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Checkout the details here
What if your ads paid for themselves and brought you premium clients?
In this episode, Caleb breaks down the exact system that took his list from 220 to over 2,800 qualified buyers — a 1,173% increase — without chasing trends or posting daily on social media.
You’ll learn how one small digital product, the Neurolinguistic Questions Playbook, sold more than 1,800 copies, generated nearly $96k AUD, and now fuels a predictable stream of high-intent leads every single day.
Caleb walks through the full playbook:
How to build your first self-liquidating offer in days using AI tools
The three phases of a self-funded system (build, optimize, ascend)
Why buyers of $17 products often become $5k+ clients
And how to create lead flow that isn’t tied to algorithms or burnout
If you’re ready to grow your audience profitably and stop relying on social media for sales, this episode is a must-listen.
🎥 Apply to Work With Me → https://caleblesa.com/playbook-vsl
📘 Grab Our Neuro-Linguistic Questions Playbook here → https://caleblesa.com/playbook-v1
Most sales trainers still preach the same thing: talk more, handle objections harder, and push until they buy.
In this episode, Caleb reviews a real sales call from one of the industry “legends” — and what he uncovers will make you rethink everything you’ve been told about selling.
You’ll hear:
Why 35-minute objection battles kill trust (and create uncommitted clients)
The myth of the “gift of the gab” and what actually builds influence
How emotional manipulation hides inside “service-based” sales
The psychology behind consultative selling that feels natural
A better way to close — one that ends with a thank you, not pressure
If you’ve ever thought, “I’m not a born closer,” this episode will show you why that’s your superpower.
Listen in, and learn how to sell without selling your soul.
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
–––
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.
–––
📘 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
–––
Human, ethical sales psychology. Real conversations. Better results.
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
–––
I broke down Jeremy Miner’s live objection handling call. Not to critique, to learn. To pause the tape, listen for the micro-moves, and show you how to use them on your next call.
What you’ll hear inside:
• Ice-breaker that lowers resistance
• Softening primes that make tough questions land
• Stress testing the surface objection so the real issue shows up
• A clean contrast frame, 6–7k now vs 25k goal, then doing the math together
• Opportunity cost reframing, selling the hole, not the shovel
• Mirroring and gentle checks that activate real emotion
• Third-party gate, “clients in your position,” so belief rises without overpromising
• Ownership and identity, “whose responsibility is it,” so the buyer chooses change
• Prospect self-selling, getting them to say the plan out loud
You’ll also see where my style differs. I respect partner decisions and keep the accountability with the buyer. Same outcome, less friction. Keep what fits your values, leave what doesn’t.
Drop a comment with the one line you’re going to try this week. I read every note.
Listen, take notes, then run it on your next call.
–––
📘 Neurolinguistic Questions Playbook → www.caleblesa.com/playbook-v1
🎧 My podcast, Beyond The Close (for deeper breakdowns) →
Spotify: https://open.spotify.com/show/2ao7Mhzj58b8wFDW0X7snp
Apple: https://podcasts.apple.com/us/podcast/beyond-the-close-by-caleb-lesa/id1841603334
–––
Human, ethical sales psychology. Real conversations. Better results.
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
Most salespeople think their income problem is strategic.
But often, it’s psychological.
In this episode, Caleb unpacks how the beliefs you grew up with around money quietly script your sales behaviour — how you price, spend, save, and even self-sabotage when things start working.
From an $8 “treat night” in a cold New Zealand valley to buying a Mercedes he couldn’t afford, Caleb shares how early memories form hidden financial thermostats that cap what we can hold, not just what we can earn.
You’ll learn:
How to uncover your money story and spot the patterns driving your sales habits
The four levels of money every entrepreneur must master to expand their income ceiling
Why nervous system safety matters more than any new tactic when it comes to wealth
If you’ve ever made more money — only to feel it slip away — this conversation will hit home.
In this episode, Caleb opens up about a side of sales he’s rarely shared — the manifestation side.
He takes you through his personal journey from being the hyper-logical, strategy-driven sales coach who thought manifestation was “woo-woo nonsense,” to realizing that the biggest growth in his business came when he allowed things to be easy.
You’ll hear:
The story of how one belief shift tripled his income in 30 days
The core manifestation practices that actually work when grounded in action
The hidden link between effort, worthiness, and how we block money flow
How focusing only on “strategy” can disconnect you from momentum
What it looks like to combine structure and flow — logic and energy — in business
Why many sales pros secretly fear ease (and how to reframe it)
Real stories of “coincidences” that challenge logical explanation
This isn’t about dancing in the forest or pretending success into existence. It’s about exploring how belief, emotion, and intention shape your results — and what happens when you stop resisting that truth.
