IrisCX

By: Guillermo Salazar • 08 March 2025

Getting to Hell Yes! in Selling: Lessons from Mindy Price

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Setting the Journey to Finding Your Why

Selling often gets misunderstood. Many people see it as a game of persuasion—convincing people to buy something they may not need. But for Mindy Price, the Chief Why Officer at Inside the Why, sales isn’t about pushing a product. It’s about solving problems, serving people, and aligning with a purpose. That’s how you get a "Hell Yes!"Mindy’s sales and leadership journey started unexpectedly. At 19, she worked at a multimillion-dollar apartment complex as a leasing consultant. She never planned on entering property management—her dream was to become a sportscaster. But once she realized the impact she could make, her mindset shifted.“I said, ‘Oh, hell yes!’” she recalls. “I help run a multimillion-dollar apartment community.”That shift in perspective led her to embrace the industry, move into marketing and training, and eventually become a recognized leader in multifamily, sales, and leadership development. Today, she helps individuals and companies find their "why"—the deeper purpose that drives real success. When people align their work with that purpose, selling becomes effortless.

Complication the Traditional Sales Struggle

Many professionals approach sales the wrong way. They focus on tactics—cold calls, email follow-ups, closing techniques—without truly understanding why they’re selling in the first place. This leads to common frustrations:
  • Constantly chasing clients but failing to close deals.
  • Struggling to stand out in a crowded market.
  • Failing to connect with customers in a meaningful way.
  • Facing rejection and taking it personally.
Mindy has seen it all. In her years of training sales teams and consulting for businesses, she noticed a pattern: people miss the foundational element of sales—connection.One of the biggest mistakes sales professionals make? They sell without listening.“If you don’t understand your customer’s pain points, how can you expect them to say ‘Hell Yes’ to your offer?” Mindy explains.She also sees sales teams struggle with fear—fear of rejection, fear of public speaking, fear of stepping outside their comfort zones. But overcoming those fears isn’t about sheer confidence; it’s about clarity.“When you know exactly why you’re doing what you’re doing, you communicate with authenticity,” she says. “And that’s what gets people to buy in.”

Turning Point the ‘Hell Yes!’ Approach to Selling

So, how do you turn frustration into success? Mindy breaks it down into two critical shifts:

1. Believe in What You Sell

If you don’t genuinely believe in the product or service you offer, you’ll never sell it effectively. Passion and conviction are contagious. If you truly believe your product or service can change lives or businesses for the better, that energy transfers to your customers.Mindy shares a personal realization: “I focused on money early in my career, but when I shifted to making a difference, I started making even more money. Why? Because people could feel my passion.”

2. Sell by Serving, Not Pushing

Sales isn’t about convincing someone to buy. It’s about helping them solve a problem. When you approach selling with a service-first mentality, customers respond differently.Here’s the mindset shift: Stop asking, How can I get this person to buy? Start asking, How can I help this person succeed?Mindy recalls a maintenance professional who transitioned into leasing and then marketing. His success didn’t come from traditional sales tactics—it came from understanding customer service, listening to people’s needs, and communicating solutions effectively.“He listened and only spoke when it was valuable,” she says. “When he did speak, people paid attention.”That’s the core of getting to ‘Hell Yes!’—deep listening, understanding, and offering solutions people didn’t realize they needed.

Resolution Implementing the Mindy Method

Sales isn’t just about having a great pitch—it’s about strategy, accountability, and execution. Mindy emphasizes three key elements:

1. Follow Through with Actionable Steps

Too many sales teams attend conferences, read books, and get inspired, only to return to bad habits. Mindy insists on implementation:
  • Set measurable goals.
  • Establish accountability checkpoints.
  • Follow up consistently.
“If you just get inspired but don’t act, nothing changes,” she warns. “We need KPIs and measurable benchmarks.”

2. Build a Culture of Ownership

One of the biggest red flags in a company? A culture of “that’s not my job.” Mindy believes that if employees have that mindset, it’s not their fault—it’s a leadership problem. Leaders must cultivate an environment where every team member feels ownership over their role and impact.“If your team disengages, take a hard look at leadership,” she advises. “Does the company empower them? Do they understand their ‘why’? If not, fix that.”

3. The Power of Relentless Follow-Up

A common mistake sales professionals make? Assuming one conversation is enough. In reality, follow-up makes all the difference. Most people don’t say “Hell Yes!” immediately—they need time, more information, and multiple touchpoints.“If you’re bad at follow-up, get out of sales,” Mindy says bluntly. “People are busy. They forget. Follow up, follow up, follow up.”

3 Takeaways to Get to ‘Hell Yes!’ in Sales

  1. Know Your Why – “People don’t buy products; they buy solutions,” Mindy says. “If you don’t know why you’re selling something beyond making a commission, you won’t be convincing.”
  2. Sell by Serving – “Focus on helping, not just selling. If you show a customer how your product or service makes their life easier, they’ll buy with confidence.”
  3. Follow Up Relentlessly – “Success in sales isn’t about the first pitch,” she emphasizes. “Consistent follow-up, relationship-building, and accountability make the difference between a ‘maybe’ and a ‘Hell Yes!’”

Final Thoughts Selling with Purpose

Mindy Price’s approach to sales is simple but transformative. If you align with your purpose, serve rather than sell, and stay accountable, you’ll find that getting to “Hell Yes!” becomes second nature.At the end of the day, sales isn’t about transactions—it’s about relationships. Whether you’re a property manager, a supplier, or a sales professional in any industry, her lessons apply:
  • “Love what you sell.”
  • “Listen deeply.”
  • “Follow through with integrity.”
“When you do these things, selling doesn’t feel like work—it feels like helping,” she explains. “And when you help enough people, success follows naturally.”So, if you’re struggling in sales, step back and ask yourself: Am I selling, or am I serving?“Because when you truly serve,” Mindy says, “that’s when you’ll hear the magic words: Hell Yes!”Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5Thttps://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174

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