Grant The Sales Plug x Austin Medlin Interview

March 04, 2025•6 min read

What's up Sales Plug Fam 🔌

When I first dropped the Sales Plug Interview series a few weeks back I had broken up the interview into two sections.

Strategy sessions & tactical sessions.

I have been releasing the strategy sessions and basing the newsletter around that and had the tactical session inside The Sales Plug + which was $47.

I’ve decided to scrap that and just said f*** it, I’m just giving everyone ALL THE SAUCE because what is in there is way too valuable not to share.

And to be honest, I don’t really need anyone’s $47.

So today I am sending you the full version of my interview with Austin Medlin and my breakdown of the full version, not just the strategy side.

So let’s dive in…

Austin Medlin: The Sales Assassin Who’s Closed Over $7M

Austin Medlin isn’t just another sales coach pushing recycled scripts and one-liners.

The guy has taken over 7,000 high-ticket sales calls, helped businesses scale to multiple six- and seven-figure months, and built his own company, CloseSales.com, from $0 to over $1M in 10 months.

But what really makes him dangerous? His ability to control a sales conversation from start to finish.

While most sales reps are busy dodging objections like a game of whack-a-mole, Austin eliminates them before they even come up. His approach is direct, authoritative, and most importantly, built for one-call closes with minimal resistance.

Today, I’m breaking down exactly why Austin’s process works and how you can use these principles in your own sales calls to increase your close rate, eliminate weak objections, and turn "I need to think about it" into "Where do I pay?"

Before we get into it -

Follow Austin on Instragram -@austinmedlin
Check out his website here -
www.closesales.com

Lesson #1: You Don’t Need to Be Liked. You Need to Be Trusted.

A lot of sales reps think the key to closing is building rapport, so they spend 10 minutes talking about the prospect’s dog, their weekend, and whatever small talk they think will make them "likable."

Austin? He doesn’t care if they like him. He cares if they trust him.

His rapport-building is 60 seconds max. Instead of fake bonding, he focuses on authoritative leadership and positioning himself as the expert from the jump.

His exact framework:
1️⃣ Quick intro (“How’s your week going?”)
2️⃣ Time zone check (to understand their location and potential currency differences)
3️⃣ Frame the conversation (“Here’s what we’re going to do today…”)

Then? Straight into discovery.

If your sales calls feel like "great conversations" but aren’t turning into sales, this is probably why. You don’t need to be the prospect’s friend. You need them to trust you as the person who will solve their problem.

Lesson #2: Sales Objections Are Created in Discovery (Not at the End of the Call)

One of the biggest differences between Austin’s sales calls and the average rep? He never gets blindsided by an objection at the end of the call.

Why? Because he prevents objections before they happen.

While most sales reps run a shallow discovery process (“What’s your biggest challenge?” → “What are your goals?”), Austin dives deep into the real issues behind why they haven’t solved the problem yet.

Key things he digs into:
✔️ Timing – Are they actually ready to solve this problem now?
✔️ Past investments – What have they already tried? Why didn’t it work?
✔️ Decision-making process – Do they need to run this by a spouse or business partner?
✔️ Budget psychology – Have they spent money on solving this before?

Most reps skip over these questions, then act surprised when a prospect says “I need to think about it” at the end of the call.

Austin’s approach? If a prospect isn’t serious, he finds out before wasting 45 minutes on a pitch.

If you want to close more deals, stop “handling” objections and start preventing them.

Lesson #3: The No-Pitch, No-Presentation Close

Most reps get to the end of the call and dump information on the prospect…slide decks, long-winded pitches, and detailed breakdowns of every feature inside the offer.

Austin? No slides. No screenshare. No “presentation.”

Instead, he makes the prospect write it down.

➡️ “Do you have a pen and paper? You’re going to want to take notes.”

This does two things:
1️⃣ Forces them to engage – They can’t skim ahead or get distracted by your slides.
2️⃣ Makes them feel like this is being built just for them – No canned, rehearsed pitch.

Then, instead of dumping 15 minutes of information, he walks them through 3-4 core steps that tie directly back to their Discovery answers.

If you’re still running calls with Canva presentations and pitch decks, you’re making it harder for people to buy. Drop the slides, take control, and force them to engage.

Lesson #4: Stop Arguing With Objections – Flip Them Instead

Austin never fights objections. Instead, he flips them back on the prospect and forces them to reframe their own thinking.

Example:

💬 “I need to think about it.”
🔄 “Totally get that. But just curious, what exactly do you need to think about?”

💬 “I just don’t know if now’s the right time.”
🔄 “Got it. But earlier, you told me this was a must-fix problem. What changed?”

The goal? Make them argue against their own objections.

By bringing them back to their own words from Discovery, you remove resistance without pushing. Instead of battling them, you let them realize they’re getting in their own way.

Lesson #5: When You Lean Out, They Lean In

Here’s where Austin takes things to another level.

Most sales reps, when they hit resistance, push harder. They argue. They convince. They chase.

Austin? He leans out.

Example:
💬 “I just don’t know if I can afford it.”
Austin: “Totally fair. Honestly, maybe you shouldn’t do it. If you’re not ready to invest in yourself, this probably isn’t for you.”

Boom. Reverse psychology.

People always want what they can’t have. Instead of trying to pull them toward the sale, he steps back, forcing them to close themselves.

If you ever feel like you're chasing deals, try leaning out instead of pressing harder. Watch how fast they start pulling back in.

Watch the Full Interview – This Email Doesn’t Do It Justice

I broke down a lot here, but you need to watch this process in action to fully get it.

Austin is one of the best in the game, and his ability to guide a call is something you need to see firsthand.

I've gotten some INCREDIBLE feedback on this particular interview. You're going to love it.