Want to Close More Deals? Start Doing This

Hey, it’s your boy Mark Evans DM, and today I want to talk about something most people overcomplicate: selling. If you’re out there trying to push your product, your service, your “thing,” you’re doing it wrong. The truth is, nobody likes being sold to—but everyone loves getting help. So, what’s the key to selling without the sleazy, pushy vibe? Simple: stop selling and start guiding. 💥

Let’s break it down.

Are You Selling or Guiding?

When you try to sell something, it’s usually all about you. Your goals, your targets, your needs. But the secret to making selling easier is flipping that mindset around. Instead of focusing on what you need, focus on what your client needs. Your job isn’t to push them toward a sale—it’s to guide them toward the result they want.

Think about it like this: You’re not a salesperson; you’re a problem-solver. You’re the guide who knows the path to success and is simply showing them the way. When you guide, you’re building trust, and trust leads to sales. People don’t buy from people they don’t trust. So, stop pushing and start helping.

Why Guiding Works Better Than Selling

Guiding works because it’s client-focused, not you-focused. When you guide someone, you’re not just trying to close the deal. You’re listening to their needs, understanding their pain points, and offering real solutions. And when people feel heard and understood, guess what? They want to work with you.

I’ll give you a quick example: I had a deal a while back where I could’ve pushed hard to close. But instead of going for the sale, I just asked questions. I figured out what the client’s real issue was and guided them to a solution, which actually wasn’t my service. Now, you might think I lost a sale, right? Nope. That client ended up coming back later for a much bigger deal because they trusted me to guide them right.

It’s all about building that trust. People will come back if they feel you’re genuinely helping them.

How to Shift from Selling to Guiding

Alright, let’s talk about how you can make this shift in your own business. It’s not complicated, but it does take practice.

1. Start Listening More
   You can’t guide someone if you don’t know where they need to go. Ask questions. Really listen to what they’re saying. What are their challenges? What’s their ultimate goal? The more you listen, the better you can help guide them toward the solution they’re looking for.

2. Stop Talking About Features
   People don’t care about your product’s features. They care about what it can do for them. Focus on how you can solve their problem, not how many bells and whistles your service has. The more you can show them the result they’ll get, the more they’ll trust you to guide them there.

3. Offer Value Without Expecting Anything in Return
   One of the best ways to guide is to offer help without expecting anything back. Share your expertise, give advice, point them in the right direction—even if it doesn’t lead to a sale right away. This builds massive trust, and trust turns into loyalty.

4. Stay in Touch
   The guiding process doesn’t end after one conversation. Keep checking in with people, follow up, and make sure they’re on the right path. You’re not just trying to close a deal here—you’re building a long-term relationship. Consistency is key.

The Difference Between Selling and Guiding

Let me tell you, the difference between selling and guiding is night and day. When you’re selling, it’s a one-time transaction. But when you’re guiding, you’re building a relationship. And relationships, my friend, lead to way more opportunities than a quick sale ever will.

You’ve got to think long-term here. Would you rather be known as the person who sells stuff, or the person who genuinely helps people get where they need to go? The latter is how you build a legacy.

Action Steps to Start Guiding

Now that we’ve covered the basics, let’s get into some action steps you can take today:

1. Evaluate Your Current Sales Approach
   Take a hard look at how you’re currently interacting with clients. Are you pushing them toward a decision, or are you guiding them to the right solution? If it’s the former, it’s time to shift gears.

2. Reach Out Without Selling
   Pick a client or lead you haven’t talked to in a while and reach out just to check in. Don’t pitch anything. Just see how they’re doing and if there’s anything you can help with. Watch what happens when you make it about them, not you.

3. Ask Better Questions
   Next time you’re talking to a potential client, spend more time asking questions than talking. The more you learn about their needs, the better you’ll be able to guide them to a solution.

4. Follow Up
   The deal doesn’t always close on the first go. Follow up and stay consistent. Remember, guiding is a long-term game, not a short-term hustle.

Wrapping It Up

So there you have it: the key to making selling easy is to stop selling altogether. Start guiding. Become the trusted resource people come to when they need help. When you shift from being a salesperson to a problem-solver, you’ll see the difference in your results—and in how people view you.

If you want to win in business, it’s all about playing the long game. Guide your clients to success, and you’ll see that success come back to you tenfold.

- Mark Evans DM