Why Being Liked Is Killing Your Sales: Mastering the Psychology of Closing

Salespeople are often taught to be charismatic, friendly, and well-liked. But as David Carothers and high-ticket sales expert Austin Medlin explore in their recent conversation, that mindset could be the very thing sabotaging your close rate. Austin, the founder of CloseSales.com, brings a fresh perspective from outside the insurance industry that perfectly aligns with what commercial producers face daily: buyers who need leadership, not another friend.

This post unpacks the key sales psychology strategies Austin has used to close over 60% of cold traffic on high-ticket offers—all from his home office. Whether you’re a commercial insurance producer or selling coaching packages, these principles will help you stop seeking approval and start closing deals.

The Foundation of a Successful Sales Mindset

Many of the best closers started young. Austin was selling raisins door to door before age five and running makeshift businesses well before high school. These early experiences fostered a natural comfort with rejection, a trait he still credits for his success today. Unlike many adults, kids don’t overthink or internalize a “no.” They ask again, or they ask someone else.

As producers, we have to reconnect with that mindset. Fear of rejection is a learned behavior, not a trait we’re born with. In fact, successful sales professionals aren’t immune to rejection—they’re just indifferent to it. If you treat rejection as neutral feedback rather than personal failure, you’re already winning the mindset game.

“Good salespeople don’t care about rejection. Kids don’t care about rejection. Somewhere along the way, adults forget that.” — Kyle Houck

Reframing Sales as Service

Austin says it best: “Sales is service.” The goal isn’t to close deals for the sake of hitting quota—it’s to help someone solve a real problem. When you view sales through this lens, objection handling becomes leadership. You’re not pushing your prospect to sign; you’re guiding them to the right decision.

This mindset shift helps producers build customer trust in insurance sales and detaches your ego from the outcome. It’s not about you being liked. It’s about doing what’s best for the client, even if that means challenging their assumptions or calling out their hesitation.

“If you’re afraid of being disliked, you’re prioritizing your ego over their transformation.”

Liking vs. Leading – The Dangerous Trap of Wanting to Be Liked

Salespeople often choose the easier path: being liked in the short term, only to be forgotten or even resented later. Austin calls this the worst-case scenario: you’re remembered as someone who didn’t have the courage to lead when it mattered.

The alternative? Push the client—gently but firmly. When done with integrity, clients thank you later. They send Christmas cards. They become referral machines.

“You can either be liked and not close the deal, or you can challenge your prospect and be loved later.”

Why Scripts Fail and Frameworks Win

One of the most practical takeaways from the episode is the difference between scripts and frameworks. Scripts assume all buyers are the same. But we know better: some are logical, others emotional. Some are first-time buyers; others are skeptics.

Instead of jamming everyone into the same box, Austin uses a flexible sales framework based on human psychology. It allows producers to adapt in real time while still staying grounded in a proven process.

“If they don’t fit your script box, they won’t buy. Frameworks fix that.”

Deep Discovery: The Secret Weapon of Sales Psychology

Real sales success happens in discovery. The deep discovery process builds the emotional and logical alignment needed for a confident buying decision.

Ask questions that uncover pain, past failures, goals, and obstacles. Show that you care about the full picture, not just the coverage or cost. Only then does your “prescription” (your insurance solution) gain credibility.

For example, when selling commercial auto insurance, don’t ask, “What’s your current premium?” Instead ask, “What are your biggest concerns around vehicle downtime, accidents, or driver turnover this year?”

“People would rather spend more money on the right thing than less on the wrong thing.”

Objection Handling Starts Long Before the Close

Most producers treat objections as a final obstacle. Austin reframes objections as clues—clues you should be uncovering before the pitch.

He uses retargeting ad sequences with no call to action to break down common objections before the call ever happens. This way, the client is “warmed up” emotionally and mentally before the sales conversation even begins.

This proactive approach to objection handling in sales reduces resistance and builds authority through familiarity.

The Eight-Week Sales Transformation Blueprint

Austin runs a structured eight-week program to teach this sales methodology. The first week focuses exclusively on mindset and belief correction. Many producers are unknowingly carrying limiting beliefs about money, rejection, and their own value.

Then comes framework building. Not a one-size-fits-all script, but a custom sales framework designed around personality types and emotional needs.

