Sales Without Selling
How Founders, Consultants, and Experts Win Customers by Being Useful Instead of Pushy Calvin MurthyBy Calvin Murthy
Length7h 2m
About this audiobook
**Sales Without Selling: A Consultative Approach for Founders, Consultants, and Freelancers Who Hate Traditional Sales**
Calvin Murthy remembers the first sales call he ever made for his own business. Determined to sound professional, he filled the conversation with buzzwords, rehearsed pitches, and aggressive selling techniques that felt completely unnatural. When the call ended, the prospect declined to move forward. Murthy realized he had spent forty-five minutes trying to perform the role of a salesperson instead of helping someone solve a problem.
That experience became the foundation of this book. Sales Without Selling is written for skilled professionals who love their craft but dislike the pressure, manipulation, and theatrics often associated with traditional sales. Whether you are a consultant, freelancer, coach, designer, therapist, or founder, this book shows how to win clients by being useful rather than persuasive.
Drawing from more than a decade of experience building a successful consulting firm, Murthy walks readers through every stage of the client acquisition process. He explains how to conduct discovery conversations that uncover real needs, qualify prospects effectively, ask better questions, and identify situations where the best decision is to walk away from a deal.
The book also covers pricing conversations, proposal creation, objection handling, and follow-up strategies that maintain professionalism without creating pressure. Readers learn how to discuss fees confidently, communicate value clearly, and build trust through honesty rather than persuasion tactics.
At its core, consultative selling is not about convincing someone to buy. It is about helping potential clients make informed decisions. Sometimes that means working together. Sometimes it means recommending another solution entirely.
Packed with practical examples, scripts, and real-world case studies, this book demonstrates that effective sales can feel natural, ethical, and aligned with your personality. You do not need manipulative techniques to build a thriving business. You need clarity, curiosity, preparation, and a genuine commitment to solving problems. Those qualities are often more powerful than any sales tactic ever invented.
Audiobook details
GenreBusiness and Economics
Length7 hrs 2 mins
Narrated byListen with 1,000+ voices
FormateBook with Audio
LanguageEnglish
Table of contents
1Introduction
2Introduction
3The Sales Problem for People Who Aren’t Salespeople
4The Customer Conversation That Doesn’t Feel Like Sales
5Qualifying Brutally: Saying No to the Wrong Customers
Show all chaptersShow less
6The Discovery Call That Earns the Right to Pitch
7The Five Questions That Surface the Real Problem
8Listening as a Sales Technique
9Proposing Without Pressure
10Pricing Conversations Without Apologizing
11Handling Objections by Hearing Them
12The Follow-Up Cadence That Doesn’t Feel Like Stalking
13Closing Cleanly Without Manipulative Tactics
14Selling High-Ticket Engagements ($10K and Above)
15Selling Low-Ticket Volume Products Without Tricks
16The Referral System That Most Founders Miss
17Inbound Sales: Converting Curious Visitors Into Customers
18Outbound Sales: Cold Outreach Without Being a Spammer
19Sales Calls Over Zoom: What Changes
20The Pipeline Math That Tells the Truth
21Selling When You Hate Selling: The Internal Game
22Building a Sales Practice That Scales With Your Business
23Selling Through a Recession or Slow Quarter
24Selling to Procurement, Legal, and Finance — The People Who Aren’t Your Buyer
25Selling When the Prospect Is in Crisis
26Selling Productized Services: A Different Kind of Conversation . 121 When You Lose a Deal: The Postmortem Practice
27Selling Across Cultures and Time Zones
28The Slow Re-Engagement of a Dormant Pipeline
29Selling a Renewal or Expansion Inside an Existing Client
30Selling Inside Your Own Head: The Daily Practice
31Selling Through Your Writing: Inbound That Actually Converts
32Selling When Your Reputation Has Been Damaged
33A Short Catalog of Mistakes I Have Personally Made
34Conclusion
35Appendix: Twenty Questions Founders Actually Ask Me
36About the Author
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