Become Sales Strong and Realize Peak Sales Performance
4.5 (17 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
113 students enrolled

Become Sales Strong and Realize Peak Sales Performance

Creating the Mindset of a Top Achiever for Outstanding Sales Success
4.5 (17 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
113 students enrolled
Created by Gregg Swanson
Last updated 11/2016
English [Auto-generated]
Current price: $69.99 Original price: $99.99 Discount: 30% off
5 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 3 hours on-demand video
  • 25 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Apply the 5 Step Success Process to your sales career as well as life.
  • Face every sales situation with confidence and clarity.
  • Identify the 5 major beliefs that hold most sales people back.
  • Create a vision and mission for your professional career.
  • Live every day Sales Strong!
  • Manage your day more effectively and efficiently.
  • Increase your sales results by at least 25%
  • Being familiar with a formal sales process or methodology is helpful, but not necessary.

Let’s face it, being an elite salesman or saleswoman is not for the weak minded or the faint hearted…

Of course, selling something that people actually want or need is vital, but if you lack the motivation, the fearless determination and most importantly, a strong mindset and belief system, then making sales will be a constant uphill battle. In the end, you’ll eventually lose out if proper action is not taken to change your mental parameters. 

The beautiful thing about being in sales is that if you’re deeply passionate about it, but lack the missing piece of the puzzle (which is an unbreakable mindset)…you can STILL win in the sales game. Not all is lost. There IS hope.

“When you can equip yourself with a laser-targeted and rock-solid mindset in sales, it will give you the competitive advantage that will not only make sales much easier for you…but it’ll also give you the opportunity to CRUSH your competition.”

In fact, we believe that a strong sales mindset is the secret key that not only fuels your own competitive advantage, but is also the key that unlocks true success in sales. We also believe that any intervention that claims to draw on psychology needs to be able to demonstrate an authentic evidence base.

In the excellent new course, Sales Strong, you’re about to discover what you need to not only take your sales mindset to an elite new level of success, but also your own personal confidence, to help you achieve great profitability in the sales arena.

To put it simply, this course has been created to make you mentally strong in sales and to help you naturally develop the proper mindset for lasting success.

The Sales Strong course is divided into 3 parts including:

Part One: The Fundamentals

Part Two: Mindset

Part Three: A Professional Development Plan

The majority of people who struggle in the sales field need help overcoming the ‘head and stomach’ problems that skills training won’t solve on its own. In fact, it’s ignored by the majority of sales trainers simply because they have no clue how to help salespeople to overcome this vital weakness.

These unsolved mental blocks can include…

  • The Fear of Rejection
  • The Inner Need For Approval
  • Call Reluctance
  • Low Money Tolerance
  • The Fear of Getting Emotionally Involved
  • Being Uncomfortable About Money Talk
  • Low Self-Esteem and Personal Confidence
  • Lacking Direction and Motivation
  • Not Being Goal Oriented
  • Lacking That Killer Sales Instinct
  • Making Excuses For Everything

Unleashing The Real Power of BELIEFS For Sales Mastery…

Ask any great saleswoman or salesman in history and they’ll all tell you that being told “NO” means you’re moving one critical step closer to a “YES”. In fact, when they look at the big picture of things, they understand that for every amount of X “No’s” they will receive X “Yes’s”. They keep a close score. They know their numbers like clockwork.

“Sales is like a sport in and of itself. There are sales ‘goals’, there’s a playing field of ‘competition’, and of course…there are ‘winners and losers’.”

Baseball legend Yogi Berra once said in his always-present comedic way: “90% of baseball is mental. The other half is physical.” Although his math was purposely skewed in the quote, Yogi was a smart man and he understood that the mental side of success in baseball was THE most important component.

You could be the greatest physical athlete baseball had ever seen, but without a rock-solid and winning mindset, you’d never succeed. The same holds true in the game of sales. Even if you know your product inside and out, blindfolded, and also practiced every sales presentation or studied only the best books on sales…if you still lack the right mental attitude and fortitude for success…you’ll still lose.

At the most fundamental level, the keys to your sales success are:

  • Key #1: Knowing Your Product and Market
  • Key #2: Having The Right Mental Attitude
  • Key #3: Having The Right Sales Beliefs

#1 is the easiest, #2 and #3 is where the majority of people in sales fail…and fail badly. This means great opportunity for you!

