Juan Carlos Sanchez BalzaMotivational Speaker

El Secreto de Brian Tracy Para Vender // Margarita Pasos

25 Aug 2022 · 0 min

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In this interview, Brian Tracy shares his core sales philosophy that positions the salesperson as a helper rather than a manipulator. He emphasizes a service‑oriented, win‑win approach where the seller’s primary goal is to improve the client’s life or work. Tracy outlines a low‑pressure, consultative process: start by thanking the prospect, state that you won’t try to sell, and ask a series of open‑ended questions to understand the prospect’s current situation, goals, and challenges. This approach builds trust, removes sales pressure, and allows the seller to propose solutions that genuinely help the client achieve their objectives faster and at lower cost. Margarita Pasos reflects on how adopting this mindset transformed her view of sales, turning it into a passion that positively impacts both her life and others’. The dialogue illustrates how ethical, question‑driven selling can dramatically increase sales performance while maintaining integrity.

Constantly I say to my sales audiences, I've spoken to maybe 5 million people in thousands of seminars all over the world. I say to them, see yourself as a helper, not as a salesperson, but as a helper. Your job is to help this person to improve the quality of their life or work in some way.
And that's why you helped me fall in love with sales. Yes. Once I found that it was a win-win and like a position of service. Yes. Because most people think about salespeople like, oh, he wants, you know, to manipulate me or lie to me. And then when I started learning from you, I truly fell in love with sales. It changed my life and it helped me change other people's lives.
Yes. That's— and it's so wonderful because if you're not— if you're trying to help them, then you have no pressure. And so you can even start off by saying, I used to, I learned this, I still remember, you start off by saying, thank you very much for your time. In our meeting today, I am not going to try to sell you anything. I am just going to ask you a couple of questions so that I can understand where you are coming from and what you want to achieve in the future. And how we can help you achieve that faster and at a lower cost. Would that be okay with you? And every single person I ever spoke to said, "Yeah, you mean you're not going to try to sell me?" I said, "No, I just need to understand where you are today and where you want to be in the future, and we'll look and see what we can do to help you get there." Faster. I said, well, that's great. I said, for example, I would need to ask you, and I ask a question, and then I would need to ask you this, and I'd ask another question, and I would need to know what you are doing in this area now, and how is that working for you? So there's no pressure at all. It's very open, it's very relaxed, it's very respectful, and I I began to make more sales than I ever dreamed possible. I began to sell more in a month than I could sell in a year before. Because the whole focus was not to manipulate people or to persuade people to buy something. The whole focus was to help them, to improve their life in some way.
Awesome. I love it. And that's again why I fell in love with sales.