In this episode of The Active Life Podcast, Cody and Larry break down the key beliefs and behaviors that separate the world’s best salespeople from the rest. They emphasize the importance of collaboration, mindset, and how top sales professionals approach objections, pricing, and the psychology of decision-making. The conversation explores why sales is not about manipulation but about helping people make the best choices for themselves—even when that means not making a sale.
If you’ve ever struggled with overcoming objections, felt hesitant about asking for the sale, or wondered how to instill confidence in your prospects, this episode is packed with actionable insights that can transform your approach. Larry also drops some powerful mindset shifts that redefine what it means to “help” a prospect, challenging the common misconceptions around empathy, confidence, and allowing people to bet on themselves.
Key Takeaways:
• Sales is a collaborative process—not a battle between salesperson and prospect.
• The best salespeople expect “I’m not sure” as part of the process and know how to navigate it.
• Obstacles vs. Objections – knowing the difference changes everything.
• Why you should be proud of sticker shock instead of backing down.
• “Let me think about it” is a sign of missing information, not indecision.
• Your best sales tool is belief—your own conviction will transfer to the buyer.
• People don’t come back later—help them decide now.
• You are not responsible for deciding how someone spends their money—give them the chance to bet on themselves.
By the end of this episode, you’ll walk away with a new perspective on sales, along with practical strategies to increase your close rate while maintaining integrity. If you’re serious about improving your sales skills, you won’t want to miss this one.
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