Hi, it’s Tim here…
I used to think selling was a contact sport.
It was about pushing, persuading, and overcoming objections. I chased quotas, tracked metrics, and tried every closing technique in the book.
It was exhausting. And most of the time, it didn’t feel very good.
Then I discovered a much better way. A way that replaces pressure with curiosity and chasing with attracting.
Here’s what I learned.
The Problem with High-Pressure Selling
When you treat selling like a battle to be won, you create a game where everyone loses.
- You Feel Sleazy: You have to put on a “salesperson” costume that doesn’t feel like you.
- Buyers Resist: The moment people feel pressure, their drawbridge goes up. They stop listening and start looking for the exit.
- It Leads to Burnout: Constantly trying to convince people is a draining, uphill battle. It’s simply not sustainable.
This whole approach is built on a faulty foundation. It assumes your job is to talk people into something.
It isn’t.
The Shift: From Applying Pressure to Removing It
The real secret is to stop selling and start guiding.
Your job isn’t to create a sale; it’s to create clarity.
When you help people see their situation clearly, the right ones will sell themselves.
This philosophy is built on a few simple truths:
1. Don’t Chase Cats.
When you chase a cat, it runs.
If you sit still, read a magazine, and ignore it, the cat gets curious.
Soon, it’s on your lap.
Prospects are the same.
The more you chase, the more elusive they become.
Detach from the outcome. Lean back.
If they want to continue the conversation, great. If not, that’s okay too.
The world is a big place.
Your posture of not needing the sale is what makes them want to “sit on your lap.”
2. Make Deposits, Not Just Withdrawals.
My old neighbor George only rang my doorbell when he needed something.
“Can I borrow your drill?” “Can you help me move this dresser?”
Soon, I stopped answering the door.
He was overdrawn.
Most selling is a series of withdrawals: “Do you have 15 minutes?” “Can you point me to the right person?”
Instead, make deposits.
Offer a useful idea, a helpful link, an interesting observation.
Build up relational credit.
When you give first, people are happy to answer the door.
3. Sell the Superpower, Not the Sword.
Remember Link in The Legend of Zelda? He gets a sword that shoots energy beams.
But he didn’t buy a sword. He bought the ability to rescue Princess Zelda in hours instead of days.
He bought a superpower.
Stop talking about what your product can do. Talk about what the other person can do with it.
Nobody wants a camera; they want to capture the joy of their family’s life.
Nobody wants your software; they want the superpower it unlocks.
4. Flaunt Your Flaws.
A real estate agent once told me, “Before you get too excited, I need to tell you the air conditioner in this unit is pretty loud.”
I immediately trusted him.
He wasn’t hiding anything.
I rented the apartment and referred him to three friends.
Saying, “Here’s why you’ll love this” creates skepticism.
Saying, “This isn’t for everyone; here are the pros and the cons” builds massive credibility.
It signals you’re a truth-teller, not a salesperson.
5. Seek to Understand, Not to Change Minds.
When a prospect says, “We’re already working with someone,” the old playbook tells you to “overcome the objection.”
This is like trying to win an argument; it just makes people dig their heels in.
The new playbook is to get curious.
“Oh, another vendor?” or “It sounds like they’ve been a great partner.”
Your goal isn’t to prove them wrong. It’s to make them feel heard.
When people feel understood, they relax. They open up.
They tell you the truth.
6. Assume They’re Innocent.
It’s easy to find prospects “guilty.”
Guilty of ghosting you.
Guilty of lying.
Guilty of being difficult.
But what if they’re not malicious, just busy? Or afraid of being sold?
Or they lack information you have?
Giving people the benefit of the doubt is a quiet revolution.
It will not only make you a better salesperson by lowering your own internal pressure and frustration; it will make you a better person.
This shift changes everything. It turns a stressful obligation into a joyful act of service.
Ready to Make Selling Feel Good?
If you’re tired of the old way of pushing and persuading, it’s time for a new operating system.
I’ve detailed this entire philosophy - and how to apply it step-by-step - in my new short book.
It’s the simplest, most predictable way I know to attract your ideal clients and make selling a natural, pressure-free and fun part of your business.
Want to learn more? Check out the book here.
It’s time to build a system that feels good for you and gets better results for your clients.
Best,
Tim
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