The eye of the beholder.
Remember, nobody wants your product.
Nobody wants to talk to a salesman. Or sales lady.
Nobody wants to hear your pitch.
They just want to solve their problem.
They just want to get where they're going.
They have something on their mind, and your job is to listen to get that out of it.
So many people are so fixated on their own product that they completely forget that no one actually wants it.
I like this analogy.
You know, if you've had kids, you think your kids are the most beautiful kids ever when they're a little baby. And you should, because they are, for you.
And then you show your little baby to other people.
And I must admit, when I see other people's little babies, they all just look like a baby.
But the person, obviously, is so enamored with their baby that they tell you everything about them repeatedly.
It's the same with your product,
particularly if you're a founder.
You think it's amazing, you think it's beautiful, you think it's special.
You want to sell them a subscription or have them buy it.
What they just want is to figure out how to get to where they want to go.
So how do we square this circle?
I'm going to give you a task:
Next time you're in a pitch, do not mention your product at all.
Only if they literally ask you to pitch them, otherwise do not mention your product.
I guarantee you the less you talk about the product, the more likely they are to buy it.
No matter how much you love your product, don't speak about it.
I hardly ever mention the Sales Movement.
I talk about sales all day long.
And then people ask me about sales.
Your job is just to get them to talk to you about the problem that you're solving.
Remember, beauty is in the eye of the beholder.
What is beautiful to them is solving their problem.
Not your product, no matter how much you love it.
Ned
Content of the week:
In this episode, I’m sharing the five principles that will change the way you think about sales forever. From the importance of listening to mastering the art of persistence, and from selling with passion to constantly refining your skills, this is the blueprint for elite performance.
It’s time to stop settling for average and start chasing excellence.
Let’s build the habits, develop the mindset, and create the results that set you apart in 2026 and beyond.