The power of belief and the right mental attitude is everything when it comes to sales…

The best salespeople on the planet treat every “NO” as fuel to drive them… The worst salespeople on the planet let every “NO” deflate and defeat them.

The power of belief is the difference between adequate and GREATNESS. It’s the great divider of success and failure. It may seem that some people are born with the right power of belief, but it’s simply not true. It’s a skill, and it’s one that is always learned and mastered.

This means you have the opportunity to instill the right power of belief and mental attitude to succeed in sales, no matter how “lacking” you may feel. This vital power of belief spills over into 4 essential cornerstones to help support your success in sales.

These 4 cornerstones are:

  • Cornerstone #1: Believing In Your Product or Service
  • Cornerstone #2: Believing In Your Sales Training
  • Cornerstone #3: Believing In Your Company
  • Cornerstone #4: Believing In YOURSELF

Believing in your product, your sales training and even your company can be very easy. But truly believing in your yourself, your abilities, your potential and more can be the most difficult and that’s what you’ll learn to master in the Sales Strong course.

“Believing in yourself is the most important cornerstone for success. It sets the stage for ALL success. Without it, failure is immanent. This holds true in life, in sports…and also in sales.”

Great salespeople don’t let circumstances dictate their emotions, their actions or even who they are. Their belief system is what moves them towards success. They look beyond a poor economy, cutthroat competition, difficult customers or even a slump in sales. They hold firmly on to their beliefs in their product, their training, their company…and most of all, themselves.

·   They also make the most difficult times a learning ground to grow and to become even better at what they do.

·   They create their own successful reality by shunning negative forces that may try to derail them on the tracks to success.

·   They understand that in sales, the power of belief is everything and they use it to their advantage in every action they take.

The Sales Strong course will teach you what it takes to not only fully believe in yourself, but it will help you properly build the RIGHT mental foundation to have success in sales.

Imagine reframing everything you see as a failure, as another step to success. Imagine being able to talk confidently about the product or service that you are selling, in such a way that people WANT to buy from you. Imagine being able to weather all the storms and negativity that will come your way, and come out the other side as a successful salesperson?

You’ll learn what it takes to become SALES STRONG once and for all. This is the course that holds the keys to your future sales success, and beyond.

Here’s what you’ll get in this complete course when you join today…

  • The 5 Step Success Process
  • Principles of Success
  • Sales Success Code
  • The 7 Step Sales Process
  • 8 Key Principles to be Sales Strong
  • Complete Professional Development Plan (over 80 pages)
  • Self-Hypnosis Audio to Improve Sales Performance
  • Much More!
Who this course is for:
  • Sales professional
  • Sales manager
  • Small, medium business owner
  • Solo service professional
Course content
Expand all 58 lectures 03:09:29
+ Introduction and Overview of Sales Strong
2 lectures 04:05

Personal introduction and overview of program by Gregg Swanson. Gregg talk's about how the program is going to work.

Preview 00:22

This is the overview of the Sales Strong program.  It covers the curriculum and expectations.

Complete Overview of Program
+ About Gregg Swansn
2 lectures 03:52

Learn about Gregg Swanson as a sales professional and peak performance coach. 

Preview 00:42

More information about Gregg Swanson and why should you listen to him?

About Gregg Swanson Details
+ Study Tips
2 lectures 06:00

Introduction to the study tips section and what to expect. 

Intro to Study Tips

It is essential that you:

1. Study this course with a purpose.

2. Continually search the course for ways to achieve your goals and solve your challenges and problems.

3. Stay focused on your purpose as you study.

4. Determine what you want to learn before you begin.

5. Commit yourself to Recognizing, Relating, Assimilating and Applying the principles, techniques and ideas that this course provides.

6. Study with a pen in your hand or an open document, ready to record any flash of inspiration or answers to problems

When starting each new lesson, I recommend that you read/watch it through from start to finish, stopping only to mark what you feel is important-what you would like to memorize, or to put a question mark next to statements you don't quite understand.

