In this solo episode, Casey breaks down the core skill that has shaped his career: the art of selling. Reflecting on his own experiences and insights from Brian Tracy’s classic, The Psychology of Selling, he unpacks the eight principles that have made a lasting impact—from believing in yourself to mastering the art of persuasion.
Casey shares personal stories, including lessons learned from top-performing colleagues at Vivint, and explains why identifying customer pain points and maintaining a positive mindset are game-changers in sales. He also reveals the power of continuous learning and how a single decision to invest in his own education led to years of consistent success.
Whether you’re a seasoned professional or just starting out, this episode offers practical, timeless advice to sharpen your sales skills and elevate your performance.
Chapters:
00:00 – 00:26 | Introduction: The Power of Selling
•Why sales is the most valuable skill
00:26 – 00:44 | The Most Influential Sales Book
•How The Psychology of Selling shaped Casey’s career
00:44 – 01:29 | Learning from Top Performers
•Lessons from Vivint’s #1 sales rep, Bo Gardner
01:29 – 03:59 | Principle #1: Believe in Yourself
•Overcoming fear and rejection
03:59 – 05:25 | The 80/20 Rule in Sales
•How top 20% earn 80% of the money
05:25 – 06:34 | Believing in Your Product
•Why conviction determines sales success
06:34 – 08:53 | Principle #2: Focus on the Customer’s Needs
•Selling solutions, not products
08:53 – 09:10 | The Key to Selling: Solving Problems
•Finding and fixing customer pain points
09:10 – 11:03 | Principle #3: Develop a Positive Attitude
•Why mindset impacts sales performance
11:03 – 12:57 | Principle #4: Master the Art of Persuasion
•Why people buy emotionally, then justify logically
12:57 – 13:16 | Why People Buy Emotionally
•The subconscious decision-making process
13:16 – 15:06 | Principle #5: Ask the Right Questions
•Selling is listening, not telling
15:06 – 17:12 | Principle #6: Overcome Objections
•How to reframe objections into opportunities
17:12 – 18:33 | Why Objections Are a Sign of Interest
•Recognizing buying signals in pushback
18:33 – 21:42 | Principle #7: Learn How to Close Effectively
•Why 48% of salespeople never ask for the order
21:42 – 22:09 | Principle #8: Commit to Continuous Learning
•How investing in yourself 10X’s success
22:09 – 25:27 | The 10X Investment in Personal Development
•Lessons from 20 years of dedicated learning
25:27 – 26:35 | The Mindset of a Sales Professional
•Mastery, success, and fulfillment
26:35 – End | Closing Thoughts
•The never-ending process of growth
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