The Mindset Blocks Keeping You From Sales Success (And How to Sell with Confidence!)

What if the reason you’re not selling confidently has nothing to do with strategy and everything to do with how you think about sales? In this episode of CEO Sales Sessions, I’m unpacking one of the most powerful shifts that transformed the way I sell and coach CEOs: understanding that selling isn’t something we do to people, but something we do for them. If sales have felt uncomfortable or inconsistent, this conversation will help you build confidence from the inside out so you can increase visibility, improve your sales calls, and create sustainable growth and revenue in your business.

Here’s what we get into today:

• Why mindset work comes before systems, habits, and strategy
• The single belief that changed my entire approach to selling
• How confidence grows through action, not overthinking
• Why selling ethically creates better revenue outcomes
• How to create momentum that supports scaling and long-term growth

If this episode challenged the way you think about sales, let me know! Leave a review on this episode or head over to Instagram and send me a message @autheticgazzy. Subscribe to the podcast for more expert conversations from the business coaching space. 

Gazzy’s Links:
Website: https://www.authenticgazzy.com
Instagram: https://www.instagram.com/authenticgazzy
LinkedIn: https://www.linkedin.com/in/authenticgazzy
Youtube: https://www.youtube.com/@AuthenticGazzy
Podcast Youtube: https://www.youtube.com/@GazzyAmin
Tiktok: https://www.tiktok.com/@authenticgazzy

