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Brian Will, Serial Entrepreneur & Industry Leading Business & Sales Management Consultant

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In this blog based on the The Dropout Multi-Millionaire Podcast, we explore the fascinating topic of sales psychology. We'll address questions that are likely on your mind as an entrepreneur: How can you boost your earnings? Increase your sales figures? Disarm objections to your sales pitch? Enhance your closing rates? You’ll learn that it’s all about focusing on the mental aspect of sales and that cheesy sales lines and high-pressure tactics just won’t cut it.

Avoid High-Pressure Sales Tactics

Pushy sales tactics often lead to regret and strained relationships. Your aim is to create a win-win scenario, not to pressure you into a decision you'll later regret. 

Rather, you should work to understand a prospect’s needs and align your offerings with them. If it's a fit, great! If not, it's perfectly fine to move on and avoid wasting their time–  and yours.

The Power of Asking the Right Questions

 So, how do you fully understand what your prospect needs? 

It's remarkably simple, yet incredibly effective.

The real secret lies in asking questions. And not just any questions – it's about asking the right kinds of questions. 

The right questions uncover what the customer truly needs and desires, and that's where the magic happens.

Overcoming Objections Proactively

Before you know which questions are the right ones to ask your prospect, there is one you should be asking yourself:

What objections can I expect to hear?

You see, in the sales process, your primary goal is to overcome objections. We all know how crucial this is, but here's the twist – there are some objections you can overcome before a prospect even has to raise them.

We're willing to bet that no matter what you're selling, you encounter the same objections repeatedly. By identifying and documenting these common objections, you can build your scripts around them. 

When paired with the right set of questions, this approach brings objections to the forefront and allows you to resolve them before they hinder the sales process.

The "Why" and "When" Approach

Now let’s look at those questions you should be asking your prospect. This technique involves gaining an understanding of their “why”s and “when”s:

  • Why are they looking? 
  • Why are they shopping with you? 
  • Why haven’t they bought from somebody else? 
  • When do they want to buy?
  • When can they afford to buy?

Fully understanding why someone is looking to buy and when they can make it happen is a huge step in addressing their potential objections.

But wait–, there is also an often-overlooked first objection you must overcome – the initial distrust towards salespeople.

Building Trust and Disarming Objections

Your sales strategy should center on building trust from the get-go and addressing the first objection. If you can establish trust right at the beginning, you’ll set the stage for a smoother sales process.

To disarm the initial objection towards your status as a salesperson, you’ll need to give your script some serious consideration. 

Focus on debunking these common fears of salespeople:

  • A fear of being scammed
  • A fear of signing a bad deal
  • A fear of being lied to
  • A fear of being sold something they don’t truly want or need

All these issues and all the rest are handled by building proper scripting and questions, and when executed correctly, you’ll be able to disarm a significant portion of client objections before they even surface, leading to a faster and more successful close.


This approach to the psychology of sales offers a breath of fresh air in an oversaturated market of cheesy sales pitches and high-pressure tactics. By focusing on genuine connections, asking the right questions, and proactive objection handling, you can unlock the potential of sales psychology, enhance your sales skills, and watch your success soar.

If you’re ready to break free from the status quo and join the ranks of the mavericks, the rebels, and the renegades who refuse to conform and instead build multi-million dollar businesses, subscribe to The Dropout Multi-Millionaire Podcast wherever you choose to listen!

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