I was recently invited to sit on a panel with my meditation teacher and others in our mindfulness community. Each of us was given a question tied to our expertise. Mine was:

“Casey, you help leaders communicate their value with authenticity. Have you found that inner practice plays a role in showing up more authentically in the world? If so, how do you see that connection?”

Candidly, I had never thought much about how my meditation practice connected to my professional work — helping sales teams command the prices they deserve. But I realized there is a connection!

Here’s why.

The Trap of Proving Mode

As humans, we often slip into what my teacher calls “proving mode.” It’s rooted in scarcity and fear: Am I lovable? Am I worthy? Ironically, the harder we try to prove ourselves, the more we block authentic human connection.

Many salespeople are also in “proving mode,” rooted in scarcity and fear: fear of losing the deal, fear of rejection, and fear of lost income. Their proving mode sounds like this:

• “I have to justify my price.”
• “I have to convince the customer to buy from me.”
• “If I don’t sell them on our value, I’ll lose the deal.”

And just as ironically, the more we try to prove and convince and justify in sales, the more resistance and doubt we often create in our customers’ minds. They feel sold to.

People Love to Buy. But they Hate to Be Sold To.

When sellers are in proving mode, customers feel it. They feel the push, the pitch, the pressure. And their guard goes up.

The Alternative: Curiosity

So what if, instead of proving, we shifted to curiosity?

• Instead of pitching, we asked thoughtful questions.
• Instead of telling, we discovered what they truly value.
• Instead of selling, we sought to help.

Questions are a salesperson’s superpower. They uncover customer priorities and build trust faster than any slick pitch ever could. That’s the true source of pricing power.

When we lead with genuine curiosity, we stop pushing and start listening. That’s when customers stop resisting and start buying.

The Paradox of Selling

Here’s the paradox: the less we try to sell, the more successful we are in sales.

Don’t try to sell. Try to help.
Don’t try to prove. Try to understand.

When you build trust through questions, the link between your customer’s needs and your solution becomes crystal clear. And when that happens, price objections fade, negotiations get easier, and you stop leaving money on the table.