After 25 years in my Sales Career I’ve discovered that most business owners don’t have a sales problem. They have a “talking about themselves too much” problem. I spent decades in sales learning this the hard way. We’re taught to explain the product. Present the features. Handle objections. And convince people why they should buy. But great selling works almost completely backwards. Dan Martell recently shared the attached infographic below and is a great reminder to remember the following key points: 1. Forget your product. Find the pain. Don’t pitch. Diagnose. 2. Press the pain. Then sell the dream. What is the problem actually costing them? Money? Time? Stress? Missed opportunity? Then show them what life looks like on the other side. 3. Give the price. Then shut up. This one is painful for salespeople. Say the number. Then resist the overwhelming biological urge to spend the next 90 seconds negotiating against yourself. 4. If there’s doubt, go back to the pain. Don’t immediately defend your features. Ask better questions. Because objections often mean the gap between where they are and where they want to be isn’t clear enough yet. And there’s a bigger lesson here: The best salespeople aren’t professional persuaders. They’re professional diagnosticians. They understand the problem so well that the solution becomes the logical next step. That’s exactly the kind of skill we’re going to practice inside my Skool Community called… “The Dealmaker League.” It’s a new FREE online community for business owners, consultants, executives and sales professionals who want to get better at: → Selling → Negotiating → Presenting → Networking → Dealmaking → Using AI to become more effective at all of the above Not by watching another 47 hours of content. By getting reps in. Because you don’t become a better dealmaker by knowing more. You become one by practicing more. Repost this if someone in your network needs the reminder.

Reply to this post with: Your name and what you do (one line — no elevator pitch necessary, that's what the rest of this place is for). One deal, pitch, or conversation you're trying to get better at right now. One thing you're surprisingly good at closing — brag a little, it's allowed. Everyone: like the intros that resonate. That's not just courtesy — it's literally how points and levels work here. The members who engage the most, level up the fastest, and unlock the most. Might as well start now.