In sales, it's often said that success hinges more on who you are than what you know. Customers can easily tell if you're just trying to sell something or if you genuinely care about them, their problems, and how to help them. Mike Esterday and Derek Roberts, co-authors of the new book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join Will for this part 2 of Mental Selling’s special series. In this conversation, Mike & Derek discuss the importance of authenticity and integrity in sales and how these qualities can lead to long-term success. They explore the concept of emotional intelligence, which involves understanding and managing emotions to build better customer relationships. Mike and Derek also stress the importance of embracing the value of sales and understanding that success in sales is more about who you are than what you know. Mike and Derek emphasize a clear purpose and passion for helping others, as these qualities can drive motivation and enhance sales performance. In this episode, you’ll learn: - The crucial role of emotional intelligence, genuine empathy for customers' needs, and how both help build relationships with customers. - Strategies to overcome self-limiting beliefs that hinder sales performance. - Why salespeople should recognize the value they bring to customers' lives and embrace the role of problem solver Resources: LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance (ListentoSellBook.com) Follow Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/ Follow Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/ Jump into the conversation: [01:06] Integrity and Authenticity in Sales [03:13] The Balance of Logic and Emotion [04:04] A Clear Understanding of Your Sales Purpose [08:19] Taking Ownership for Sales Success [10:23] Sales Congruence