Archives for March 2019

How to Sell Without Being Salesy

When I entered into this market a few years ago and attended business events and conferences, I always wondered:

“Why are people so hard-core salesy on stage? Why are they forcing me to run to the back of the room to purchase their program?”

It felt so sleazy, that I felt like I needed a shower after these conferences! When I started speaking, I vowed that I would NEVER make an audience feel that way.

Now – I’m not saying that “selling” is bad or evil. In fact, if you have a product or service that helps people, it’s your job to get it in the hands of your audience. However, there’s a way to do that without being overly salesy. Watch the video for the full framework.

Tip #1: Know The Story Braid Framework

The first step is to use the Story Braid Framework. This should be the structure for each talk you give.

You start with the heart, then give them content by teaching their minds on what to do, give them a call to action (hands), and then close with the heart.

If you do not have access to the Story Braid Framework be sure to click here to download it!

Tip #2: Don’t Tease Them, TEACH Them

The #1 mistake “salesy” speakers make is they tease their audience. They don’t give any content away and teach, they tease how amazing their content is going to be…only if you pay. So their entire talk is just a sales pitch.

The better alternative is to TEACH them, and not tease them. You should teach them the methodology on what it takes for them to get results in their lives and being able to show them how to move a step in the right direction. Teaching them how to move to a more desirable state in their finances, businesses, relationships, wealth, or whichever niche you’re in.

Sooo how do you sell WHILE giving away your content?

Tip #3: Embed Throughout Your Presentation

As you’re teaching your content, EMBED two things throughout your presentation: case studies and stories.

You should embed case studies and stories of people using what you teach, and what their results were – be it in their business, relationships, finances, etc.

Once you embed these stories, the audience will want to go deeper with you, and it will NOT feel forced in any way. Rather than “dangling a carrot,” you will be perceived as offering a hand of help, and it will be up to them to take it or not.

This reminds me of one of our clients…

He didn’t want to be slimy, so he was reluctant to make an offer from stage.

We started working together, and we advised him to embed stories and case studies throughout his presentation. Once he made these changes, he converted an audience at 37% with a $5,500 offer – and he didn’t ONCE feel salesy through the entire process!

There was a quote by Tom Ziglar, who’s the son of Zig Ziglar. He said, “you have a moral obligation to have people go deeper with your products and services because your products and services are what’s going to change their lives.” You can do it from a place of not being salesy and sleazy – and you do this by teaching and not teasing.

You’ll also want to be following the Story Braid Framework to properly structure your presentation, and you’ll want to click here to download it.

So go out, and make it happen!

-Pete Vargas


How to Overcome Stage Fright

Studies tell us that there are people who would rather DIE than get on stage, and speak publicly.

At the start of my career, I may have been one of them…

I can still remember the very first time I spoke on stage in front of a few hundred people.

I was terrified.


Holding the mic with two hands, and sweating.

I was also afraid what everyone would think of me.

In short – I was suffering from crippling stage fright. After that experience, I knew I had to figure out how to overcome this.

Stage fright is by far one of the most universal human fears, and in today’s pos,t I will outline seven tips I personally use to overcome it.

Tip #1: Have Clarity on These 3 Things…

Before you hop on stage, you must know these three things…

1 – The problem you solve.

2 – Who you serve.

3 – Your Signature Talk to that audience.

Clarity must be formed around these three integral aspects before you even hop on stage. Knowing these will boost your confidence as a speaker and is the starting point to overcoming stage fright.

Tip #2: Own Your Story

My story is my story. Your story is your story.

No matter how much competition you feel is in your niche or industry, the one thing no one can duplicate is your personal story.

This is one thing that is unique to you, so make sure to OWN it and don’t be shy about expressing it.

Tip #3: Practice, Practice, Practice

This was crucial. Nothing makes you more confident than preparation.

I practiced in my home. I practiced in front of my kids, I practiced in front of my wife, I practiced in front of my team. I practiced in a one-on-one conversation. I practiced in a small stage with five people, low stakes, high practice.

The more you practice in a low-stakes environment, the more comfortable you’ll feel when it comes to the actual stage.

Tip #4: Have a Pregame Routine

I have a pre-game routine before I get on every stage, and it’s become a ritual ever since I started doing it a few years ago.

My pregame routine has me looking at my one signature talk and going through it and imagining it, the crowd in it, and just really focusing on delivering something powerful.

I then pray. I spend a lot of time visualizing the impact that I’m going to make on that crowd. I make sure to focus on the crowd because it’s about them, not me.

I then dance. I dance a little bit before I get onstage, I loosen up and I get excited.

And then, it’s go time!

My pregame routine does not have to be your pregame routine. The important thing is that you should have one that works for you!

Tip #5: Find the SMILES 🙂

Once I’m on stage, I find someone on the left side of the crowd with a smiling face. I then find someone in the middle on the right who also are smiling.

From there, whenever I look in that direction, I look at that specific person in the crowd and talk as though I’m having a one-on-one conversation with them. I talk to them like I’m talking to my wife or my best friend.

I find the people who are radiant. Those who are “leaning in” and have great body language, and I make sure to focus on them the entire time.

Tip #6: Just Breathe

I am so grateful for one of my coaches who taught me this, which is to BREATHE.

It sounds simple, it sounds like common knowledge, but it’s something a lot of us forget to do. One of the reasons you get shaky and your knees get shaky is because you’re not breathing, you stop breathing.

Remember to always breathe on stage.

Tip #7: Own the Stage

The last thing I do is own the physicality of the stage. When I step on that stage and I look right, I look left or I look in the middle my physicality is confident.

Whatever you feel, your audience will feel.

If your physicality is confident, then they’ll be confident in what you’re saying.

Bonus Tip: The Root of Stage Fright

Since stepping out on stages myself I’ve realized, that ultimately the root of stage fright is that we’re in our own heads thinking about ourselves and what other people are going to think about us – INSTEAD of focusing on how we are going to serve the audience.

If you want to overcome stage fright, get out of your own head and start thinking about those who you serve!

Now, you might be thinking – this is all GREAT Pete, but what do I say when I’m on stage?

You need a Signature Talk.

If you don’t have one yet (or wish to improve your current one), click here to download our Story Braid Framework, and find out how you can get my team to help map yours out for you – FREE!


-Pete Vargas