The Real Secret to Selling with Confidence? Stop Selling. Start Inspiring.
Selling is tough—especially when what you're offering isn’t a product in a box, but ideas, expertise, and people. That’s exactly what Brian, agency founder and self-proclaimed left-brain/right-brain hybrid, unpacked during our fourth webinar in the series. He was joined by Ross MacKenzie, a seasoned sales leader with 30+ years in the game and a passion for helping sellers unlock what he calls “the outcome of the outcome.”
Together, they tackled the messy reality of modern sales: how it’s often rooted in insecurity, driven by quotas, and bogged down by feature dumps. And more importantly, they showed how it doesn’t have to be that way.
Selling Isn’t About Products—It’s About Possibility
Early on, Ross broke down what’s wrong with conventional sales: when you sell like a vendor, you’re interchangeable. But when you help someone imagine a better future—faster processes, less stress, more wins—you become essential. That’s the heart of the “outcome of the outcome” framework. It’s about moving beyond the surface ask (“I need more leads”) and into what that really unlocks: a better team, stronger performance, a promotion, even peace of mind.
Two Calls. Two Outcomes. One Big Difference.
To drive the point home, Brian and Ross ran two live, unscripted roleplays. In the first, Brian sold like most people do: features, stats, name-drops. It was fine. But it didn’t land.
In the second, Brian took a different route. He asked thoughtful questions, listened, and painted a picture of what Ross’s business could look like if his pain points disappeared. The conversation transformed. It wasn’t a pitch—it was a partnership forming in real time.
So, What Does Selling with Confidence Actually Look Like?
By the end, Brian and Ross boiled it down to four game-changing actions:
- Show up—fully. Not physically. Energetically. Clear your head. Make every call feel like it matters.
- Paint the picture. Don’t just talk benefits. Help people see themselves winning.
- Quantify the win. Tie your value to real outcomes—money saved, time gained, goals crushed.
- Ask why they bought. Learn from what landed. Use it to refine and evolve.
Takeaway? Confidence Doesn’t Come From Your Deck—It Comes From Curiosity.
The best salespeople aren’t the flashiest or the loudest. They’re the ones who listen hardest, think differently, and genuinely want to help. If you can meet people where they are and lead them to where they could be—you won’t just close more deals. You’ll open more doors.
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