Study Tips
+ Part 1 - The Foundation
7 lectures 28:32

Introduction to Part 1 "The Foundation" and the 5 Step Success Process

Part 1 Introduction

Learn the details of 5 Step Success Process.

The 5 steps for success process consolidate what has been covered in creating a well formed outcome. This formula is not just for sales and can be applied to all areas of your life.  Remember: it’s much easier to hit a target that is clearly defined and visible.

1. Know Your Outcome
2. Take Action
3. Have Sensory Acuity
4. Have Behavioral Flexibility
5. Operate from a State of physiology Excellence

Preview 04:01

Introduction to the Principles of Success.  These principles apply to business, life and your career.

Principles of Success Introduction

The Principles of Success details. 

When it comes to living up to our human potential and being able to reach peak performance we need certain principles to live by.  
In my studies, experiences and with the help of my mentors, I have identified 10 essential mental strength principles that will assist you in creating the life you desire.  
Here are the 10 Mental Strength Principle to Live By.

1. Cause vs. Effect
2. Results vs. Excuses
3. Perception is Projection
4. Responsibility for Results
5. Turn Excuses into Reasons
6. The Mind and Body are Connected
7. If You Want to Learn...Act
8. The response you get is the Meaning of Your Communication
9. Adapt Behavioral Flexibility
10. Act as If

Principles of Success

Introduction to the Success Sales Code.

The Success Sales Code

Details of the Success Sales Code. 

These are things that every top salesperson does on a regular basis.

1. Play to win-win.
2. Live by goals.
3. Take action.
4. Think buying first, selling second.
5. Be a fluent expert.
6. Create new sales conversations every day.
7. Lead masterful sales conversations.
8. Set the agenda; be a change agent.
9. Be brave.
10. Assess yourself
11. Have behavioral flexibility.

Preview 07:18

The Basic 5 Step Sales Process.  

If you don't currently have sales process you are following, this is a good one.

The 5 Step Sales Process

1. Establish Rapport

2. Ask Questions

  • Questions #1 – What Do You Want?
  • Question #2 - What’s Important to You About…?
  • Question #3: Why Is That Important?
  • Question #4 – How Will You Know if You’ve Made the Right Decision?
  • Question #5 – Why Did You Choose to Look for (product/service) Now?

2. Find a Need or Value

3. Link the Need or Value to Your Product or Service
4. Close

5. Objections

The 5 Step Sales Process - Basics
+ Part 2 - The Sales Strong Mindset
28 lectures 01:29:13

Introduction to Part 2 - The Sales Strong Mindset.

This is an overview of the 5 major limiting beliefs that may be holding you back from sales success.

You will discover the extreme degree in which drive your behavior. You'll understand why changing them is so important. To do this, you need to uncover and process the faulty thinking behind them––releasing negative self-talk and replacing it with new beliefs that support your well-being.

Major Limiting Sales Strong Factors:

  1. Need for approval
  2. Tendency to become emotionally involved
  3. Self-limiting beliefs
  4. Non-supportive purchasing criteria 
  5. Money/price issues
Introduction to limiting beliefs

Need For Approval

Origins of Need for Approval

  • Low self-esteem
  • Dependent personality
  • Insufficient sense of self, versus "will of group"
  • Insufficient and limited sense of freedom to be themselves
  • Other

Your sense of self and beliefs must evolve so you can start behaving differently in sales situations.

Need for Approval - The Origins

How It Shows Up

  • Avoid Confrontation
  • Problems with Questions
  • Call Reluctance 
  • Deferential Statements and Actions
  • Inappropriate Follow Up
  • Unconscious Limiting Beliefs
Need for Approval - How it Shows Up

Strategies for Improving Your Need for Approval
Here are 10 strategies you can use to address your need for approval and make your sales conversations more effective:

  • Recognize it and face your fear.
  •  Maintain a peer dynamic.
  • What does it mean to have good balance in tone?
  • What would you do if you weren’t afraid?
  • Let your curiosity drive you. Ask why.
  • Share a point of view.
  • Have a game plan
  • Practice how you will push back on put-offs.
  • Ask for “no.”
  • Keep a journal.
Need for Approval - Strategies for Improvement and Assignments

The next limiting belief is becoming too emotionally Involved.  

We'll first take a look at the origins. 

