Episode SummaryAre you selling, or are you just performing? In this episode of Thoughts on Selling, Lee Levitt sits down with the fabulous Stacy Bishop to cover some serious ground—from Midwest values and fintech sales to the surprising wisdom of improv comedy.
If you have ever tried on a "sales persona" like an ill-fitting suit (and watched it fail), this episode is for you. We discuss the "Inner Game" of selling: why your brain is your own worst enemy in a pivot, and why you can't think your way through a tennis swing—or a sales call.
Stacy breaks down the improv concept that "every statement is an offer," transforming how we view objections. Instead of fighting the customer, we explore how to use "Yes, And..." to build momentum.
Memorable Quotes:
"Give me the opportunity to surprise you." — Stacy Bishop
"Are you being of service… or serving your ego?" — Lee Levitt
"Every statement is an offer, not an objection."
3 Actionable Takeaways for Leaders:
The "Tenure" Question: Want to open doors you never expected? Stacy suggests asking your customer: "Why have you stayed with this company for 25 years?" It cuts through the transactional noise and gets straight to their values and motivations.
Treat "No" as an Offer: In improv, if you reject a partner's statement, the scene dies. In sales, if you fight a "No," the deal dies. Treat every objection as an offer—a new piece of information to pivot on. As Stacy notes, today's "not now" might be tomorrow's "hell yes."
Go Slow to Go Fast: Whether it is racing cars, parenting, or selling, rushing leads to mistakes. We discuss why high-performing sellers deliberately slow down the conversation to ensure they are present, rather than just waiting for their turn to talk.
Key Topics:
Authenticity over Ego: How growing up in the Midwest shaped a career in banking and fintech.
The "Persona" Trap: Why wearing a "sales mask" exhausts you and alienates buyers.
Improv Wisdom: Applying "Yes, And..." to sales conversations.
The Inner Game: Why you can't "think" your way through a pivot (The Tennis Analogy).
The Practice Deficit: Why salespeople are the only professionals who don't practice their craft before game day.
The Power of Silence: When the customer starts nodding... ZIP IT.
About Our Guest:
Stacy Bishop is a seasoned sales professional with a background in banking and fintech. She is passionate about helping sellers navigate the wild world of sales without losing their sanity, advocating for authenticity, resilience, and the power of human connection.
About the Host:
Lee Levitt is a seasoned sales performance consultant, sales coach and the Principal of The Acelera Group.
With decades of experience in Sales, Sales Leadership, Sales Enablement, Revenue Operations, and Sales Performance Management, Lee helps emerging and enterprise organizations build disciplined, replicable sales operating systems.
He is the voice behind the Thoughts on Selling™ brand, covering the intersection of deal mechanics and the "Inner Game" of selling.
Resources & Links:
Keywords:Authentic Selling, Improv in Sales, Fintech Sales, Sales Psychology, Active Listening, Objection Handling, Sales Coaching, Inner Game, Women in Sales, B2B Sales Strategy.
