---
title: How To Succeed Without Selling, Meet Diane Helbig
description: Diane Helbig knows the pushy sales gimmicks of the 90's are over. Learn how to make bigger sales faster without being pushy on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/Diane%20Helbig-the-sales-podcast-wes-schaeffer.png
---
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Jul 31, 2020
# How To Succeed Without Selling, Meet Diane Helbig
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Sales is a verb, but you must learn as you go.
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- The [new ABCs of selling](https://thesaleswhisperer.com/blog/abcs-sales-and-marketing-automation-step-one-attract/) are NOT Always Be Closing!
- Always Be Curious
- Dale Carnegie was the great communicator but he'd ask a great question then shut up and listen
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKE5Lc6QzCgn%2BuLsxMVTV86L%2Fm%2F%2FXEecdprLzCY2F4fWPLYx3kwnW4pVcZTQEP37q3jDo5gBIpViL8vubWvlVGMYJUQOJnJKUax8%2Fs0TEQ73vLMBSLsNaAusoYbQP4RRWdW7CWq54xSkzbiTuHLvzBRXVP2CN1YNpEt%2F6bufC9ER%2Bd8IRh0FVJKP%2BY3v4z%2Bti33aZkRDOeA&webInteractiveContentId=178194433547&portalId=443614)
- You have to prospect but it's about setting a meeting
- Cold prospecting can work but if you do it just to sell something you'll struggle because it's all about you vs. them.
> Sales is a verb but do it with an eye towards learning."
- Preparation and delivery matter
- How to find the decision maker: "Would you mind telling me your decision-making process?"
- If the most logical conclusion is that we can help them we ask them to go to the next step
- You need to have a sales process to ensure this flows smoothly
- Be in the conversation
- The questions must flow
- Write them out
- "Have you considered a budget for this?"
- "Have you used a company like us before?"
- Ask questions when you have permission.
- Marketing is about credibility and awareness
- Be careful balancing activity vs. productivity
- Focus on relationship building
- Put your high school info on your LinkedIn profile and network with them because they'll trust you
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Buy her book, "[Succeed Without Selling: The More You Think About Selling, the Less You Will Sell](https://amzn.to/2BM7ZO8)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/when-to-close-the-sale-selling-skills-vs-pushy-punks)
[Closing the Sale](https://thesaleswhisperer.com/blog/topic/closing-the-sale), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)
## [How To CLOSE The Sale Today: Selling Skills vs. the Hard Close](https://thesaleswhisperer.com/blog/when-to-close-the-sale-selling-skills-vs-pushy-punks)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
The internet is making salespeople soft, both literally and with their selling skills. Sitting on...
[Read more](https://thesaleswhisperer.com/blog/when-to-close-the-sale-selling-skills-vs-pushy-punks)
[](https://thesaleswhisperer.com/blog/do-you-plan-on-making-a-decision-today)
## [Do You Plan On Making a Decision Today?](https://thesaleswhisperer.com/blog/do-you-plan-on-making-a-decision-today)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Oh crap!" You need one of those WHATCHAMACALLITS that Amazon Prime either doesn't deliver or can't...
[Read more](https://thesaleswhisperer.com/blog/do-you-plan-on-making-a-decision-today)
[](https://thesaleswhisperer.com/blog/r.i.p.-the-3-reasons-you-need-to-master-sales)
## [R.I.P. (The 3 Reasons You Need To Master Sales)](https://thesaleswhisperer.com/blog/r.i.p.-the-3-reasons-you-need-to-master-sales)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Sales Is Dead?
[Read more](https://thesaleswhisperer.com/blog/r.i.p.-the-3-reasons-you-need-to-master-sales)
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