Origins of Tendency to React Emotionally

  • Lack of confidence – causing feelings of nervousness and anxiousness 
  • Lack of preparation - causing feelings of nervousness and anxiousness
  • Lack of skill to deal with curveballs - causing feelings of nervousness and anxiousness
  • Psychological factors
Emotionally Involved - The Origins

How It Shows Up

Tendency to react emotionally can show up in selling in several ways including:

  • Fumble Important Situations
  • Waste Time Following Rejection or Success
  • Say Things You Shouldn't
  • Do Things You Shouldn't
Emotionally Involved - How it Shows Up

Strategies for Improving

Here are some strategies for overcoming your tendency to react emotionally:

  • Recognize it. 
  • Stop and think. 
  • Plan and anticipate. 
  • Don’t worry. 
  • Use active listening. 
  • Focus on your selling knowledge and skills.
Emotionally Involved -Strategies for Improvement

How You Know If You're Improving

You'll Know You’re Improving When You:

  • Recognize the emotions.
  • Don't let emotions get into the way.
  • Can say, "I use to react like [X] but this time I didn't"
  • Find yourself in fewer emotionally-charged situation where you say things you later wish you hadn’t.
  • Aren't wrapped up in your own thoughts during sales conversations.
  • Find yourself actively listening, not missing important parts of the conversation.
Emotionally Involved - How You Know You're Improving

Self-Limiting Beliefs

Negative thoughts such as "I don't like prospecting" or "It's OK not to close" are self-limiting beliefs that sabotage a successful sales process.

The majority of sales professionals have self-limiting beliefs.  Overcome yours with coaching and you’ll be 33% more effective.

An example of how self-limiting beliefs.

Limiting beliefs:

  • All prospects are honest.
  • Prospects how think it over will buy from me.
  • It’s not OK for me to challenge my prospects.
Self-Limiting Beliefs - The Origins

How they show up:

  • You'll accept what the prospect says at face value.
  • You'll take actions that reflect your belief.
  • You'll waste your time chasing someone who is not really a good prospect.
Self-Limiting Beliefs - How They Show Up

Now we'll look at some examples of self-limiting beliefs. 

Self-Limiting Beliefs - Examples

Improving self-limiting beliefs.

Your self-limiting beliefs and bad outcomes

"Prospects who think over will eventually buy from me.”

Bad outcomes:

  • Time may derail the sale.
  • Another provides may swoop in.
  • Cost may become an issue.
  • More assertive salesperson may convince the buyer.

Desired outcome:

  • Better articulate value.
  • Overcome hidden objections.
  • Find out if they’re really interested.
Self-Limiting Beliefs - Strategies for Improvement and Field Work

When a salesperson's process for making a major purchase does not support the selling process, we say he has a non-supportive buying cycle.

64% of people have a non-supportive buying cycle. Overcome it with coaching, and you'll be 50% more effective.

How Do You Know You Have It?

  • Speed of purchasing decisions
  • Care given to exploring alternatives
  • Frequency and intensity of price pushback

How you buy is inherently neither good nor bad - but how you buy is going to affect the way you sell.

Non Supportive Buying Criteria – How You Know You Have It

Non-supportive Buying Cycle Manifests by:

When you have a non-supportive buy cycle it can show up in your selling behaviors in the following ways:

  • Accepting put offs and stalls – Because you’re likely to stall and use put offs yourself, you’re more likely to accept such actions from buyers without questioning them.

  • Discounting – You’ll tend to be more prone to discounting, because you’re more apt to ask for discounts yourself or believe that discounting is part of the sale.

  • “Agreeing” with buyers – By being too empathetic with the buyer, whether it’s over cost, competitors, or other issues, you’re actually encouraging the buyer’s behaviors to the detriment of moving the sales process ahead.
Non Supportive Buying Criteria – How It Shows Up

Strategies for Improving

Here are some strategies for overcoming your non-supportive buy cycle:

• Always get to a next step – Always think about your next step no matter what you hear for push backs.
• Understand your buy cycle – Understand your buy cycle, buyer responses you’re vulnerable to, and the selling challenges they create for you.
• Change your buy cycle – Try buying in a different way. This will allow you to sell in a different way and take actions that will help you move the sale forward.
• More inside the lesson

Non Supportive Buying Criteria – Strategies for Improvement and Field Work

Money/Price Issues
Money weakness refers to discomfort talking about money. This can be a discomfort talking about money in general or a discomfort talking about money over certain amounts.

