Mastering the Art of Sales Calls: A Personal Journey

Have you ever wondered what goes through the mind of a seasoned sales professional before they make a call? What are the secrets that make them so successful? Today, I’m sharing the personal strategy that has helped me hit my sales goals again and again. It’s a blend of mindset, technique, and just a touch of boldness.

These are the three things I tell myself before every single sales call or presentation. They've helped me crush fear, step into authority, and consistently close high-quality deals. Let’s break them down.

You Are the Expert Here

Before picking up the phone or standing on stage, I remind myself: I’m the expert. The person I’m about to talk to likely doesn’t know more than me about what I do. That simple truth flips fear into confidence.

Embrace Your Expertise

Earlier this year, I was invited to speak at the Linkedify event in Oslo. I shared the stage with powerhouses like Richard van der Blom. Intimidating? A little. But I remembered—my slot was about LinkedIn conversions. That’s my zone. I’ve earned the right to speak on it.

Embracing your expertise isn’t arrogance—it’s clarity. It’s acknowledging the sweat equity, time, and experience you’ve put into mastering your craft.

Overcoming the Fear of Judgment

One of the most nerve-wracking moments of my career? Speaking to a crowd of 3,000 people. But again, I told myself: I’m the expert in this room on this topic. That mindset shut down fear and let me focus on delivering value.

When you own your expertise, you hold the room—whether it’s a boardroom or a Zoom call.

You Don’t Need This

The second reminder is powerful: I don’t need this deal. Unless I can’t pay the bills tomorrow, I already have “enough.” That mindset instantly flips the power dynamic.

The Power of Choice

When you don’t need the sale, you get to choose. If a prospect is playing games, showing red flags, or clearly not a good fit, you can walk away.

The ability to say no is underrated—and wildly freeing. It raises your standards and clears space for the right opportunities.

The Art of Letting Go

Declining a deal that doesn’t feel right isn’t failure—it’s strategy. It takes strength to walk away, but the payoff is worth it: clients who respect you, align with your values, and fuel your growth.

Don’t let desperation dilute your power. Not every yes is worth your time.

Go Big

The third thing I tell myself? Go big. Big energy. Big ambition. Big belief in the transformation I can offer. That mindset sets a tone that people can feel.

The Power of Positive Energy

Energy leads. If you show up radiating positivity and confidence, the prospect is more likely to trust you, follow your lead, and—yes—buy.

That high energy turns a standard pitch into an exciting conversation. And when people feel good, they’re more likely to take action. Often, bigger action than you expected.

Embrace Your Ambition

Going big also means dreaming bigger for your clients—and for yourself. Pitch the full value. Share the bold vision. Don’t shrink your offer out of fear.

When you step into your ambition, you invite others to step into theirs too. And that’s when the real magic happens.

Conclusion

Mastering sales calls isn’t about scripts or slick tactics—it’s about mindset. When you enter every call reminding yourself that:

• You’re the expert
• You don’t need the deal
• You’re here to go big

…you step into control, confidence, and clarity. And from that space, anything is possible.

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