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Be Elite: From Mindset to Technique w/ Rob Vaka
Elite selling isn't hype — it's standards. In this episode, Mark McGraw talks with sales leader and master connector Rob Vaka about how to link mindset to technique so you sell with clarity, qualify fast, and build trust that lasts.
In this episode:
The connector mindset: be more interested than interesting
Curiosity that leads to real discovery (not interrogation)
Up-Front Contracts (UFC): agenda, time, outcome — clarity that reduces pressure
Fit-first qualification: why "we may not be a fit" builds credibility
Situational fluency: get in more rooms, play up, learn fast, course-correct…
The skinny
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