Most sales training covers what to say; almost none of it covers what to feel while you’re saying it. Larry’s model treats the internal state as half the deal, not a soft add-on to the real work. House money handles the financial half of that state, so the meeting doesn’t carry your rent on its back.
PQRST handles the informational half, so you’re never caught flat by a question you should have seen coming. SuperModel handles the physical half, the posture, the pen, the listening position that signals calm to the other side. Karma handles the relational half, the fast thank-you and quick reciprocation that keeps the room warm after you leave.
Put together, those four pieces are the internal game: what’s happening in you while the external conversation runs. None of it is about being someone you’re not, it’s about removing the static that gets in the way of who you already are.
Watch how much of what Larry does in this clip is invisible on paper: pacing, silence, where his eyes go. That’s the internal game showing up as behavior, since you can’t see a cushion or a rehearsed prep sheet directly.
None of the external playbook, plugging into something proven, asking directly, closing with a pen, works without a steady internal game underneath it. Build the inside first, and the outside gets a lot easier to run.
Details: Watch the internal game play out
#InternalGame #SalesPsychology #Web12