🎧 Tune in to this episode of Beyond The Close and see what might shift if you allowed sales (and success) to be a little easier.
Show Notes Links (always included)
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
🎙️ Episode Title: Moving Away vs Moving Toward Motivators🧠 Overview
In this episode of Beyond the Close, Caleb Lesa breaks down one of the most powerful psychological patterns driving all human decision-making — the difference between “moving away” and “moving toward” motivators.
Understanding which one your prospect operates from can completely change how you communicate, connect, and close.
The Two Core Motivation Types
Moving Away: Motivated by avoiding pain, failure, fear, or discomfort.
Moving Toward: Motivated by achieving success, love, freedom, or desired outcomes.
Why Most Salespeople Miss This
When you motivate the wrong way (e.g., use “toward” language with an “away” prospect), it feels like speaking another language — and the sale falls flat.
The Psychology Behind It
These motivation styles form in childhood — shaped by experiences that taught us what to avoid or what to seek.
They are called meta patterns — deep, universal mental frameworks hardwired into how people make decisions.
How to Identify Each Motivator
Moving Away Prospects: Use language like “I don’t want…” or “I’m sick of…” or “I just need to stop…”
Moving Toward Prospects: Speak in terms of goals — “I want to achieve…” or “I’d love to get to…”
How to Sell to Moving Away Buyers
Don’t stop at surface-level statements like “I don’t want to lose sales.”
Drill deeper: “What happens if you do?” → Uncover the emotional pain beneath the surface (fear of failure, rejection, etc.).
How to Sell to Moving Toward Buyers
Use defining terms: when a prospect says, “I want to make more sales,” ask, “What do you mean by more?”
Clarity creates commitment. Define vague desires into measurable, emotional goals.
Why This Skill Doubles Your Close Rate
Mastering motivational language can boost conversion from 30% to 50–60% — because you’re finally speaking to the real reason your prospect buys.
“There are so many sales hidden in this skill — knowing how to elicit what people are actually moving away from or moving toward is the difference between a good rep and a great one.”
By understanding whether someone is moving away from pain or toward pleasure, you gain access to the real emotional drivers behind their decisions.
This is how you create instant rapport, handle objections effortlessly, and make sales feel natural — not forced.
🔑 What You’ll Learn🧩 Key Quote❤️ Final Thoughts
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
Why do some salespeople feel instantly trustworthy and authentic, while others make you want to run a mile? The answer often comes down to congruence — the alignment between what we say, what we do, and who we are when no one’s watching.
In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down how incongruence quietly sabotages sales results, why prospects subconsciously pick up on it, and how simple daily choices can give you an unfair advantage in business.
WHAT YOU’LL LEARN IN THIS EPISODE
What congruence really is and why it’s more than just being “genuine”
Why incongruence kills trust and how prospects sense it
How micro-moments like ghosting or breaking promises add up
The idea of the “congruence bank” that builds or depletes trust
A real-world example of a leadership coach who lost integrity over a $27 product
Why congruence creates the powerful “oak tree” effect in sales
WHY THIS EPISODE MATTERS
Sales is ultimately about people and relationships. Scripts and strategies matter, but if they’re layered on top of incongruence, prospects won’t trust you. They may not even know why — but they’ll feel it.
By building congruence — keeping promises, treating people well, honoring commitments, and aligning actions with words — you create a sales edge that can’t be faked. In today’s market, congruence is your differentiator.
WHO THIS EPISODE IS FOR
Sales professionals looking for an authentic edge in closing
Coaches and consultants tired of being ghosted or attracting uncommitted clients
Business owners who want to build deeper trust with prospects
Anyone in sales training who values psychology, behavior, and human connection over gimmicks
Sales congruence, sales training, sales coaching, selling with authenticity, how to sell, buyer psychology, permission-based selling, building trust in sales, human behavior in sales
RESOURCES & LINKS
📘 Playbook: www.caleblesa.com/playbook-v1
▶️ Quick video: https://caleblesa.com/playbook-vsl
📘 Grab Your Copy of the Playbook: www.caleblesa.com/playbook-v1
▶️ Watch the quick video: https://caleblesa.com/playbook-vsl
Your prospects don’t want to be “handled.” In fact, handling objections at the end of the call is one of the least effective — and least persuasive — ways to sell.
By the time someone says “I need to think about it” or “I’m not sure,” their mind is already made up. So why do so many sales trainers still teach objection battles as the default strategy?
In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down why objection handling fails, the deeper psychology behind empowered buying decisions, and how to move away from the outdated guru model that creates followers, not leaders.
