already made up. So why do so many sales trainers still teach objection battles as the default strategy?

In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down why objection handling fails, the deeper psychology behind empowered buying decisions, and how to move away from the outdated guru model that creates followers, not leaders.

• Why objection handling is broken: Why it feels “gross” and doesn’t create lasting client success.

• The leadership model: How to guide prospects into empowered decisions instead of convincing them.

• Guarantees and their hidden downside: Why they create dependency, not responsibility.

• The Socratic method in sales: Asking questions that help prospects find their own resources.

• Followers vs. leaders: The difference between clients who externalize responsibility and those who step into ownership.

• The long-term payoff: Why leader clients achieve more, refer more, and reduce refund risk.

  
  

Sales training often glorifies objection battles and “alpha” moments where the closer wins against the prospect. But the truth is, these tactics erode trust, increase refunds, and create clients who never take full responsibility for their results.

By shifting from a convincing model to a leadership model, you create empowered buyers who trust themselves, make informed decisions, and value transformation over guarantees.

These clients stick longer, get better results, and fuel your business with referrals.

• Sales professionals tired of pressure tactics and objection battles.

• Coaches & consultants who want long-term, high-quality clients.

• Business owners looking to reduce refunds and disputes while raising client success rates.

• Anyone seeking sales coaching that blends psychology, human behavior, and ethical selling.

  
  

Sales objections, sales training, how to sell, objection handling, sales coaching, buyer psychology, permission-based selling, creating leader clients, sales philosophy, empowered buyers.

📘 Grab Your Copy of the Playbook: ⁠www.caleblesa.com/playbook-v1⁠▶️ Watch the quick video: ⁠https://caleblesa.com/playbook-vsl⁠Episode 3: Why My Client Hit $27K in Commission — Let’s Debrief

How does a salesperson go from $10,000 in monthly commission to $27,000 — not once, but twice? In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down the counterintuitive breakthroughs behind one of his 1:1 coaching client’s record month.

This isn’t just another “sales tips” conversation. You’ll hear about the hidden psychology of performance — the upper limits, subconscious fears, and secondary gains that quietly hold people back — and how overcoming them can create explosive results.

• Why skillset isn’t enough: Information is everywhere, so why aren’t people executing?

• Secondary gains explained: The hidden “payoffs” people get from staying stuck.

• The River of Uncertainty: Why success always requires facing uncomfortable emotions.

• Money vs. Meaning conflict: How one client’s internal tug-of-war between purpose and financial success limited his growth.

• The concept of Upper Limits: Self-imposed glass ceilings that sabotage performance.

• Real-world example: How Caleb himself unknowingly capped his earnings when moving from NZ to Australia.

• Practical takeaway: Questions to ask yourself when you feel “blocked” or stagnant in your business or sales results.

  
  

The biggest breakthroughs don’t always come from scripts, word tracks, or strategies. More often, they come from uncovering the subconscious conflicts that keep you from fully executing what you already know.

By understanding concepts like secondary gains, the river of uncertainty, and upper limits, you can identify the hidden resistance holding you back — and finally give yourself permission to break through.

This is what separates standard sales coaching from true sales transformation: the blend of psychology, human behavior, and practical selling strategy that gets real results.

• High-ticket salespeople who know they have more potential but can’t break through.

• Coaches & consultants who feel stuck at a revenue ceiling.

• Business owners who want to understand the behavioral patterns holding back growth.

• Sales professionals who want more than scripts — who want lasting skills and inner confidence.

  
  

Sales training, sales coaching, how to sell, high-ticket sales, commission growth, objection handling, buyer psychology, subconscious performance blocks, sales strategies, human behavior in selling.

📘 Grab Your Copy of the Playbook: www.caleblesa.com/playbook-v1
▶️ Watch the quick video: https://caleblesa.com/playbook-vsl