Elite selling isn’t hype — it’s standards. In this episode, Mark McGraw talks with sales leader and master connector Rob Vaka about how to link mindset to technique so you sell with clarity, qualify fast, and build trust that lasts.
In this episode:
The connector mindset: be more interested than interesting
Curiosity that leads to real discovery (not interrogation)
Up-Front Contracts (UFC): agenda, time, outcome — clarity that reduces pressure
Fit-first qualification: why “we may not be a fit” builds credibility
Situational fluency: get in more rooms, play up, learn fast, course-correct
“Imperial Guard” standards: raise the bar on people, process, and culture
Fail forward: the buffalo-into-the-storm metaphor and keeping perspective
About Rob Vaka:
Sales leader and connector with a track record across life-saving technology (AED programs), luxury membership, wealth services, and sports media. Today he’s building a high-standard (“Imperial Guard”) sales team and teaching practical discovery, authentic qualification, and clarity in next steps.
🔗 Download exclusive sales resources at: buildingyoursalesengine.com/giveaway
Mentioned in This Episode:
https://www.Sandler.com
https://www.BuildingYourSalesEngine.com/35
https://linktr.ee/buildingyoursalesengine
https://www.linkedin.com/in/rob-vaka-1029264/
