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Unlearning the Old Sales Playbook: Mindset, Fear & Ethics with John Lester
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In this conversation, Laura McGregor and John Lester Author of "Winning the Inner Game of Sales: The Foundation of Success is Mindset delve into the transformative mindset required for success in sales.
They explore the importance of understanding one's inner game, overcoming fears, and the necessity of building genuine connections with clients. John emphasizes that sales should not be viewed as a pressure-filled transaction but rather as a service aimed at solving problems. The discussion also highlights the significance of value propositions and the need for sales professionals to shift their narratives to foster better relationships and outcomes.
Takeaways
- Your mindset is the biggest obstacle to success.
- Sales success begins when you realize thoughts aren't strategy.
- Sales is just a conversation, not a transaction.
- Understanding your value proposition is crucial.
- Overcoming fear of failure is essential for sales success.
- You must understand the dynamics of the sales call.
- Sales should be viewed as a service, not a pressure tactic.
- Building rapport is key to successful sales.
- Changing the sales narrative can lead to better outcomes.
- Sales professionals need to be aware of their clients' emotional states.
In this exclusive Founder Spotlight, we sit down with John Lester—40-year sales veteran, mindset coach, and founder of OnboardXi—to unpack what it really takes to win in commission-only sales.
Whether you're an experienced closer or a new independent rep, this conversation will challenge your assumptions and give you practical frameworks to build residual income, close higher-value deals, and sell from a place of service—not stress.
Explore John’s Current Commission-Only Opportunities on CommissionCrowd:
Learn more about his live sales opportunities here: Founder Spotlight: John Lester on Reinventing Sales, One Opportunity at a Time
Get John's Book: Winning the Inner Game of Sales
Interested in building your commission-only sales portfolio?
Start free on CommissionCrowd today
Graciously Disruptive Clinical Hypnotherapy with Laura McGregor
Chapters
00:00 Introduction to Sales Psychology
03:06 The Mindset Shift in Sales
06:53 Understanding Mental Models
11:33 The Importance of Value Proposition
16:19 Overcoming Fear of Failure
23:04 Defining Winning in Sales
25:49 Understanding the Sales Process
26:57 The Importance of Initial and Subsequent Sales
28:53 Crafting the First 90 Seconds of a Sales Call
31:03 The Dynamics of Selling and Buying
35:51 Challenging Traditional Sales Tactics
38:58 Reframing the Perception of Sales
45:10 Overcoming Sales Stigmas and Misconceptions
2 episodes
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