A day late. But this one’s worth the wait.

Let’s cut to it: if your salespeople feel uneasy about selling, they’re not broken—they’ve been taught wrong.

Too many folks still operate from the old-school paradigm: “Sales is about convincing people to buy something they don’t want.”

That’s nonsense.

Real sales is about helping people invest to meet their own goals. When your team believes that—deep in their bones—everything changes. Confidence goes up. Resistance goes down. Sales go up.

The Old vs. New Paradigm

Most struggling reps don’t need more technique.
They need a new operating system.

Old Paradigm: Using people to hit quota.
New Paradigm: Helping people invest in solving problems.

As coaches, we don’t just hand them new language. We change how they see the work. We run exercises. We roleplay. We reset the way they think.

The Process Behind the Mindset

This isn’t about hype. It’s about systems that reinforce belief:

• Reframed self-talk (Assets & Liabilities)

• Daily focus (Vision Book + Affirmations)

• Structured coaching + CRM visibility

It’s not magic. It’s modeling and measurement.

You build sales strength the same way you build anything else—with process and repetition.

Next up, we shift into Activity—and how to dial in the right actions without burning people out or letting them off the hook.

Don VanPool helps business owners scale strategically and exit successfully by transforming chaos into structure, and operations into cash-flowing assets buyers want. His specialty: building teams and systems that grow enterprise value.