The remainder of the program focuses on intense call review, skill refinement, and confidence-building—all aimed at producing faster results.

“If we don’t fix your sales in eight weeks, go do something else.”

Final Thoughts – Embrace the Challenge, Earn the Loyalty

The most profitable clients often come from the hardest conversations. Being liked isn’t the same as being trusted. If you’re not willing to challenge your prospect, you don’t deserve the sale.

Sales is leadership. And true leaders are willing to be uncomfortable, unpopular, and unfiltered if that’s what it takes to serve the client best.

“Sales is leadership. And leadership doesn’t ask for permission.”

So stop trying to be liked. Focus on mastering sales psychology, commit to discovery, and treat your close rate as a byproduct of how deeply you care.

That’s not just a better way to sell—it’s the only way to build a sustainable, respected, and highly profitable book of business.

Faith, Empathy, and Opportunity: How Lloyd Brown is Redefining Diversity and Purpose in the Commercial Insurance Industry

November 13, 2025 No Comments

In every season of The Protege, one thing becomes crystal clear—success in the commercial insurance industry isn’t about where you start, it’s about who you become.
In this episode of the Power Producers Podcast, I sat down with Lloyd Brown, a middle market producer from Orlando, Florida, whose story is equal parts faith, resilience, and purpose.

Why Being Liked Is Killing Your Sales: Mastering the Psychology of Closing

November 13, 2025 No Comments

Salespeople are often taught to be charismatic, friendly, and well-liked. But as David Carothers and high-ticket sales expert Austin Medlin explore in their recent conversation, that mindset could be the very thing sabotaging your close rate. Austin, the founder of CloseSales.com, brings a fresh perspective from outside the insurance industry that perfectly aligns with what commercial producers face daily: buyers who need leadership, not another friend.

Service Over Sales: How Hospitality Principles Create Better Insurance Producers

November 12, 2025 No Comments

That idea sits at the heart of a powerful conversation I had with Joe Hollier, better known as Mr. Hotel, on the Power Producers Podcast. Joe’s story is one that every producer can learn from. He started his career in hospitality, spent two decades working in restaurants and hotels, and eventually found his way into insurance. What he brought with him from hospitality turned out to be his biggest competitive advantage — the ability to understand people.

From Fax Blasts to Trusted Advisors: Timeless Sales Strategies That Still Win Today

November 10, 2025 No Comments

In the fast-paced world of commercial insurance, new trends and technologies seem to emerge daily. But some strategies stand the test of time—particularly when they’re rooted in deep client empathy, practical experience, and a commitment to legacy. In this post, we reflect on insights shared by Kevin Ring from the Institute of WorkComp Professionals during a recent Power Producers Podcast. Kevin joined David Carothers to honor the contributions of industry legend Preston Diamond and explore how his wisdom still applies in today’s sales landscape.

Authenticity, Hustle, and Humor: Redefining Success for the Modern Insurance Producer

October 30, 2025 No Comments

The insurance industry isn’t known for flash or flair. Most people picture gray suits, paperwork, and words like “renewal,” “loss runs,” or “premium audit.” But a new generation of producers is proving that this business doesn’t have to be boring. They’re showing that authenticity, energy, and creativity can make insurance not only engaging but a platform for meaningful connection and career fulfillment.

Producers vs Processors: How Young Talent, Fee-Based Models, and Transparency Are Disrupting Commercial Insurance

October 30, 2025 No Comments

The world of commercial insurance is evolving rapidly. It’s no longer just about quoting policies and hoping for renewals. Today, producers have the opportunity to lead with value, bring strategy to the sales process, and create long-lasting client relationships that transcend policy pricing.

Faith, Empathy, and Opportunity: How Lloyd Brown is Redefining Diversity and Purpose in the Commercial Insurance Industry

November 13, 2025

Why Being Liked Is Killing Your Sales: Mastering the Psychology of Closing

The Foundation of a Successful Sales Mindset

Reframing Sales as Service

Liking vs. Leading – The Dangerous Trap of Wanting to Be Liked

Why Scripts Fail and Frameworks Win

Deep Discovery: The Secret Weapon of Sales Psychology

Objection Handling Starts Long Before the Close

The Eight-Week Sales Transformation Blueprint

Final Thoughts – Embrace the Challenge, Earn the Loyalty

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