The Art of Selling Without Selling: Tips for Business Owners to Outperform 95% of Sales Professionals

Do you want to know how to be better than 95% of professional sales people out there, I’m talking about people who specifically do sales as their sole source of income? 

It’s not hard and I’m going to tell you how to do this in this email.  

The past few weeks I've gotten so many sale pitches that missed the mark. 

Want to know what’s missing in all of these?  

This will shock you when you hear the answer because it’s so basic. 

None of these guys took the time to find out ‘what’ it is that I want, they just go into the selling.  

They never asked what I wanted. And the crazy thing is, I have money that I’m willing to hand over if they can help me with what I need. 

On some of them, I even told them what I wanted and they completely ignored me and tried again to sell me on what it is that they wanted to sell me. 

Recently I got asked to participate in a sales role play where the person opposite of me was instructed to keep his cards close and tell me he wasn’t looking for anything. 

My goal was to find out what he wanted and why, even with him saying he wasn’t interested. It took me about 3 minutes to find out his ‘what’ and his ‘why’.  

Want to know how I found out?  

1-2 minutes of building rapport and asking some superficial questions. He said he wasn’t looking for a solution or to make a change in what he was doing. 

So, I asked him this: “on a scale of 1 to 10, how happy are you with your (current situation)?” 

He said, “about a 6 or a 7”.  

I said: “what would you need to be at a 9 or a 10?”  

He then told me was making good money but need more (this is the ‘what’). Then asking a few more questions I found out he needed to fund 2 weddings this year (this is the ‘why’).  

The easiest way to ‘sell’ is to stop ‘selling’ and ask the right questions that allow for someone to BUY. Talk less, listen more, and ask good questions. 

Be sincerely curious and interested in your clients and let them tell you exactly what they want instead of trying to tell them what they should buy.  

Tomorrow on the  Mindset Hackers Podcast: “Don’t Ever Settle For Anything Less Than A F*ing Amazing life!” 

Tony Robbins always says ‘We ALWAYS get that which we SETTLE for in life’. We get our “Must Haves” and not our “Should Haves”. I’ll share some stories of how I used to settle for getting by, paycheck to paycheck, and what changed things for me. 

I’ll also share the one time where I was disrespected and at that moment I made a decision that would NEVER let myself get blown off, marginalized or written off. Because of that one moment where I claimed my courage and confidence, it sent my life into a different trajectory. 

Expect more out of yourself and out of others because you don’t have to settle for anything less than a LEVEL 10 life! 

Make sure you have Mindset Hackers on subscribe on Apple and Spotify!

LinkedIn Tip of The Week:  

Remember that LinkedIn is not a ‘search engine’ like Pinterest or YouTube, so go easy on the ‘tips’ because people aren’t searching for those. Instead, figure out what your ideal client’s (wants, needs, fears, what they hate, what they love, why they do what they do) and create content around that. 

Create content about ‘what they want’ and then sell them ‘what they need’. Do you see a theme in this email around getting to know your clients 'wants'? 

Need help sharpening your niche, finding your profitable market and defining your avatar? Grab the Nail Your Niche Workshop.