This is part 2 of our 7-episode mini-series of mindset training for sales success. Tl;dr: when you're on a sales call, DON'T be yourself.

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We're starting a 7-episode series of mindset training for sales success. In part 1, I'll be covering what separates the winners from the losers in life and business.

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We're exploring the dark side of persuasion. Skip this if you're easily offended.

There's a fascinating TEDx talk by Tim Larkin, a former military intelligence officer, called the Paradox of Violence. His thesis is that in order to protect yourself, you need to understand violence. And to understand violence, you need to study criminals.

Studying pimps and pimping is essentially the same concept. Like violence, persuasion is just a tool. It can be used for good or evil. And to know the full extent of persuasion can do, you must study those who use the tool in ways you may think are immoral, unethical, or even criminal.

Think of today's podcast as Pimpology 101, where I introduce you to what pimps call "the Ism."

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You’ll hear this often on sales calls:

They’re just not there yet. They’re non-committal. Maybe they believe your product works, but they don’t yet believe it’ll work for them. 

In today’s podcast, we’ll be going over how to build the beliefs in your prospect that get them to buy.

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I did a fun exercise in our Facebook Group recently, where I asked the members to give me an objection they've heard so I can handle it live. This is a recording of that live stream.

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Something I’ve noticed with a lot of entrepreneurs and sales reps that kills a lot of their deals is what I call “Happy Ears.”

In this episode of the podcast, I’m going to tell you how to stop doing that. And how to dig deep during discovery so you identify any and all red flags.  

And I have a story about an interview that I did today and I found something that I didn't want to hear, but it really could have cost us dearly later. And I'll get into that in a bit. But first, what’s Happy Ears?

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In this episode, I'm going to give you the secret to charging more for your products and services.

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We're going to talk about how you can build an alter ego and make it a part of your sales persona when you're showing up on calls. And how that will, in turn, protect you from slumps, amplify your results dramatically, and allow you to show up and do things that you yourself aren't even capable of doing.

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Recently, I was just in the buying position on a sales call. And I want to break down what the experience was like for me. Because there were some obvious things that the guy could have done differently. So, I figured it'd be useful for you if I unpack it in this episode of the podcast.

In this episode, you'll discover

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Over in our Facebook Group, we get a lot of questions in some variant of:

Questions like these are common from people who are learning to sell for the first time. They’re trying to understand the fine line between using their powers of persuasion for good and using them for evil.

This is something we teach a lot of beginner sales reps we work with. Or anyone who’s looking to get into in-person selling, really. It’s something I call the Philosophy of Sales and Magic. And we’d like to share it with you today.

In this podcast, you'll discover:

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