Selling is not something you do to someone Meaning Factcheck Usage

Context

In the book, Tracy isn’t just talking about technique; he’s drilling into the mindset required for long-term success. He places this idea early on because if you get this wrong, all the closing techniques in the world won’t matter. You have to believe you are a value-adder first, a salesperson second.

Usage Examples

So how does this look in the wild? Let’s say you’re in SaaS. Instead of listing features (“We have 256-bit encryption!”), you ask, “Are you worried about your team accidentally sharing sensitive client data?” You’re doing something for them—solving a security anxiety. Or in B2C, a financial advisor doesn’t push a high-fee fund; they ask, “What does a comfortable retirement look like for you?” They’re working for the client’s dream. This approach is gold for coaches, consultants, founders, and anyone whose reputation depends on trust.

To whom it appeals?

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FAQ

Question: Doesn’t this “servant” approach make me seem less authoritative?
Answer: Actually, it’s the opposite. True authority comes from demonstrated expertise and empathy. People trust advisors who put their interests first.

Question: How do I apply this if I have strict sales targets to hit?
Answer: It seems counterintuitive, but this is how you hit those targets sustainably. You trade the pressure of the single sale for the lifetime value of a loyal client who refers others. It’s a long-game strategy that pays off massively.

Question: What’s the first step to shifting to this mindset?
Answer: Reframe your opening. Before any meeting, ask yourself: “What is the single biggest problem I can solve for this person today?” Let that question guide the conversation, not your product brochure.