David Newman drops some serious truth bombs about why traditional sales tactics feel so gross—and what to do instead. He breaks down his "relationship-first" approach to business, explains why being divisive with your values is actually your competitive advantage, and shares how to escape the feast-or-famine cycle that keeps so many video businesses stuck. This isn't about tricks or scripts—it's about becoming the kind of person clients naturally want to work with.

Key Takeaways

Your values should filter clients in AND out—stop trying to convince everyone and start attracting the right ones
The feast-or-famine cycle happens when you're focused on the next sale instead of building genuine relationships
Being "divisive" with your beliefs isn't political—it's strategic positioning that saves everyone time
Sales doesn't have to feel pushy when you lead with service and let your values do the filtering

About David Newman

David Newman, CSP. David is a Certified Speaking Professional®, a popular keynote speaker, and the author of the new book, Market Eminence: 22 Strategies to Build a Bold Personal Brand, Become a BusinessCelebrity, and Drive Unstoppable Growth. He works with founders, mid-marketCEOs, and professional services firms who want to play bigger, grow faster, and become a category of one. David's previous books are Do It! Selling, Do It! Speaking, and Do It! Marketing (an international bestseller translated into six languages). David is also the host of the globally ranked top 1% podcast, The Selling Show, with over 500 episodes.

In This Episode

[00:00] Welcome to the show!

[03:47] Meet David Newman

[11:11] Question Based Selling

[18:17] Be Fully Present

[23:04] How To Deal With Ghosting

[26:15] Market Eminence

[32:41] Be More Of Yourself

[46:06] Connect with David

[48:31] Outro

Quotes

"Don't worry about being a better salesperson, be a better person." - David Newman

"We are not in the convincing and persuading business. We are in the filtering and sorting business." - David Newman

"Action eliminates fear. Doing anything is better than doing nothing." - David Newman

"Your sales process is not a matter of convincing and persuading—it's automatic filtering and sorting based on your point of view, your beliefs, your values." - David Newman

Guest Links

Visit David Newman's website to learn more about his work and services.

Check out The Selling Show, David Newman's podcast

Follow David Newman on social media: LinkedIn, Instagram, Facebook, YouTube, and X (Twitter).

471. Why Your Values Are Your Best Sales Tool with David Newman