Christian PolkYour Friendly Neighborhood Sales Trainer

The most underrated way to make money in sales 🤫

27 May 2026 · 1 min

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In this short monologue, Christian Polk argues that the most critical factor for increasing sales performance is not the usual tactics—tone, discovery questions, or scripts—but the salesperson's energy and mindset on calls. He shares a client story: the client was stuck in a sales slump despite following conventional advice (early mornings, heavy training). Polk identified that the client's attitude on calls was the real issue. By advising the client to "sleep in," stop caring about others' opinions, and adopt a slightly arrogant, confident demeanor, the client experienced a dramatic turnaround, achieving a record week of closed deals. Polk concludes that salespeople should focus on how they show up energetically to move prospects across the line.

Chapters

The most underrated way to make more money in sales is not your tone. It's not your discovery. It's not even your script. It is your energy, how you're showing up on calls. Like, for example, one of my clients, he came to me and he was in a sales slump. He was doing the thing that everyone teaches you to do. Just wake up early, do a ton of fucking sales training, and just hope and pray you're going to make more sales. But after sitting down and actually understanding his situation, we realized that was not going to cut it for him. It was the way he was showing up to calls. And so what we decided is what he actually needed to do was sleep in not give a fuck on his sales calls and actually be a bit arrogant. This allowed him to close so many more deals and he just had a record week. So when you're thinking about how to make more money in sales, think about your energy and how you show up to get people across the line.