A buyer tells you, “We could never give you the business.” Most salespeople hear a wall and start pushing. I sit down with master sales trainer Steve Lentini and unpack why that moment is actually an opening, if you respond with curiosity, respect, and a real desire to help. Steve’s stories from the janitorial, packaging, and paper supply world turn “commodity sales” into a craft built on trust, not tricks.
We get concrete about what works in B2B sales: why price-list quoting often backfires, how walking the storeroom and reviewing top items creates a value conversation, and how territory management is really pruning so you can grow. Steve shares two unforgettable wins where partnership beats price, including a supplier-consolidation process that seemed impossible until the buyer finally felt understood. If you lead a sales team, you’ll hear coaching cues you can use immediately: watch body language, stop overselling, and honor the agenda the customer gave you.
Then the conversation takes a deeper turn. Steve opens up about a near-death experience that changed how he sees work, faith, and the “small voice” he calls the acorn brain. We connect spirituality and neuroscience in a grounded way: reacting versus responding, building new neural pathways, and bringing presence into sales calls and leadership. Whether you’re in sales training, account management, or just trying to live with less anxiety and more purpose, you’ll leave with language and practices you can try today.
If this resonated, subscribe to the show, share it with a friend in sales, and leave a review so more people can find these conversations. What’s one objection or trigger you want to handle better next time?
Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™
Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop
Link to buy Toilet Paper Salesman swag: My Store
Link to David Mirarchi's website: David Mirarchi
Link to RJ Schinner Co, Inc: RJ Schinner | Home