Transcript

SPEAKER_00 0:08

Welcome to CEO Sales Sessions. I'm Gazzy, your host, former political staffer, turned entrepreneur, and founder of Sales Beyond Scripts, where I build CEOs whose sales feel effortless and profit becomes inevitable. I've spent years in the highest pressure rooms, both in politics and business, and I'm bringing you everything I learned straight to this mic. No fluff, no filler, just actionable steps, tough love, and big thinking alongside some of the sharpest CEOs in the game. Let's get to work. So if you don't know, I've studied the subconscious mind with people like Bob Proctor. And one of the things that I really took away from my time with Bob was this idea of how he shared the relationship between what goes on in the mind and the results that that brings. And I'll do a whole other episode on that teaching itself around the subconscious mind. But for today, I'm gonna keep it a little bit high level. It's like the tip of the iceberg. But what I remember learning from Bob that I felt like, oh, that's like the biggest takeaway from this is that what we think and what we feel produce the action that we take, which then produces the result. So let me say that again. The thinking, the feeling, that's what produces the action, and the action produces the result. So when I'm working with women around sales, the number one thing I want to get to before we even get to the processes and the systems and the daily habits and what the outreach and the follow-up looks like, we first got to get the mind correct. We gotta get aligned with the end result that we want because there's no way you could sell more if you feel icky about sales, which is something we talked about in episode one together. So the number one shift I want you to have from a mindset perspective is this one shift. And if you're a note taker, I want you to write this down. Selling is not something you do to someone. Selling is something you do for someone. Just really let that sink in. Selling isn't something you do to someone. It's something you do for them. You're doing it for them, for their good, for their growth. And so if you can really anchor in this way of thinking around sales, I promise you it will change completely what is happening with your numbers, what is happening with how many buying conversations you're having, because naturally you feel better about it. And as women, I like to share this because naturally we are nurturers. Naturally, we want to help people. Our empathy, our level of care and nurture is really just like, you know, you know that feeling of care that we as women have. And so when we put women in sales conversations, they are excellent saleswomen. They are so good at listening to what people want and offering the solution to them. Now, the part where we get mixed up is we feel like we're doing something to them. And that's because of this language that's been used in the sales space around like convincing and persuading people. That's not really ever the way that I like to think about sales. In fact, when I've been coached on it that way, it's made me what's the word? It's created friction for me. It's created um aversion, resentment, or a little bit of like fear or hesitation when it comes to, I'm air quoting, selling people. Because I feel like through the energy of convincing, you're forcing someone to think about something differently. And that's why people don't love being around salespeople. I'm sure you felt it before. You've gone into a store or been on a phone with a sales rep and they've tried to force you. There's been pressure or convincing energy around it. Who wants to buy from that person? No one. Now that is a result of feeling like you're doing something to someone rather than doing it for them. One of the biggest things that helped me really, I would say, lock in my sales game is shifting my belief around that, of not thinking it's doing it to them, but for them. The word that I really anchored in on was sales is service. And so when I really adopted this, let's call it belief, the embodiment of that was flow, was excitement, was more outreach. I wanted to be of service to people. Again, it's part of me as a giver to want to help people. And so when I could shift the thinking of my mind, and this is what I've learned by studying other salespeople, is like, how do they think about sales? When I could really lock that in for myself, that it is a good thing for me to help people and sell what I have. It just felt so much more organic and ethical and intentional of me to want to ask for the sale, to have the buying conversation. So I want to share that with you. What would it be like if you truly thought that your service was helping people? You know, one of the examples I gave at Money Moves last week was I asked if you saw somebody choking or coughing in front of you and you had a cup of water and they were like, like they really had like a dry cough, and you're like, that person needs water. And you had water in your hand, wouldn't you want to give them that cup of water? Wouldn't you want to help the person in front of you? In most cases, yes. And I mean, if you don't, like, hey, you're probably an asshole, is the way I see it. So when I could think of it in this way for myself, it almost feels like it would be wrong of me to not offer what I have to offer. So if you know that your product can help someone, that your service would help someone, it would be a disservice for you not to share it. So if you just really allowed that to land for you and you really embodied this belief, your sales habits would look so different. You would want to sell more. I genuinely want to sell. So I want to help people. I want to connect the right people. I want to share what will solve their problem. If I have something and I know someone needs it, it is my responsibility. It is my duty, it is my um my gift, my privilege, my opportunity to be of service to those people. So for me, that just feels so good. I wonder how that feels for you when you think of it that way. Doesn't it shift something for you? When you feel good selling, what do you think happens with the results? You close more, your numbers look different. People start to pay in full instead of asking for discounts and payment plans. And that's because your feeling around that has moved from a place of ick to service. And when you know you can help people, there's just a certain level of confidence that you can own and lock in with. And you want to know the number one thing that will help you build sales confidence is selling. There is no shortcut to this. Yes, when I work with my clients, I give them, you know, some frameworks, some flows that they might want to follow in a buying conversation, but I'm never one to sell scripts. In fact, the name of my company is Sales Beyond Scripts. Cause I never want someone to feel that you have to say the exact right thing in the right order at the right time to close a deal. Again, that's like bro marketing and it might work for some, but it didn't work for me. And so I'm committed to sharing a different way of selling. And for me, what I found is that selling creates momentum for more sales. The confidence that you build when A, people close on a phone call and pay in full, you feel good about yourself. When people make a decision and say yes to themselves in that next level, you feel good being a part of that journey with them. When your clients get results, you feel good. You want to sell more. You want to be in more conversations, you want to help more people. And so if you want to build more confidence, it doesn't always happen in reading a sales book or watching a video or even role play, which is something I do with clients, but I tell them there is no better way to learn sales than to be in the ring, to get in there, to sell and to feel what it's like to sell, to find adjust, to fine-tune, to listen. I mean, I even listen to my clients' sales calls to see where we can adjust or say things differently or notice our own patterns and then do it again and then do it again and do it again. Because, like anything in life, it's practice that builds the skill. It's not perfection, it's not learning and studying but never applying. It's taking what you learn and applying right away. And you know, that's one of my intentions with this podcast. And you'll hear me say it again and again. These are not for you to listen and not implement. So if there is something that you heard from this conversation that you can roll with today, just one thing, that's what I would love for you to do today is implement. If you have no idea what you want to implement, I'll give you your homework for today. Go have a buying conversation. And before you get into that call, sit with yourself for a few moments and ground in the energy of being of service and wanting to help someone. And then if it worked and you felt good selling, send me a DM on Instagram. I'd love to hear your takeaway. If there's anything you want to hear more of or a guest or a topic you want me to cover, please connect with me on Instagram. I am at authenticGazzy, always in my DMs and looking to connect with you. Thank you for sharing your time with me, and I'll see you next Tuesday. Well, that brings us to the end of today's episode. Thank you for sharing your time with me. I know as a CEO that time is your most valuable asset. So let's make it worth it. What's one thing that you're gonna implement or embody today? Because listening without action is just entertainment. So DM me your takeaway on Instagram at authenticgazzy. I want to hear it and I promise you I will hold you accountable. And if this episode resonated, share it with a woman in your circle who needs to hear this. And if you haven't already, follow and subscribe so you never miss a Tuesday. I'll see you next week.