Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1
If you’d like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl
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Most sales reps freeze when a prospect says, “I don’t have any problems.”
But that sentence tells you more about their psychology than you think.
In this episode, I break down exactly what to do when you’re dealing with these “warrior” personality types — the A-type, goal-focused buyers who live in the future and can’t see the pain of the present.
You’ll learn how to use a Disarming Prime — a short, subtle language pattern that lowers resistance, bypasses their defense filter, and opens a genuine conversation about what’s really going on.
We’ll cover:
🎯 Why “no problem” buyers resist pain-based questions
🧠 How the “mismatch filter” works (and how to turn it off)
🗣️ The exact line to say that gets them to open up
⏸️ What a “boundary condition” sounds like — and why silence is your best friend
If you’ve ever felt like you were talking to a brick wall on a call, this one’s for you.
Listen, take notes, and start using this on your next discovery call.
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📘 Get the Neurolinguistic Questions Playbook → www.caleblesa.com/playbook-v1
🎧 Listen to Beyond The Close on Spotify → https://open.spotify.com/show/2ao7Mhzj58b8wFDW0X7snp
🍎 Listen on Apple Podcasts → https://podcasts.apple.com/us/podcast/beyond-the-close-by-caleb-lesa/id1841603334
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Human, ethical sales psychology. Real conversations. Better results.
