No Broke Months For Salespeople - The Psychology Behind Sales — How NLP & Teach2Sell Build Trust That Converts

Episode Date: October 25, 2025

What you’ll learn in this episode:● The real meaning of communication (and why most people get it wrong)● How NLP filters — deletions, distortions, and generalizations — shape client perception● Why “communication is the response you get”● The CPI Communication Model: rapport, adept questions, and active listening● How to ethically overcome client hesitation using the “Is that a yes?” script● How teaching before selling creates trust and predictable success👉 Don’t miss out! Sign up here:https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=true To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

You're listening to No Broke Months for Salespeople Podcast. In this episode of the No Broke Months for Salespeople podcast, Dan Rochon dives deep into the psychology of communication using neurolinguistic programming and his powerful Teach to Sell Framework. He reveals why understanding how people think, feel, and interpret the world is the key to building real trust and closing more sales. Dan shares practical ways to master rapport, actively listen, and ethically guide clients from hesitation to confident yeses, helping you sell smarter, not harder. So ladies and gentlemen, we have some technical challenges this morning. And today, what I want to do is I want to talk to you about a couple things. I want to talk to you about

Teach to Sell and I want to talk to you about neural linguistics programming and we could practice that a little bit as well. And so Teach to Cell was born from neurolinguistic programming and what, and I'll just call it NLP if that's okay. What NLP is, it's the study of subjective experience and it's a study of excellence. And so subjective is interpretation. So objectively, I'm holding out. five fingers. That's objective. Like, we can say that that's true. Subjectively, the sign behind me is the most beautiful purple neon sign that you've ever seen in your life. That's subjective. All right. That's an opinion. And so Dr. Bandler and Grindr, when they were in the 1970s,

they began NLP. And what they discovered was that we as human beings, we filter things through our subjective experience. There's three things that they distinguished, deletions, distortions, and generalizations that cause us to be able to, you know, filter words to have a different meaning. It's one of the reasons why texting sucks and really good communication, because it has no tonality, no inflection, no pitch or pace. And no energy, no spirit, that's a part of it. And so when we're looking at the hierarchy of communication, we want to always communicate with

our clients and the highest level of communication, which would be the face-to-face when possible. And this would be the second highest level communication, which is video to video. And it's one of the reasons why I ask that you be on video when we're teaching, right? Because it allows for us to have a better communication. If one person can see the other and the other person can't see the other, it's going going to take that level of communication even from the presenter to the recipient and diminish it by half. And so that's that's the thing there. So NLP is the study of subjective experience. And so I

teach the self-coaching model, which is a circumstance leads to our thoughts. Our thoughts lead to our feelings. Our feelings leads to our actions. Our actions lead to our results. And our results lead to our circumstance we interpret or we receive our circumstance through our five senses so that's going to be our you know our taste our smell our hearing our touch and our sight and so that's where things come into our being and so they come into our being and then we filter them through deletious distortions generalizations and our experiences of our experiences of the world. So hopefully I explain that in a way that is easily understood. So then what we have to understand is that the other person who we're communicating with or people who are communicating

with are simultaneously filtering through their experience of the world, through however they're perceiving whatever it is coming into their world, and then make a meaning of it. on top of that we have the ability to process about 50 bits of data per second as human beings the studies say between 40 and 50 yet there's more than 11 million options of bits per second that we could focus on so the odds are if you're communicating with somebody there's 10,9,99,000, whatever, whatever, whatever, whatever, other options that that other human being could be focused on. Then they're interpreted through their experience.

Then they're interpreted, well, before even they, then they're interpreted through their, you know, deletious, distortions of generalizations. Okay, so maybe they may not get exactly what you're saying. They're interpreted through their experience. And then they're making meaning of it. it is amazing that we ever get communication correct and oh by the way simultaneously to them doing all that guess what you're doing the same damn thing

they say if you took a deck of cards and you shuffled them they say that a deck of cards and i don't believe this but they say that a deck of cards has never been shuffled the same way ever ever in all the shuffling of cards in the entire humanity of a playing deck of 52 cards getting shuffled

it's never ended up in the same way again I don't understand I don't believe that randomly shuffle not you know people manipulating it that type of stuff but nonetheless if 52 options has, you know, that many different possibilities.

What does 11 million plus 11 million cross-referenced, plus generalizations, deletions, deletions, plus all the experience that you have, how is it possible that we ever get communication correct? So, to give you a gauge of communication, I'm going to give you a definition of what communication is. communication is the response that you get because with nearly an infinite amount of possibilities or at least a large large number it's nearly impossible for me to be to communicate in a way

that the other person is going to get it nearly impossible so for me as a sales professional, as a human being. My job is to pay attention what is the response that I'm getting. And if the response that I'm getting is not the intended response, who's responsible for that? Me. Not you. Once you understand and you approach communication in this method, I guarantee you that your level of communication will increase dramatically. So what are some ways that we can best understand communication? And what are some ways that we can best communicate at the highest level? We go back to the CPI communication model, which is be in rapport, ask adept questions,

actively listen. Again, you should internalize these things. Write it down if you don't, if I just would have asked, what's the CPI communication model? And if you were not able to answer that question, please write it down. And what is rapport? So that's the first step of the CPI communication model.

Repore is a connection of energy. We are spiritual beings manifested in a human condition. Our spirits intertwine with each other, or they don't. When they do, that is us being in rapport. When you understand that rapport, true rapport is actually a spiritual connection, then you can understand the power of rapport. I've heard coaches before say, you know, rapport's a hack, and rapport is, you know, sort of like a trick or whatever the case may be.

