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How to Sell Without Selling: Consultative Sales Strategies That Win Trust [Episode 202]
Description
How can you sell high-ticket offers without chasing—or losing control of the conversation?
In this episode of the CEO Sales Strategies Podcast, host Doug C. Brown speaks with leadership coach and former tech CEO Sue Heilbronner about how to close more premium deals by letting go of the outcome.
Sue introduces the concept of passionate ambivalence—the ability to care deeply about helping the buyer, while staying unattached to whether or not they say yes.
If you're tired of overexplaining, defending your value, or discounting to win the deal, this conversation will help you lead sales conversations with more clarity, confidence, and trust.
In this episode, you’ll learn:
✅ How “passionate ambivalence” builds pricing power
✅ Why over-caring creates tension—and kills trust
✅ How early qualification protects your time and brand
✅ What it means to lead a sales conversation without attachment
🎧 Listen to the podcast episode → https://ceosalesstrategies.com/how-to-sell-without-selling
📌 Don’t forget to subscribe for more weekly conversations with high-performing B2B experts.
#salesmindset #HighTicketSales #ConsultativeSelling #FounderSales #EmotionalIntelligence #SalesLeadership #SueHeilbronner #CEO #B2BSales
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