Why objection handling is broken: Why it feels “gross” and doesn’t create lasting client success.
The leadership model: How to guide prospects into empowered decisions instead of convincing them.
Guarantees and their hidden downside: Why they create dependency, not responsibility.
The Socratic method in sales: Asking questions that help prospects find their own resources.
Followers vs. leaders: The difference between clients who externalize responsibility and those who step into ownership.
The long-term payoff: Why leader clients achieve more, refer more, and reduce refund risk.
Sales training often glorifies objection battles and “alpha” moments where the closer wins against the prospect. But the truth is, these tactics erode trust, increase refunds, and create clients who never take full responsibility for their results.
By shifting from a convincing model to a leadership model, you create empowered buyers who trust themselves, make informed decisions, and value transformation over guarantees.
These clients stick longer, get better results, and fuel your business with referrals.
Sales professionals tired of pressure tactics and objection battles.
Coaches & consultants who want long-term, high-quality clients.
Business owners looking to reduce refunds and disputes while raising client success rates.
Anyone seeking sales coaching that blends psychology, human behavior, and ethical selling.
Sales objections, sales training, how to sell, objection handling, sales coaching, buyer psychology, permission-based selling, creating leader clients, sales philosophy, empowered buyers.
📘 Grab Your Copy of the Playbook: www.caleblesa.com/playbook-v1▶️ Watch the quick video: https://caleblesa.com/playbook-vslEpisode 3: Why My Client Hit $27K in Commission — Let’s Debrief
How does a salesperson go from $10,000 in monthly commission to $27,000 — not once, but twice? In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down the counterintuitive breakthroughs behind one of his 1:1 coaching client’s record month.
This isn’t just another “sales tips” conversation. You’ll hear about the hidden psychology of performance — the upper limits, subconscious fears, and secondary gains that quietly hold people back — and how overcoming them can create explosive results.
Why skillset isn’t enough: Information is everywhere, so why aren’t people executing?
Secondary gains explained: The hidden “payoffs” people get from staying stuck.
The River of Uncertainty: Why success always requires facing uncomfortable emotions.
Money vs. Meaning conflict: How one client’s internal tug-of-war between purpose and financial success limited his growth.
The concept of Upper Limits: Self-imposed glass ceilings that sabotage performance.
Real-world example: How Caleb himself unknowingly capped his earnings when moving from NZ to Australia.
Practical takeaway: Questions to ask yourself when you feel “blocked” or stagnant in your business or sales results.
The biggest breakthroughs don’t always come from scripts, word tracks, or strategies. More often, they come from uncovering the subconscious conflicts that keep you from fully executing what you already know.
By understanding concepts like secondary gains, the river of uncertainty, and upper limits, you can identify the hidden resistance holding you back — and finally give yourself permission to break through.
This is what separates standard sales coaching from true sales transformation: the blend of psychology, human behavior, and practical selling strategy that gets real results.
High-ticket salespeople who know they have more potential but can’t break through.
Coaches & consultants who feel stuck at a revenue ceiling.
Business owners who want to understand the behavioral patterns holding back growth.
Sales professionals who want more than scripts — who want lasting skills and inner confidence.
Sales training, sales coaching, how to sell, high-ticket sales, commission growth, objection handling, buyer psychology, subconscious performance blocks, sales strategies, human behavior in selling.
📘 Grab Your Copy of the Playbook: www.caleblesa.com/playbook-v1
▶️ Watch the quick video: https://caleblesa.com/playbook-vsl
👉 Resources Mentioned in This Episode:
Get the Neuro-Linguistic Questions Playbook: https://caleblesa.com/playbook-v1
Watch the free training & apply for coaching: https://caleblesa.com/playbook-vsl
Why do some prospects buy instantly, while others hesitate, ghost, or pile on objections? In this episode of Beyond the Close, sales trainer Caleb Lesa reveals the hidden psychology behind every buying decision — and why most sales training gets it wrong.
Instead of scripts, pressure tactics, or clever one-liners, Caleb introduces the principle of Cognitive Dissonance — the tension between a buyer’s current reality and their expected reality.
This tension is the invisible mechanism that creates the “yes” moment in sales. When you know how to identify and build it, you stop guessing and start closing with consistency.
🔑 What You’ll Learn in This Episode:
The real reason people buy (and why it’s not about price).
The Cognitive Dissonance Quadrant — mapping emotional + logical pain against emotional + logical expectations.
Why emotion creates urgency and logic creates certainty (and why both are essential to avoid buyer’s remorse).
How to gain instant trust by languaging a prospect’s problem better than they can.
Why most objections are actually missing pieces of dissonance.
How this principle applies to both B2C and B2B sales.
