Why We Still Need To Sell

Why We Still Need To Sell

Watching some of the “luminaries” in almost any authority market space makes it tempting to believe that if we just pop up a website (with some decent content and offerings), we should be beating off clients and buyers with a stick.

But there’s more to authority than even brilliant content—and it’s what some consider a dirty word: selling. Which is why Jonathan and I make the case for embracing a modern way to sell your authority:

How to use empathy and consultative driven sales to fast-track growing your authority footprint and your revenue.

Learning what your people care most about—including how they talk about it, act and buy—so you can meet them where they are.

Why sales is mostly listening vs. talking—and why introverts can be natural masters of selling.
Developing a sales mindset that not only tightly serves your target market, but also reflects who you are and how you work best.

Why the need for connection and human relationships remains unchanged—and how “selling” fills that need.


“There’s no shortage of bad examples of selling.”—JS

“The core question we ask ourselves is: how do I (sell) in a way that uses my time in the right ways and is still giving value to my audience?”—RM

“The key word is empathy. You need to have empathy with your ideal buyer.”—JS

“The “game” isn’t to sell this thing, the game is to get the person’s wants and/or needs met and to have a meeting of the minds about what that outcome is going to be.”—RM

“There’s a type of person I relate to better than other types of people I relate to, so it’s way easier to produce desirable outcomes for people I have a natural affinity for.”—JS

“What you’re trying to do when you’re selling is you’re trying to make a connection.”—RM

“Having conversations, building empathy (with your ideal buyer) and helping them achieve their goals—to me, that’s selling.”—JS

“We want someone who gets us, who understands us—whether it’s a product, a service or a productized service, we want something that really speaks to us.”—RM

“If you don’t like the idea of sales you’re probably thinking of it as talking, but really, it’s mostly listening.”—JS


The Secret of Selling Anything

Never Split The Difference


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