The Importance of Value and Asking in Sales

Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David Neagle says: “You've got to see yourself above the place that you actually want to accomplish.” The highest-earning reps? They think like owners. They take responsibility for their number, their mindset, and their mission. They don’t wait for leads to be handed to them or settle for “good enough.” They build a pipeline like a business, because it is.  So whether you run a company or just run your territory, these lessons from a successful entrepreneur will harden your mindset and help you sell with more purpose, more urgency, and more grit. Making Money Isn’t Hard. You need to come around to a simple idea: Making money isn’t the hard part. Getting over your mental baggage about making money is infinitely more difficult. Most salespeople riding the feast-or-famine rollercoaster find themselves desperate more often than not. When that happens, they unconsciously sabotage themselves. They discount too quickly, hesitate to ask for the sale, or talk themselves out of big goals. Here’s the truth: Money is everywhere, and opportunity is endless. But if you believe sales is a grind and success is for “those people,” you’ll work three times harder for half the reward. Don’t undersell yourself. Entrepreneurs don’t apologize for making money—they design their lives around it. If you want to earn like a business owner, stop treating money like a taboo topic. Start treating it like a scoreboard you want to climb. Stop Caring What People Think (Especially About You Winning) The moment you start succeeding—wildly succeeding—is the moment people will have opinions about it. You close a big deal or hit the top of the leaderboard? Somebody will whisper. Someone else will be resentful. That’s not your problem. It’s theirs. You’ll never hit your peak if you can’t stomach a little hate from the nay-sayers. Entrepreneurs learn early that approval won’t pay your bills. If you want to win in sales, stop seeking validation from people who aren’t playing game at your level. You can’t serve your buyer and care what others think at the same time. Choose your future over fitting in. Believe You’re Worth the Win Most reps think their biggest problem is weak leads or tight markets. It’s not. It’s that they don’t believe they’re worthy of success. They don’t think they deserve the close, the commission, or the praise. Instead of swinging for the fences or building consistency, they settle for mediocre wins some of the time. Instead of dealing with confidence, they let insecurity take over. Business owners don’t have that luxury. Their livelihood depends on selling themselves—and believing in what they offer. The same should go for you. When you believe you’re worth the success, your tone changes. Your body language shifts. Your presence becomes undeniable—and buyers feel it. Push past doubt by honing your skills through practice and reviewing past successes. You deserve everything you’ve worked hard to gain. Sales Isn’t About Getting—It’s About Giving A lot of people treat sales like they’re trying to take something. That’s why they feel pushy, needy, or “icky.” But the best sellers think like business owners—and owners know they’re in the business of solving problems. They're giving value, outcomes, and transformation. If your mindset is “I need to get this deal,” your buyer will feel that. But if you shift to “I’ve got something that can truly help them,” everything changes. You show up with confidence, not desperation; with curiosity, not pressure. Sales isn’t just hunting. It’s serving. And your commission is just the reward for solving someone else’s problem. Start thinking like a consultative seller. Listen closely to your prospect’s needs and position yourself as a trusted advisor who...