43: The Inner Game of Selling with Jeff Lipsius

In this episode, I had the pleasure of speaking with Jeff Lipsius about his concept of the Inner Game of Selling. Drawing inspiration from his friend Timothy Gallwey, and Tim's renowned work, The Inner Game of Tennis, Jeff explains how understanding and mastering the inner game can dramatically improve sales performance.

We explore how shifting focus from selling to buying, embracing the customer as the ultimate teacher, and cultivating self-trust in customers can lead to extraordinary sales outcomes.
Jeff documents his learnings in his own book, Selling To The Point: Because the Information Age Demands a New Way to Sell.

Key Takeaways:
- The Goal of Selling is Buying: Jeff helped me understand that the true objective of selling is to facilitate the customer's buying process, not just to sell. This requires a shift in mindset from self-consciousness to customer-consciousness.
- The Customer is the Teacher: Jeff highlighted the importance of viewing customers as our primary source of learning. We should adapt our approach based on each customer's unique needs and decision-making process.
- Three C's of Decision Making: Jeff outlined the three essential elements for high-quality decision-making: self-trust, empowerment (choice), and clarity. Salespeople can act as decision coaches, helping customers cultivate these elements.
- Achieving Peak Performance: I learned that, similar to athletes, salespeople can achieve peak performance by focusing on the present moment and the customer's needs, rather than getting caught up in self-doubt or trying to force a sale.
- Authenticity is Key: Jeff emphasized that building genuine trust with customers requires authenticity. Salespeople must genuinely prioritize the customer's best interests to foster a collaborative relationship.
I encourage you to discuss these concepts with your team and take one specific step to improve your sales productivity. I'd also love to hear your feedback on the podcast and any recommendations you have for colleagues.
This episode offers a wealth of knowledge for sales professionals and leaders looking to elevate their game. By understanding and implementing the principles of the Inner Game of Selling, salespeople can create a more collaborative and successful sales experience for both themselves and their customers.