Topic
Sales & Closing
49 episodes. 47 operators. Every line below is a verified passage from the transcript.
And your sales team knows they can close 80% of their sales as opposed to 10% of their sales sales because they have a qualified lead who they don't have to worry about hand holding, getting on an early phone call that are never going to convert in the end of the day.
But I tell people, go do door-door sales for three months. You'll never suck at sales again, but they don't want to do it.
Let's just say 5 million sales people in the United States, there are 5 million distinct unique ways to sell.
So, the way to sell is to not sell, look to help people, man.
The principle, the principle to me is, I have the right to sell my name. I have the right to go fund when I can chase it, I can sign with an agent, I can get it done. Not, here's my hand, fill it up with money.
And so to me, the best people to lead, the best people to sell, the best people to market, the best people to do anything are the ones who can tell the stories that people remember.
I never asked for the order and I train my teams, whoever I'm training, never to ask for the order, but first, seed the prospect subconscious mind so they've already convinced themselves to buy.
I can't think of another asset that I have in my business that I created five years ago that's still bringing millions of dollars of sales a year.
I identified that the people selling the products, they didn't believe that anyone could afford what they were selling because they themselves couldn't afford what they were selling.
I identified that the people selling the products they didn't believe that anyone could afford what they were selling because they themselves couldn't afford what they were selling.
They said more people, more sales people became millionaires after listening to Psychology of Selling than any other single sales influence, which was very exciting for me.
And by the way, we sold nothing the first year. We didn't have a goal of selling anything. It was the goal literally was. Build an audience.
- Sales was Eric's second degree: he learned how to sell, market, read law and contracts, set and run a meeting, and cold call, skills he still uses in broadcasting. (Eric Mac Lain on Clemson Football, NIL, )
- A reluctantly accepted sales job with JMI Sports became Eric's real-world business degree, teaching him selling, marketing, contracts, meeting-setting, and cold calling that he now uses to sell his own podcast sponsorships. (Why Grit Is More Important Than Talent: )
- Segment your outbound lists by channel: high-value ICP tiers get rep-led sequences, LinkedIn outreach and dials, while cold email handles the higher-volume cleanup, because volume limits and economics differ per channel. (The Predictable Revenue Playbook Most Fo)
- Stop labeling under-performing pipeline as 'bad lead quality' — Josh's team is culturally banned from the phrase — and instead diagnose the specific process gap in raising awareness and interest before the sales conversation. (The Predictable Revenue Playbook Most Fo)
- Set up authoritative LinkedIn content before doing LinkedIn outreach — the first thing a prospect does is check your profile, and an empty one kills response rates. (The Predictable Revenue Playbook Most Fo)
- Use the 'live it, tell it, sell it' framework: live it is understanding your effect on others, tell it is the story you use as connective tissue, sell it is speaking to what your audience actually cares about. (The Million-Dollar Skill Most Profession)
- The unaddressed problem in sales is getting the prospect to trust themselves; a confused mind makes no choices, but a mind that doesn't trust itself runs from choices. (Why Asking for the Sale Is the Worst Mov)
- Watch for "lack mentality" on your sales team: reps who can't personally afford the product often assume no prospect can either, and it caps their numbers. (Inside the Billionaire Mindset: Rudy Rie)
- Look for physical tells at the point of the offer. One rep broke eye contact when stating price; naming it and reframing the prospect's "potential" produced $140,000 in sales the next day. (Inside the Billionaire Mindset: Rudy Rie)
- If your sales team can't personally afford your product, they may unconsciously assume no one else can either; retrain them to focus on the prospect's potential to afford it. One rep went from a $7,500 ceiling to $140,000 in a single day after that shift. (Mastering Mindset: Practical Steps to Op)
Does face-to-face selling still matter in online sales?
The Art of Selling: Brian Tracy’s Secret to Doubling YouWhat is the difference between selling out and selling in?
Andy Paul - Author of Sell Without SellingHow do you use a book to generate leads and close sales?
How One Book Generated $7M in Sales | Selfpublishing.comWhat makes an offer easier to sell and market?
The Brutal Reason Most Entrepreneurs Never Scale: BusywoHow do I get better at sales fast?
The Brutal Reason Most Entrepreneurs Never Scale: BusywoDoes cold calling still work in B2B sales?
The Predictable Revenue Playbook Most Founders Are MissiHow do you use AI agents for outbound prospecting and buying signals?
The Predictable Revenue Playbook Most Founders Are MissiHow can I get more revenue from my existing pipeline without buying new leads?
The Predictable Revenue Playbook Most Founders Are MissiAll 49 episodes
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Jeanne Sparrow on Fearless Authenticity and Persuasion
Rejection, Resilience and Momentum: From Zero to Hero
John Benson on Why AI Content Isn't Converting
Mike Sancho: From Expelled to Passive Income Builder
Paul Ross on Why You Should Never Ask for the Order
Alex Morton on Building Wealth Young and Losing It All
Mara Dorn on Confidence, Discipline, and One Shot
Jim Kwik on Training Your Brain to Learn Faster
Brad Blazar on Raising Capital With Other People's Money
Rudy Riekstins on the Billionaire Mindset and Sales
Eric Mac Lain: From Clemson Football to ESPN Analyst
Moses Heredia on Grit, Winning and Servant Leadership
Chris Allen on Netflix's Million Dollar Secret
Best of Right About Now: Expert Business Advice
Mastering Mindset for High Performance: Rudi Riekstins
Jeanne Sparrow on Fearless Authenticity and Storytelling
Brad Blazar on Raising Capital and Other People's Money
Buying Real Estate Without Banks: Chris Prefontaine
Spencer Carpenter on How to Get Booked on Podcasts
Jim Kwik on Brain Types, Focus and Learning Faster
Apple's AI Win, Deepfake Ads and Flying Air Taxis
Sam Dunning on Fixing B2B Websites That Don't Convert
Employee Benefits That Pay You Back: Tanner Gardner
Derik Fay: Turning $70 Into $5 Million
Brian Tracy on Doubling Your Income Through Selling
Tanner Chidester on Leadership, Sales and Hard Truths
The Radcast's 400th Episode: 4 Lessons From 400 Shows
Eric Mac Lain on Grit, Getting Cut, and Life After Football
Jimmy Rex on Vulnerability, Risk and Real Estate Grit
Tanner Chidester on High-Ticket Lead Generation
Bedros Keuilian on Pivoting, Grit and the American Dream
Organic Conversions on TikTok and Instagram
Best Business Advice: Netflix, Whoop and Stage 32 Founders
Andy Paul on Selling Without Selling Out
