Austin Medlin on How to Build Sales Teams, Lead with Mindset, and Close at 94%

When Growth Becomes Overwhelm
Sales isn’t about scripts. It’s about leadership. Austin Medlin has taken over 7,000 calls, closed at 94%, and now teaches founders how to build elite sales systems through clarity and control.

He’s not another “closer.” He’s a student of human behavior who turned his landscaping business into a seven-figure sales education company. His rule? “Humans are dynamic. Your process should be too.”

The Moment Everything Shifted
After running a $1.2M landscaping business, Austin hit burnout. “I had 32 employees, 600 clients, 10 trucks — and no joy.” When he found high-ticket remote sales, everything changed. Within 90 days, he cracked the psychology of trust and started closing 70–80% of calls.

Framework Over Force
Unlike most sales coaches, Austin teaches frameworks — not word tracks. “When you handle objections early, you appear helpful. When you handle them late, you appear salesy.” His method aligns head and heart before the close, reducing buyer’s remorse and chargebacks.

Leadership That Scales
“The best sales leaders bend, not break.” Austin teaches leaders to coach dynamically — meeting reps where they are while keeping culture consistent. His story about rewriting a frustrated rep’s Slack message into a note of gratitude shows how micro-moments create macro culture.

Mindset and Momentum
His mantra? Water on a duck’s back. “You can’t control prospects — only your energy. Shake it off, go to war on the next call.” Gratitude, he says, is the ultimate antidote to burnout: “Gratitude kills fear, doubt, and overwhelm.”

The $700K Guerrilla Partnership
When ads failed, Austin found his edge. He offered to help a coach’s sales community for free. One student got massive results, then the rest followed. Soon the coach asked him to lead all sales training. Austin paid kickbacks as a thank-you — and made $700K in a year from one call per week.

AI and Simplicity
Despite teaching performance, Austin runs lean: four workdays, one assistant, one AI tool. “I don’t chase shiny objects. I chase simplicity. It’s why my clients win.”

Closing Reflection
Sales success isn’t about volume — it’s about velocity with control. Lead humans, not scripts. Be grateful, not reactive. Grow simple, not chaotic.

🎧 Listen to the full episode → https://linkin.bio/nathannewberry