When entrepreneurs stop selling

There are some unwritten rules I always try to follow:

Never keep someone on hold for too long. Avoid jargon in casual chats. And, never, ever be overly pushy.

In the bustling world of sales, it's easy to get caught up in the relentless pursuit of closing the deal.

It's the heartbeat of our industry, right?

But... What if the real secret isn’t in the hard sell?

Lately, this notion has been playing on repeat in my mind, and I think it’s high time we reconsider our strategy.

I’m suggesting a little twist –

Perhaps we should stop selling and start helping.

Today in 6 minutes or less:

✔️ PSA: Stop selling

✔️ 4 ways to find your sales superpower

✔️ How traditional sales can hurt your progress

Before we get into it, I’d like your thoughts…

If you have a topic you’d like to see me cover in a future edition of Margin Makers, submit it here.

YOU NEED TO STOP SELLING

Last Tuesday, I had a virtual coffee with Kennedy, my on-team sales genius. Now, while I consider myself a skilled salesperson, Kennedy approaches his craft like an art.

Over a virtual coffee and some banter, he dropped a line that's been echoing in my mind since.

He drew a line that I felt more people needed to hear:

“There's a difference between selling and helping. One pushes, the other pulls.”

On some days, you might have the Midas touch, where every lead you approach turns to gold. But then there are days where all you did was help a potential client solve a trivial issue…

Which eventually led to a significant sale down the road.

Both have immense value.

True, isn’t it?

In my experience, both approaches come with their unique set of rewards.

Some of our most significant sales breakthroughs come during the times we're not even trying to sell.

It's during those times when we're genuinely engaging, understanding pain points, and suggesting solutions…

Effectively, helping.

Then there's the other side. Being trapped in an incessant cycle of pushy pitches that feel like a never-ending treadmill.

You're moving, sure, but are you getting anywhere meaningful?

Perhaps it's time to switch gears. Instead of always trying to close the deal, maybe we should focus on opening a relationship.

4 WAYS TO FIND YOUR SALES SUPERPOWER

I’ve got a framework that turns the traditional sales perspective on its head and evolves it into a sales superpower. Given that we’re shifting from selling to helping, let’s dub this the “HELP” framework.

Here’s how you can harness "HELP":

1. HUMANITY: THE TRUE SALES ADVANTAGE

In sales, authenticity is your secret weapon.

Author and motivational speaker Zig Ziglar once eloquently put it, “Stop selling. Start helping.” It’s a simple shift in mindset, but the ripple effects are profound.

Sure, you might strike gold by landing a whale of a client using traditional hard-sell tactics.

But let’s be real, for the majority, that approach might feel like trying to fit a square peg in a round hole.

That’s why my gaze is fixed on opportunities where authenticity and humanity lead the charge. Most people should be, too.

Authentic sales – grounded in genuine help and value – may not have the flashiness of aggressive sales pitches, but remember, authentic doesn’t mean ineffective.

There’s power in being genuine, and because of that, a myriad of opportunities unfold. Trust is built, relationships are forged, and customer loyalty skyrockets.

Embrace humanity, and you’ll discover more doors opening, fewer competitors in the authentic space, and a more enjoyable sales journey.

2. EMPATHY: THE PREREQUISITE FOR WINS

If there’s a trait that’s the cornerstone of effective selling, it’s empathy.

It’s the ability to understand and share the feelings of another, and it’s pivotal in shifting from a selling to a helping mindset.

A significant portion of successful sales strategies boils down to two core steps:

1. Understanding the client’s needs (challenging).

2. Meeting those needs in a meaningful way (even more challenging).

It’s a “listen more, talk less” strategy, if you will.

Another golden nugget that’s been immensely beneficial: “People don’t care how much you know until they know how much you care.” 

Words to live by in sales.

It might all sound quite straightforward, but the results? They’re anything but ordinary.

Empathy + understanding + authenticity is a recipe you don’t want to underestimate.

3. LEARNING: CONTINUOUS IMPROVEMENT FUEL

When it comes to sales and continuous improvement, being adaptable is key.

But there’s a balance to everything, including learning and adapting.

Continuous learning in sales often stems from a desire to improve and adapt to the ever-changing landscape.

This is why you should always be receptive to new ideas and strategies – it keeps you relevant and effective.

Sometimes your most groundbreaking strategies will only dawn on you during a reflective moment or during a conversation with a peer or mentor.

So, if you’ve gained a new insight, don’t take it lightly – and certainly don’t let it gather dust.

Your best strategies need room to grow, and they’ll wither if stifled by inaction.

4. PROACTIVENESS: CUSTOMER-CENTRIC ACTION

When we talk about shifting from selling to helping, it's not just a mindset change; it’s a call to action.

Here’s where Proactiveness comes into play.

Go beyond being reactive.

When you are proactive, you anticipate the needs of your clients before they voice them. It’s like delivering a cup of coffee just as they realize they need it.

Magic, right?

In a world drowning in notifications and automated messages, being genuinely proactive is like a breath of fresh air. It shows you care, understand, and are here to offer real value.

Remember, proactiveness doesn’t mean pushing; it means paving the way for solutions before the problems even surface. It’s foreseeing the hurdles and providing a helping hand to navigate through them seamlessly.

Be proactive, anticipate needs, offer value, and watch how the narrative changes from “They are trying to sell something” to “They are here to help me.”

THE CONSEQUENCES OF “JUST SELLING”

I said shifting from selling to helping can be transformative, and I stand by it.

A seasoned salesperson told me once that among their peers, many are slowly burning out from one thing...

Not the targets or the competition…

But from just selling.

Honestly? It didn’t shock me. The truth is, many people are living a transactional kind of life.

They wake up, go to a job they find draining, dealing with clients they find demanding, pitching products they find uninspiring, building relationships they find fleeting…

Simply selling a “software” can be challenging, maybe even exciting for a while.

But what about for three years?

It’ll earn you a living, but it’ll drain your spirit.

That unsettles me.

I’ve begun to realize that the worst thing that can happen to you certainly isn’t losing a sale…

It’s living in a cycle of endless pitches, and never striving for connection.

That’s the kind of selling that’s unrewarding…

The selling that creeps up over time, while you sacrifice little parts of your authenticity to others’ needs, demands, and expectations.

Own your approach, so you can bring value to every interaction.

Let’s live fulfilling lives. Let’s stop selling. Let’s own helping businesses.

-Matt

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