Enter the conversation in your client’s mind—this is where true mastery in sales begins. In this episode, I share how obsessive curiosity about your client’s internal dialogue is the secret weapon most salespeople miss.

Sales isn’t about convincing—it’s about understanding. When you enter the conversation in your client’s mind, you stop trying to push and start aligning. Their objections aren’t personal; they’re data points.

Mature sales professionals evolve as their clients do. Legal changes, cost increases, team turnover—all shift the client’s internal narrative. Enter the conversation in your client’s mind, and you’ll adapt in real time.

To truly connect, your mindset must be: “How do I help them solve this?” It’s not about pushing harder—it’s about stepping into their thought process.

When you enter the conversation in your client’s mind, you’re not selling—you’re solving. And that changes everything.

Episode 131 – Entering Into the Spirit of It – Part I

Episode 132 – Entering Into the Spirit of It – Part II

Episode 469 – Am I In Love?

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