Money Ceiling: comfortable having a financial conversation up to a certain dollar amount, but amounts beyond are out of your comfort zone.

54% of people have a money weakness.  Overcome it with coaching, and you'll gain 27% more effective.

Money and Price Issues - How It Shows Up

Strategies for Improving

  • Talk about money/investments/savings – Introduce money conversations into your daily life and boost your comfort with the topic.
  • Be prepared – Identify the financial issues or topics you need to cover in a sales conversation. Do your research in advance so you’re prepared with specifics.
  • Improve your understanding of money and finance – Identify the knowledge areas where you may be weak and then go ahead and develop your knowledge in those areas.
  • Understand how qualification works – In addition to confirming the prospect can allocate the funds, you must also confirm they have the authority, interest, need, and timing (or purchase intent) in order to be a qualified buyer.
  • More inside the lesson
Money and Price Issues - Strategies for Improvement

You'll Know You're Improving.

Results You'll Being to See

  • Find yourself talking about money
  • Sound confident when you talk money
  • Are pursuing larger opportunities and accounts
  • Waste less time because you're qualifying better.
Money and Price Issues - Making Progress and Field Work

This is the introduction the Sales Strong principles and what's to follow.

Sales Strong Introduction

Sales Strong – Depicted by uncompromising fortitude, resilient and results oriented. Ruthlessly prepared, objective and service minded.

The 8 Principles of Sales Strong

  1. Nothing Interrupts the Money Hours
  2. Start Early and Go Long
  3. Calls First, Paperwork Last
  4. Open Strong
  5. Know Everyone (Network More)
  6. Close Comfortably and Confidently
  7. Solve Problems (Don’t Share Them)
  8. Evaluate Your Personal Sales Value
More on Sales Strong Principles

Let's begin and take a look at Sales Strong Principle #1 - Nothing Interrupts the Money Hours

Sales Strong Principle #1

Let's take a look at Sales Strong Principle #2 - Start Early and Go Long

Sales Strong Principle #2

Now let's look at Sales Strong Principle #3 - Calls First, Paperwork Last

Sales Strong Principle #3

A look at Sales Strong Principle #4 - Open Strong

Sales Strong Principle #4

Let's look at Sales Strong Principle #5 - Know Everyone (Network More)

Sales Strong Principle #5

Almost finished!  Let's look at Sales Strong Principle #6 - Close Comfortably and Confidently

Sales Strong Principle #6

In the home stretch.  Let's look at Sales Strong Principle #7 - Solve Problems (Don’t Share Them)

Sales Strong Principle #7

Let's wrap up with Sales Strong Principle #8 - Evaluate Your Personal Sales Value...and some field work. 

Sales Strong Principle #8 and Field Work.
+ Part 3 - Professional Development
16 lectures 56:02

Introduction to the Professional Development Plan and why it's SO important to your sales career and success.

Professional Development Plan Introduction

We're going to review the mindset principles that lead to a successful Professional Development Plan.

In order to be successful in sales and stay successful you must develop a mindset for success.  When it comes to living up to our human potential and being able to reach peak performance we need certain principles to live by.

In my studies, experiences and with the help of my mentors, I have identified 10 essential mental strength principles that will assist you in creating the life you desire.

Here are the 10 Mental Strength Principle to live by

1. Cause vs. Effect
2. Results vs. Excuses
3. Perception is Projection
4. Responsibility for Results
5. Turn Excuses into Reasons
6. The Mind and Body are Connected
7. If You Want to Learn...Act
8. The response you get is the Meaning of Your Communication
9. Adapt Behavioral Flexibility
10. Act as If

Professional Development Plan and Mindset

We're going to begin with examining the Seven Factors for Life and Career Satisfaction.  They are:

  1. Your Vision  
  2. Your Mission
  3. Values
  4. Beliefs
  5. Capabilities
  6. Behavior
  7. Environment
Professional Development Plan and Life Satisfaction

Identify Your Vision

A personal vision statement is a picture of your true self in the future. An effective personal vision includes all the important elements of your life and career, it is who you want to be, what you want to do, how you want to feel, what you want to own, and who you want to associate with. Although your personal vision helps you to see into the future, it must be grounded in the present. It is a statement of who you are, and who you are becoming. It is framework for the process of creating your life.

