To Sell Is Human Summary for Solopreneurs

10 Key Takeaways

Ideal for entrepreneurs who don't identify as salespeople. Reframes persuasion as service and helps people make decisions in their best interest.

• As a solopreneur, coach, or consultant, you are in the "non-sales selling" business every day, you're persuading, influencing, and moving others.

• The power has shifted to the buyer (Caveat Venditor - Let the Seller Beware); your greatest assets are now transparency and true expertise.

  The new ABCs of selling are: Attunement (understanding your client's view), Buoyancy (staying positive after rejection), and Clarity (helping clients understand their problem).

  Don't just be a problem solver; be a problem finder. Use your discovery calls to help prospects identify needs they couldn't even name.

  Your goal is not to sell coaching; your goal is to serve the prospect. If you help them, the sale will be a natural byproduct.

  Use the Yes, and... improv rule on sales calls: Acknowledge a prospect's objection and build on it, don't just argue against it.

  Ditch the 30-second elevator pitch. Instead, develop versatile pitches like a question pitch or a compelling email subject line pitch.

  Your job isn't to overwhelm a prospect with options; it's to provide clarity, helping them feel confident in their decision to hire you.

  Use a Pixar Pitch (Once upon a time... Every day... Until one day... Because of that... Until finally...) to tell the story of your client's transformation.

  Selling is a transfer of your authentic enthusiasm and your calm confidence. If you believe in your service, they will too.

The Solopreneur's Guide to Ethical Selling

Daniel Pink proves that selling is a human-centered act of service. Our coaching program helps you build this mindset into a practical system, with scripts and frameworks that feel authentic, not salesy, so you can get clients by genuinely helping them. See how we guide founders in our AI coaching &  mentorship program.

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