Those coaches don't know what rapport is. Rappore is simply a connection of energy, of our spirit. So going back to communication. What's the deficit of communication? Write this down if you don't have it. Communication is the response that you get. So understand that communication is the response that you get, and we pay attention to communication using CPI communication model,

which is be in rapport, ask adept questions, and then actively listen. What is actively listen? So we say that rapport is a connection of someone. spirit actively listening is actively listening to the spirit and the spirit's going to tell it on itself through doing things like you know hesitant yes with a high-pitched voice do you do you do you want to buy this home yes right that's that's the the spirit using the body to communicate I think I'm supposed to say yes, but I'm not a yes. There's ways that you can deal with that.

I'll give you a way that you can deal with that right now. It's called Is That a Yes script? Okay. And only use these scripts if you really truly believe that you're being ethical. All right. So here's the Is That a Yes script? Terry, give me hesitant yes. Do you want to buy this home?

Yes. Yes. Okay. Is that a yes? I'm not sure. You're not sure. Okay. Let's go back to being a yes.

Is that a yes? Yes. Are you sure? Yes. So you're saying yes? Yes. Okay. All right.

So that is a yes, right? Yes. All right. So you hear Terry's inflection go from, uh, yeah, to a yes. This is the only script that I teach that you actually want to break rapport with. Okay. Because what I'm intending to do is to get Terry to be like, are you not freaking listening to me? I'm telling you yes

when that happens who owns the yes Perry does right the other person does so only use this script when you know that the reason why they're hesitant is because they're afraid not because it's a bad

fit for them okay and that fear is what gets most of our clients into trouble that fear is I've never had a buyer hire me they didn't want to buy a home otherwise they wouldn't have hired me yet I've had many buyers in the past who ended up not moving forward

because they were hesitant because they were skeptical and because they were afraid so this is a method that I'm teaching you that you have to use ethically and that's the is that a yes so you get the yes is that a yes

yes are you sure yes until you hear their energy again actively listening and their energy is saying something like are you not freaking listening to me? Are you stupid? I'm telling you yes.

How many times do I have to tell you yes? And when that happens, their feet get embodied in concrete and they get boom, they own that yes and now it's going to be near impossible for them to go away from the yes. So when you understand

psychology and you implement let them in sales, you'll be able to better be a salesperson, a persuader, a top performer. And that's ultimately what Teach to Sell is all about. Teach to Sell is about demonstrating to your client what to expect throughout the process. It's about communicating to somebody before they're your client about what to expect throughout the process, about what's going on in the community, about what's going on in interest rates, or real estate sales when you become the educator you earn trust i want you to think back to your teacher your favorite teacher when you were a girl or a boy when you were in school and i want you to think about that

teacher everybody put place that teacher in your head right now think back to that favorite teacher that one that made a difference for you now imagine they came into the room right now And they gave you a bit of advice. And you believe that they had, you know, a background of knowledge around that advice. Would you follow their advice or at least consider it? So however many years ago, you had that experience with that teacher, they earned your trust. That trust that exists all the way until today, however many years later. They earned your trust because they taught you something.

and I bet it was an algebra or science or history. It was something in your life. It was maybe you had a bad relationship or maybe you had challenges with a brother or sister or with school just in general or with your parents or with people bullying you or whatever the case may be. And they were able to teach you

how to approach life. And that allowed for them to become your favorite teacher that you remember years and years later, and that trust is still in existence. That's an example of Teach to Sell. That is how you teach to sell by gaining trust through educating another. And then when you understand the basic premise of NLP, you can develop trust even more so because now you're able to approach people in a way that as you teach and educate them that you understand that they have a different experience of the world, that you understand that their map of the world is different than your map of the world.

They see the world differently than you. Some people see it correct. Some people see at a high level. Some people see it with the details. Some people see it as right or wrong. Some people see it in the gray area. Some people see it as givers. Some people see it as takers. we all have a different map of the world and when you understand these premises together you'll be able to be a better persuader and a top performer what's how can you use this in your world an active listening and when you when you are then you're going to have a better life right and less conflict i guarantee the last conflict you got into you were not listening to the other person you were not actively listening to them guaranteed and they weren't

active both both because if either if you stop to actively listen you'll you'll discover that the conversation is just purely emotional and if you actually discover to say wait let me listen to this other person because remember communication is the response you get if you stop to truly listen to the other person I guarantee you you'll be able to move that conversation forward and then and then they'll actively listen to you more likely all right ladies and gentlemen thank you for your attention today everybody have the best save your life be grateful make good choices go help somebody and god bless you i'll see you guys this is dan rocheon host of no broke months do you want consistent and predictable income

with no broke months my new book teach to sell why top performers never sell and what they do instead It's being published early 2026 by Simon & Schuster. You can pre-order now at www.com and unlock over $10,000 of free bonus training. Don't wait, go to www. Teach to Sellbook.com and grab your copy today. That's teach to sellbook.com. Hey there, No Broke Months listener. I've got some exciting news.

We just passed. 300 and 75,000 downloads for the No Broke Months podcast, and I cannot have done it without you. I am beyond grateful for every single listener who tunes in daily, takes action, and shares this journey with me. Now, with you and I, let's take it a step further. If this podcast has helped you, imagine what it could do for another salesperson who might be struggling. Share the show with them, let them know there's a way to create consistent and predictable

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