Many entrepreneurs use negatives to make a sale. But why sell fear when you can sell opportunity, and why sell pain when you can sell growth? Dan Sullivan reveals why positive messaging attracts the best clients, how ambition fueled by principles keeps you young, and why your community determines your growth. Learn why the most successful entrepreneurs never retire—they just keep reinventing themselves.

Here’s some of what you’ll learn in this episode:

• How selling is both an intellectual and emotional activity.
• Why fear isn’t something to avoid—but a sign you’re growing.
• The mindset shift that keeps successful entrepreneurs innovating.
• How Strategic Coach® accelerates growth for already successful entrepreneurs.
• The surprising link between ambition, aging, and fulfillment (and how to stay "young" at any stage).

Show Notes:

Most sales pitches use fear—but fear attracts the wrong clients and limits your growth.

Selling has two parts to it: intellectually connecting people to a desirable future result, and

then emotionally engaging them to take action to achieve that future result.

To be effective, a sales pitch has to be both convincing and compelling.

Instead of pitching that you can remove a negative, focus your pitch on amplifying something positive.

You're ambitious because of your passion. You'd like to see your passion have an impact out in the world.

Who you surround yourself with determines your trajectory: growth-oriented people keep you young, while stagnant people age you.

Status entrepreneurs, as opposed to growth entrepreneurs, eventually run out of ambition.

Ambition is driven by strategy. Growth is driven by principles.

Your principles are your way of being.

The moment you retire from fear, you also retire from excitement.

Fear and pain go together, as do opportunity and growth.

The biggest thing you're putting at risk when you're growing is your own past.

In the Strategic Coach community, you're not the exception—you're the norm.

Resources:

10xTalk Podcast with Dan Sullivan and Joe Polish

Anything And Everything Podcast with Dan Sullivan and Jeffrey Madoff

The Mindset Scorecard by Dan Sullivan

The 4 C’s Formula by Dan Sullivan

Growing Great Leadership by Dan Sullivan