In this episode of the Thoughts on Selling podcast, I welcome Steven Ethridge, an accomplished sales trainer, coach, and expert in Neuro-Linguistic Programming (NLP). Our conversation dives into the pivotal roles that mindset and intentional communication play in driving meaningful sales outcomes.
Steven shares his structured two-part methodology: Sales Mindset Self-Mastery and his NLP-based Five-Step Sales Process. He highlights how a salesperson's internal belief system shapes external performance and how aligning communication with a buyer's motivations fosters authentic connections and improved results.
Key discussion points:
Mindset as a foundation. Steven explains how reshaping internal narratives and removing limiting beliefs can dramatically enhance sales performance.
Building rapport effectively. We discuss the importance of observing and mirroring both verbal and non-verbal cues to establish deep, authentic rapport.
Tailoring communication. Steven emphasizes the need to adapt language to a prospect’s preferred style—whether visual, auditory, or kinesthetic—for greater influence.
✅ Key takeaways:
A strong, intentional mindset is crucial for long-term sales success.
Sales is most effective when it is a collaborative, value-driven process.
Attuning your communication style to match that of your prospect can deepen trust and engagement.
To explore Steven’s sales training programs, visit ethridge.com.
Thank you for listening to this episode. I look forward to hearing how you incorporate these strategies into your sales approach.
— Lee