💡 Why it matters:
If you don’t understand what makes people buy, you’ll always feel like sales is random — leading to frustration, avoidance, and low confidence. But once you grasp this principle, selling becomes predictable, ethical, and empowering.
📌 Key Quotes from Caleb:
“Objections aren’t real — they’re just fear in disguise.”
“Emotion creates urgency. Logic creates certainty. You need both to close.”
“Trust is built when you can language a buyer’s problem better than they can.”
👉 Resources Mentioned in This Episode:
Get the Neuro-Linguistic Questions Playbook: https://caleblesa.com/playbook
Watch the free training & apply for coaching: https://caleblesa.com/playbook-vsl
🎧 If you’ve ever searched for sales training, how to sell, objection handling, sales psychology, high-ticket sales, or permission-based selling — this episode will give you the missing piece.
Like, share, and subscribe if you’re ready to go Beyond the Close.
🔑 Topics & Keywords Covered:
Sales training that goes beyond scripts
How to sell premium coaching and consulting offers
Selling with psychology instead of pressure
Cognitive dissonance in sales explained
Objection handling vs. objection prevention
High-ticket sales strategies
Sales confidence and permission-based selling
Understanding buyer psychology
📌 Key Quotes from This Episode:
“Objections aren’t real — they’re just fear in disguise.”
“Emotion creates urgency. Logic creates certainty. You need both to close.”
“Trust is built when you can language a buyer’s problem better than they can.”
“Sales isn’t about pushing — it’s about guiding someone into their own decision.”
🎧 If you’re ready to learn what truly makes people buy — and how to use this knowledge to close more sales without being pushy — tune into Episode 2 of Beyond the Close.
And if you find this valuable, don’t forget to:
Leave a review (it helps us reach more people who need this).
Share this episode with a friend who wants to master sales.
Subscribe so you never miss future episodes on sales psychology, objection elimination, and permission-based selling.
👉 This episode is a must-listen if you’ve ever searched for: sales training, how to sell, sales psychology, objection handling, high-ticket sales, sales coaching, buyer behavior, permission-based selling, or how to close more clients.
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
Welcome to the very first episode of Beyond the Close. In this opening conversation, we explore one of the most important topics in sales training today: sales disruption.
The way people buy has changed dramatically in just the past few years — and even more so in the last 6–12 months. If you’ve noticed prospects are harder to close, more skeptical, or even ghosting after great conversations, you’re not imagining it. The sales landscape has shifted, and what worked in the past is no longer effective.
How selling has changed: Why buyer psychology today is completely different from just a few years ago.
Why old sales tactics fail: High-pressure closing, fake urgency webinars, and outdated objection handling scripts no longer work on modern buyers.
The role of trust and relationships: Why trust currency is the single biggest sales strategy in 2025 and beyond.
What Alex Hormozi’s $100M launch teaches us about building long-term goodwill and relationship equity.
Why objections aren’t really objections: Understanding fear, skepticism, and prior bad experiences prospects carry into sales conversations.
How to sell high-ticket offers without being pushy: The difference between permission-based selling and manipulative tactics.
Practical takeaways: What you can do right now to adapt your sales strategy, improve conversions, and connect with buyers at a deeper level.
The sales industry is at a crossroads. Buyers are smarter and more experienced — many have invested in multiple coaching or consulting programs before, and not all of those experiences were positive. This means they’re entering conversations with higher skepticism and lower tolerance for traditional “hard sell” methods.
As ad costs rise and attention spans shrink, simply knowing how to sell isn’t enough. You need to understand the human behavior patterns driving decisions: trust, dissonance, skepticism, and the subconscious code of every “yes” or “no.”
In this episode, you’ll hear stories from the front lines, examples of how sales has evolved, and a roadmap for where selling is going.
Entrepreneurs & business owners who want predictable sales without pressure.
Coaches & consultants learning how to sell premium offers in today’s trust-scarce market.
Sales professionals ready to move beyond scripts and master the psychology of selling.
Anyone in sales training who wants practical tools grounded in buyer psychology, not gimmicks.
Sales training
How to sell
Selling strategies
Sales coaching
High-ticket sales
Objection handling
Buyer psychology
Sales disruption
If you’ve ever felt like selling is harder than it used to be, this episode will help you understand why — and more importantly, what to do about it.
Tune in, take notes, and start rethinking sales not as pressure, but as service, psychology, and connection.
Resources & Links Mentioned:
📘 Grab the Playbook: www.caleblesa.com/playbook-v1
▶️ Watch the quick video: https://caleblesa.com/playbook-vsl
Episode 1: Sales Disruption — How Selling Has Changed (and What It Means for You)
