How to Sell Without Feeling Icky: A Mindset Shift That Will Transform Your Business

Feb 12, 2025

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But what if you could reframe selling into something positive—something that actually helps your audience? That’s exactly what Paul Ross, sales expert, hypnotherapist, and host of The Influencer's Edge Podcast shared on The Blogger Genius Podcast.

Show Notes:

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The Biggest Myth About Selling

One of the first mindset shifts Paul introduces is this: you are never selling your product or service. You are always selling decisions and good feelings about decisions.

Your potential customers aren’t just weighing the pros and cons of your offer—they’re also battling their own doubts, insecurities, and decision fatigue. Today’s consumers are overloaded with choices, making it harder than ever for them to trust their ability to make the right decision. Your job isn’t to “sell” them something—it’s to help them trust themselves and guide them to a decision that benefits them.

Why People Struggle with Selling

For many creators, the real issue isn’t selling—it’s self-worth.

You might be thinking:

Is what I offer really valuable enough to charge for?
People can find free information online, so why would they pay me?
What if they think I’m just in it for the money?

Paul breaks this down: if your product or service truly helps someone improve their life, you are doing them a disservice by NOT selling it to them.

The truth is, people value what they pay for. When they invest in something, they are far more likely to take action and get results. If you give everything away for free, people may never take it seriously enough to make real changes.

Reframing Sales: You Are a Decision Service Technician

Paul suggests that instead of thinking of yourself as a “salesperson,” you think of yourself as a Decision Service Technician—someone who helps people make empowered choices.

How to Sell Without Feeling Salesy:

Help Them Trust Themselves
- Instead of convincing someone that your offer is great, help them feel confident in their ability to make a good decision.
- Example: “I’m here to guide you through the process so you can feel confident in your next step.”
Show Them the Possibility, Not the Fear
- Instead of focusing on pain points and pushing scarcity, open their eyes to what’s possible for them.
- Example: If you sell an online course on meal planning, don’t just talk about the frustration of dinner prep—help them picture the relief of never stressing about meals again.
Ask Thought-Provoking Questions
- People don’t always recognize their own needs right away. Guide them with questions that help them realize the value of what you offer.
- Example: “What would it feel like to have a clear plan for your blog’s growth over the next six months?”
Use Language That Builds Connection
- Avoid pushy sales talk and instead, use language that positions you as a guide.
- Example: “Before we begin our exploration together today, let’s pause. What questions naturally arise as you consider taking this next step?”

Overcoming the Price Objection

If someone says, “This is too expensive,” instead of getting defensive, Paul suggests reframing the conversation:

“You mentioned earlier that spending more time with your kids is a priority. What would it mean to you to have a system that gives you back an extra 5 hours a week?”
“I understand that this is an investment. What would make you feel confident in moving forward today?”

By redirecting the focus to the transformation and benefits, rather than just the price, you help your potential customer see the real value of what you offer.

Final Thoughts: Selling is a Service

If you take one thing away from this episode, let it be this: Selling isn’t about pushing a product—it’s about guiding someone toward a better version of themselves.

When you shift your mindset from “I need to make a sale” to “I need to help someone make the best decision for them,” everything changes. Your confidence grows, your audience feels more connected to you, and your sales increase naturally.

🚀 Ready to take action? If you struggle with selling, start by offering a freebie through MiloTree, where you can create an AI-powered opt-in page and start building relationships with your audience—completely free!

Also, grab Paul Ross’s free ebook and video training on overcoming objections at PaulRossBook.com.

👉 Let’s reframe selling and start seeing it as a gift you give your audience! What’s one shift you’ll make in how you approach selling? Drop it in the comments below!

Other Related Blogger Genius Podcast episodes You’ll Enjoy:

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