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Selling in Color

Jan 4, 2022

Working in sales isn’t hard if you work with the right mindset. In today’s episode of Selling in Color, Donald is joined by International Speaker and sales expert A.J. Vassar to learn why sales and entrepreneurship are B.S. (and by that, we mean a Belief System.)

People value things they think are rare.

  • Gold, diamonds, and silver are rare, so we value them. But would you rather have water or a diamond? After all, only one of those things keeps you alive. 
  • Value is relative to the situation and the amount of something available.
  • When selling, refer to things as “complimentary” instead of “free” because the word complementary implies a transaction and a payment, making people subconsciously attach more value to the product.

“Entrepreneurship is just a fancy word for sales.”

  • This quote is from A.J.’s first millionaire mentor, Dennis. At the time, he was worth roughly $20 million.
  • Everything is sales - whether that’s entrepreneurship, dating, or deciding on a movie with the family.
  • Until you make a sale, you don’t have a profitable business. Simple as that.
  • Entrepreneurs need to believe in and sell their product to others, be it a customer or potential team member, to bring the necessary people to the table.

What words do you think about when someone mentions sales? 

  • Is it the slimy car salesman? While people love to buy, they hate being sold to. Therefore, salespeople must be transparent and leave the purchase decision up to the buyer to encourage them to purchase. 
  • Bill Gates was able to sell his product before it was even created. And A.J. thought, why can’t I do that? A.J. pre-sells courses before he makes them, and includes surveys and questions in the presale to ensure participants get what they want out of the program. 
  • A.J.’s bump-down method: Call the owner or CEO of a company, and they’ll refer you to the right decision-maker, and you have the name of an influential person in your back pocket.

A.J.’s takeaway for someone new to sales? You need enthusiasm, but enthusiasm isn’t false positivity or extroversion. It’s being genuinely yourself. You sell yourself to sell a product. Reach out to A.J. on any social media platform at @ajvasser; DM him and ask for his calendar link to schedule a meeting or jump on a call.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at

This episode is brought to you in part by mParticle.

Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they’re looking for motivated remote sellers (just like yourself.) 

With top-name clients from Spotify and Burger King to Airbnb, we don’t want you to let this opportunity go to waste! For more information and to view open positions, go to

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here:

We’d love for you to join us for our next episodes by tuning in on Apple Podcast and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.