Why You’re Failing at Sales (and How I Fixed It)

Why Most People Never Succeed in Sales

Most people suck at sales because they approach it like amateurs.

They think selling is about convincing people to buy, but that’s the exact opposite of how real closers operate.

Sales isn’t about pushing a product, it’s about understanding the prospect’s problems so deeply that they ask you for the solution.

If you’re constantly getting objections, it’s because you lost the frame before the pitch even started. The real pros control the conversation from the start and guide prospects through an emotional transformation that makes buying inevitable.

I didn’t just learn this, I lived it.

I’ve built multiple eight-figure businesses, all powered by sales teams I personally trained. My guys close at a rate that would make most sales managers think we’re making up the numbers. And the reason is simple: we don’t follow the standard garbage sales tactics.

If you’re struggling to close, it’s not because you “just need more leads.” It’s because your entire approach is broken.

Here’s how I fixed mine.

The Two Things You Need to Master

There are only two things you need to get good at if you want to dominate sales:

• Mindset

• Skills

Most people ignore one or both, and that’s why they stay broke.

You can’t out-skill a weak mindset. If your life is a mess, if you’re distracted, if you’re mentally weak, your numbers will suck, period. And if you’ve got the right mindset but no real sales skills, you’ll just be a motivated loser who can’t close.

When I train my sales team, we focus on both. That’s why my guys don’t just “get by.” They crush it.

The Skillset You Need to Close Like a Killer

Most salespeople wing it.

They hop on calls hoping for the best, fumbling through conversations with no real structure. And that’s why they get crushed.

Real closers don’t guess. They follow a system.

The script I teach isn’t just a list of words, it’s a framework that locks prospects into a process so powerful they start closing themselves.

It works like this:

• Start with the vision – Before diving into pain points, get the prospect thinking about what they actually want. Most salespeople start with pain, but when you first get someone emotionally invested in their future, then pull them back to reality, the contrast is brutal.
  

• Snatch them out of the dream – Once they’re hyped about what’s possible, bring them crashing back to where they actually are. Show them the gap between their dream and reality. That’s where the pain becomes real.
  

• Find the roadblocks – Get them to admit why they haven’t fixed the problem yet. This is crucial. If they don’t verbalize their struggles, they won’t believe your solution is necessary.
  

• Show them proof – Instead of explaining what you do, show them how you’ve already solved this exact problem for someone like them. People don’t trust promises, they trust proof.

When you follow this system, selling doesn’t feel like selling. It feels like helping. And people want to buy from someone who genuinely helps them.

But none of this matters if you don’t put in the work.

How to Actually Get Good at Sales

You can have the best script in the world, but if you don’t put in the hours, you’ll still suck.

There’s no shortcut.

It takes at least 1,000 hours to get good at sales. If you’re practicing for one hour a day, that’s almost three years just to be decent.

That’s why most people never make real money in sales, they don’t put in the reps.

I tell my guys: treat sales like a sport.

Kobe Bryant didn’t shoot one free throw a day and expect to be great. He was in the gym before sunrise, putting up thousands of shots. If you want to close like a pro, you need to train like a pro.

Here’s how I did it:

• Total immersion – I didn’t just practice sales. I lived it. I had sales training playing in my ears all day, in the shower, at the gym, in the car. I wasn’t just learning, I was rewiring my brain.
  

• Brutal self-review – Every sales call was recorded and analyzed. I tracked my talk-to-listen ratio (hint: the prospect should be doing 80% of the talking). Every mistake was corrected. No excuses.
  

• Relentless execution – I wasn’t trying to get good, I was obsessed with it. I made more calls, took more notes, and ran more drills than anyone else. And it paid off.

Most people don’t fail at sales because they “aren’t natural closers.” They fail because they’re lazy.

You can either put in the hours or you can stay broke.

Your Mindset Is Killing Your Sales

Most people think sales is all about tactics…
But your mindset is the real reason you’re struggling.

I’ve trained sales teams that close millions of dollars every year, and the biggest difference between top closers and bottom feeders isn’t skill… it’s how they think.

• If you’re walking into calls desperate to close, they can feel it.

• If you’re trying to convince instead of letting them convince you, you already lost.

• If you’re playing small and doubting your worth, they’ll mirror that energy.

The way you see yourself determines how they see you.

You need to adopt the prize frame.

The Prize Frame: Stop Acting Like You Need Them

A weak salesperson begs people to buy.
A strong salesperson lets buyers prove they are the right fit.

Most salespeople think their job is to persuade… but my father, who built an 8-figure sales-driven business, taught me something different:

That’s the shift.

The second you sound like you need the sale, you lost.

You should be the one evaluating them.

They should be proving they qualify for what you offer.

When I sell, my energy is “You need me more than I need you.” Because I actually believe it.

And guess what? It works.

If your offer is solid and you know you can help, you should be confident.

But if you’re hesitant… if you sound unsure… if your tone says, “Please, buy from me”, they’re gone.

Emotions Close, Not Logic

Nobody buys because of logic.

People buy because of how they feel when they make the decision.

Think about it:

• You ever make a bad decision because you were emotional?

• You ever spend money on something you didn’t even need, just because it felt right?

That’s sales.

The best closers know this.

You don’t convince them with features and numbers.

You take them on a journey, Heaven → Hell → Redemption.

You paint the dream of what they want… then rip them back to reality and show them the pain of not taking action… then you position yourself as the path to escape that pain.

That’s why I structure my sales process the way I do.

1. Get them excited about their dream.

2. Make them realize how far they are from it.

3. Show them the way to actually get there.

Do that, and they’ll ask you to buy.

The System That Builds Sales Killers

You ever wonder why most sales teams suck?

It’s because they hire fast and fire faster.

They throw bodies at the problem instead of building assassins.

Cardone does it. Hermosi does it…

They churn through people, keeping only the top performers.

That works for them. But I wanted something different.

I didn’t want an army of average sales guys.

I wanted a Navy SEAL team of absolute killers.

So instead of hiring and firing nonstop, I built my sales team like a special forces unit:

• I only keep the best.

• I train them like crazy.

• I make sure every part of their life is dialed in.

We track everything, sleep, mood, workouts, diet, meditation.

Because sales isn’t just what happens on a call.

Your entire life affects your performance.

• If you’re stressed, it shows.

• If your energy is low, they can feel it.

• If your mindset is weak, you’ll hesitate, and that hesitation kills deals.

Look at my top guys:

• One is closing 80% of his calls.

• Another made $177K in a single month.

Want to Be a Closer? Fix Your Life

Sales isn’t just about what you say.

It’s about who you are when you say it.

If you’re struggling, don’t just look at your script, look at your life.

• Are you sleeping enough?

• Are you in shape?

• Are you meditating?

• Are you handling your stress?

Because if your mind is cluttered with problems, you can’t sell.

That’s why I make my guys do a Conflict & Projects List.

We sit down and write out:

• Every conflict messing with their head.

• Every unfinished project taking up mental space.

Then we Plan, Delegate, or F* It.**

If it’s important, we schedule a time to fix it.
If someone else can handle it, we pass it off.
If it’s useless, we stop thinking about it.

The result is a clear head. A strong mind. And a killer instinct on calls.

This is how you actually become elite at sales.

The BMM Takeaway

Most people think sales is about tactics, but the truth is, your entire life affects your ability to close.

If your mindset is weak, if your energy is off, if you’re desperate for the sale, they’ll feel it.

The best closers aren’t just skilled in sales…they’ve built the discipline, confidence, and control that make closing effortless.

Fix your life, fix your habits, and you’ll never struggle in sales again.