Before teaching sales tactics, first understand a new rep's personal motivations. This intrinsic desire for a better future is the only thing strong enough to help them push through the inevitable pain and rejection of prospecting.

Salespeople behind on quota often feel defeated. Instead of succumbing to this, they must reframe their situation as a "comeback story." This shift from a defensive, desperate mindset to an offensive, confident one is crucial for turning performance around, as prospects can sense desperation.

We have a mental "thermostat" for success. When we exceed what we subconsciously believe we're worth, we slow down or self-sabotage. To break through plateaus, you must consciously reprogram your mind to treat that previous peak achievement as your new minimum standard of performance.

Motivation requires both ambition (the desire for a goal) and expectancy (the belief that you can personally achieve it). You can show someone a thousand success stories, but if they don't believe it's possible *for them*, they won't take action. The gate to motivation is personal belief.

You wouldn't bowl in street shoes; similarly, you can't sell effectively without the right mindset. Emotional control and mental readiness provide the stability and traction needed to handle rejection and pressure. This isn't a "nice to have"—it's foundational equipment you must prepare daily to avoid slipping at the first objection.

Don't let your personal perception of what's 'expensive' limit your earning potential. Set your price high based on the value you provide. It is easy to lower a price that gets no buyers, but impossible to know if you could have charged more if you start too low. Never say no for the customer.

Top salespeople aren't just skilled; they've mastered their internal psychology. Most performance issues stem from fear, lack of information, and self-limiting beliefs, which prevent them from taking necessary actions like making calls.

When founders perform sales tasks without conviction, their operating philosophy is one of entitlement. They believe simply 'going through the motions' should be enough to succeed, rather than actively striving to become great at the process. This mindset of being owed success sabotages results.

When coaching a struggling salesperson, the root cause is rarely tactical. It's usually "head trash"—deep-seated limiting beliefs and blind spots, often stemming from childhood, that sabotage their efforts. The coach's primary role is to help uncover and dismantle these psychological barriers.