Selling Tips For People Who Hate Selling

How to sell without feeling pushy, stressful, or inauthentic.

Imagine you dread selling—too much pressure, too much push. That’s how many of us feel. Today, we welcome Mark Kempf, author of Unfurl Your Sales, who shakes things up with his “Quoin” principle—a gentle, respectful way to build long‑term client trust without the stress of aggressive tactics.

With over 40 years in insurance sales, Mark has seen it all—and he knows the shortcuts don’t work. Instead, he invites us to slow down and personalize. In this episode, he walks us through real stories of turning awkward sales moments into authentic connections. You’ll hear how one small, thoughtful question or gesture can open client doors and lead to lasting relationships—without ever feeling sleazy.

We chat about how to align your sales journey with your values, why “steady drip” wins over hard pitches, and how to measure success in satisfaction, not just numbers. It’s about selling smarter, not harder.

Key Topics Covered:

• The Quoin principle: its origin, meaning, and how to practice it step by step
• Real‑life stories where calm and consistency paid off in insurance sales
• How to shift from performance‑based pressure to value‑aligned conversations
• Tips for measuring success through client satisfaction and loyalty, not just quotas
• How to build trust gradually, even when selling feels uncomfortable

Guest’s Links & Resources:

• Mark Kempf’s Website & Book: Unfurl Your Sales
• Mark Kempf on LinkedIn

Acknowledgments & Thanks:

Special thanks to Carl Richards from Podcast Solutions Made (for expert support), Fred Crouch, aka the Property Wizard Podcaster, Jovan Strika from @Hive coworking, Melanie Webber, my business partner, and Wayne Pratt from Motive8U Inc., who co‑hosts and coaches with me.

Hosts:

• Bernie Franzgrote
• Wayne Pratt

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Disclaimer: Please note that the Knack 4 Business podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.

It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any par