Be Elite: From Mindset to Technique w/ Rob Vaka
Building Your Sales Engine
<p>Elite selling isn't hype — it's standards. In this episode, Mark McGraw talks with sales leader and master connector <span><strong>Rob Vaka</strong></span> about how to link mindset to technique so you sell with clarity, qualify fast, and build trust that lasts.<br> <br></p>
<p><strong>In this episode:</strong></p>
<ul>
<li> <p>The connector mindset: be more <span><strong>interested than interesting</strong></span></p> </li>
<li> <p>Curiosity that leads to real discovery (not interrogation)</p> </li>
<li> <p>Up-Front Contracts (UFC): agenda, time, outcome — clarity that reduces pressure</p> </li>
<li> <p>Fit-first qualification: why "we may not be a fit" builds credibility</p> </li>
<li> <p>Situational fluency: get in more rooms, play up, learn fast, course-correct</p> </li>
<li> <p>"Imperial Guard" standards: raise the bar on people, process, and culture</p> </li>
<li> <p>Fail forward: the buffalo-into-the-storm metaphor and keeping perspective</p> </li>
</ul>
<p> </p>
<p><strong>About Rob Vaka:</strong></p>
<p>Sales leader and connector with a track record across life-saving technology (AED programs), luxury membership, wealth services, and sports media. Today he's building a high-standard ("Imperial Guard") sales team and teaching practical discovery, authentic qualification, and clarity in next steps.</p>
<p> </p>
<p>🔗 Download exclusive sales resources at: <span><strong>buildingyoursalesengine.com/giveaway</strong></span></p>
<p> </p>
<p><strong>Mentioned in This Episode:</strong></p>
<p>https://www.Sandler.com</p>
<p>https://www.BuildingYourSalesEngine.com/35</p>
<p>https://linktr.ee/buildingyoursalesengine</p>
<p>https://www.linkedin.com/in/rob-vaka-1029264/</p>