{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Stop Selling. Start Solving. The Second Cornerstone of Ninja Selling","description":" Rob Nelson and Don Tennessen discuss Principle Two of Ninja Selling: Stop Selling. Start Solving. It\u2019s built on a simple truth that people love to buy, and they hate to be sold. They explore why most sales approaches push people away, triggering defensiveness and avoidance, and how Ninja flips that dynamic by creating value, asking questions, and building relationships that naturally attract clients. Rob and Don clarify that the goal is not to avoid a process or abandon structure. The goal is to redefine what selling is, to become the trusted guide who helps people decide. They draw a sharp contrast between persuasion and clarity, emphasizing that confidence is built through communication, anticipating needs, reducing surprises, and making the transaction feel \u201cgreased\u201d so the focus can stay on the human experience. A major theme is that real estate is uniquely emotional and complex because it is layered on top of life events like career changes, marriage, divorce, children, and moving routines and memories. That makes \u201cfabled service\u201d less about technical excellence and more about how clients feel during uncertainty. Don shares personal examples from selling rental properties and from a longtime doctor relationship to show what people remember most, the moments that communicate, I care about you, and I\u2019ve got you. The conversation ends with a practical reset. If you feel yourself selling, you likely stopped solving, and the fastest pivot is to ask a question and re-center on the client\u2019s next chapter. Key Takeaways People move away from sales pressure and move toward value, so the first goal is to stop pushing people away Stop selling is really about attracting clients instead of chasing them A Ninja mindset focuses on what you can give rather than what you can get The job is not to make people buy, the job is to help them decide Reputation replaces persuasion because what clients say about you is more powerful than what you say about yourself Value creation has two lanes, what you do during the transaction and what you do between transactions Clients want information, a clear process, consistent follow up, and fewer surprises Real estate is more complex than other financial transactions because it stacks on top of life change and emotion Fabled service is less about technical perfection and more about how you make people feel A moment of truth is when a client touches your process, so anticipate stress points and communicate proactively If you feel like you are selling, you probably stopped solving and started thinking about yourself The best pivot out of sales mode is to ask a question and return focus to the client and ask questions Strangers are only strangers as long as you let them be strangers, one meaningful conversation changes that The transaction is not the goal, it is the consequence of consistent relationship and service Memorable Quotes \u201cPeople love to buy and they hate to be sold.\u201d \u201cOur job isn\u2019t to make people buy. Our job is to help them decide.\u201d \u201cThe mindset of a salesperson is to get something from someone. The mindset of a Ninja is what can we give.\u201d \u201cReputation replaces persuasion.\u201d \u201cWhat do I have to do so they don\u2019t have to lay awake at night?\u201d \u201cA moment of truth is when your client comes into contact with your process.\u201d \u201cYou build confidence through clarity.\u201d \u201cIf I\u2019m solving, then I don\u2019t have to sell. If I\u2019m selling, I\u2019ve probably stopped solving.\u201d \u201cThe transaction is not the goal, it\u2019s the consequence.\u201d Links: Website: https:\/\/ninjaselling.com\/ninja-podcast\/ Email: TSW@NinjaSelling.com Phone: 1-800-254-1650 Podcast Facebook Group: http:\/\/www.facebook.com\/groups\/TheNinjaSellingPodcast Facebook: http:\/\/www.facebook.com\/NinjaSelling Instagram: https:\/\/www.instagram.com\/ninjasellingofficial\/ LinkedIn: https:\/\/www.linkedin.com\/company\/ninjaselling Upcoming Public Ninja Installations: https:\/\/NinjaSelling.com\/events\/list\/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public Ninja Coaching: http:\/\/www.NinjaSelling.com\/course\/ninja-coaching\/ ","author_name":"Ninja Selling Podcast","author_url":"https:\/\/ninjaselling.com\/ninja-podcast\/","html":"