Professional Development Plan - Your Vision

Your Mission

To help identify the parts of you that may need attention complete the below SWOT analysis in regards to vision statement above.

Professional Development Plan - Your Mission


Values are what give us direction in life.  They provide internal guidance as to what’s important to us.  Often with a sales career we can get over enthusiastic about making the next sale and putting in longer and longer hours.

When we can identify our core values we’ll be able to create a harmonious life.  One that blends work with personal life.

Professional Development Plan - Values


We’ve already covered beliefs in a previous section.

Take time now to jot down your findings concerning the 5 major limiting sales beliefs.  In addition, think about any other beliefs you that may be supporting you or holding you back in your sales.

Professional Development Plan - Beliefs


Capabilities are the skills and talents you possess.  These can include knowing a specific sales process like RAIN, SPIN, Challenger.  They can also include the “natural” abilities like being a people person.

There are a few sales strong specific capabilities that will make a tremendous difference in your sales career.   They are:

  • Goal Setting
  • Self-talk
  • Energy management
  • Mental rehearsal
Professional Development Plan - Capabilities


Behaviors are those routines and habits that we perform, often unconsciously. To become a high achiever in sales you need to be aware of your behaviors and determine if they are supporting your vision and mission, or distracting you from them.

To help you determine if your behaviors are in line with your vision and mission below are 12 habits of high achievers.

Professional Development Plan - Behaviors

Mental Habits

Let's look at the 4 mental habits of top achievers. 

  • Mental Habit #1. Sensory Goal and Vision 
  • Mental Habit #2. Disciplined Mental Application
  • Mental Habit #3. Search for Knowledge
  • Mental Habit #4. Creativity
Professional Development Plan - Mental Habits

Emotional Habits

Here we'll look at the 6 emotional habits of top achievers. 

  • Emotional Habit #1. Confronting and Conquering Fears
  • Emotional Habit #2. Inner-Directedness
  • Emotional Habit #3. Capacity to Develop Warm & Lasting Relationships
  • Emotional Habit #4. Time Competency
  • Emotional Habit #5. Constructive Criticism
  • Emotional Habit #6. Power
Professional Development Plan - Emotional Habits

Physical Habits

Now let's look at the 5 physical habits of top achievers. 

  • Physical Habit #1. Control Physical Stress
  • Physical Habit #2. Resistance to Illness and Disease
  • Physical Habit #3. Nutritional
  • Physical Habit #4. Physical Exercise
  • Physical Habit #5. Energy Rejuvenation
Professional Development Plan - Physical Habits

Financial Habits

In this lecture we'll look at the 4 financial habits of top achievers. 

  • Financial Habit #1. Dollar Sense
  • Financial Habit #2. Financial Control
  • Financial Habit #3. Career Security
  • Financial Habit #4. Law of Compensation
Professional Development Plan - Financial Habits

Spiritual Habits

We'll wrap up behaviors by looking at the 2 spiritual habits of top achievers.

  • Spiritual Habit #1. Spiritual Focus
  • Spiritual Habit #2. Sense of Higher Self
Professional Development Plan - Sprititual Habits


We'll finish the 7 factors for life satisfaction by looking at the environment.


Your environment includes people, places and things that will support your mission and vision.

Your environment also includes your:

  • Car
  • Home office
  • Home
  • Office
  • People
  • Things
Professional Development Plan - Environment


Many people believe they could improve their lives if only they had more of that mysterious thing called willpower. With more self-control we would all eat right, exercise regularly, avoid drugs and alcohol, save for retirement, stop procrastinating, and achieve all sorts of noble goals.

+ Bonus
1 lecture 01:45

Bonuses and Resources 

This section includes information on

  • The 6 Step Sales Process - Details
  • Time Management Tips
  • 6 Keys to Influence
  • 2 Self-hypnosis audio's
Bonus and Resources