Selling Through Suggestion: A Better Way to Connect and Convert
- Manny Joshua
- Apr 25
- 6 min read
Let’s face it—nobody wants to be “that” sales person. You know the one: pushy, awkward, and more interested in closing a deal than having a real conversation. But on the flip side, you do want to sell products. So how do you do that without losing your authenticity or making people uncomfortable?
One word: suggestion.
Selling through suggestion is a strategy rooted in conversation, listening, and simply seeing if the person grabs on to what you’re offering. It’s a way to discover if someone is a warm lead for a more direct conversation—without ever needing to feel like you’re pitching.
It’s about communicating in a way that’s comfortable for you and for them. Most people don’t know how to do this, so they either push too hard and feel weird about it, or they don’t take action at all. But there is a better way. And it starts by asking: “How can I communicate what I’m trying to say in a way that feels good to me and respects the other person?”
If you’re using a direct sales strategy and want to learn how to have more business come to you, without being forceful, here’s a simple four-step framework to get you started.
Step 1: Start the Conversation in a “Relationally Direct” Way
“Relationally direct” means you treat people like human beings—but also don’t beat around the bush. Get to the point, but in a way that feels good to both of you.
One of the best ways to do this is with a question. Personally, I like to ask a question under the context of a poll, where I’m gathering feedback or insight. It makes people feel important (because they are), and it’s true—I genuinely want to know how people think so I can make better business decisions.
Let’s say you’re in the clean product space. You could say:
“Hey Trevor! Quick question. I’m running a poll and I figured you and Macy might have some insight. You guys are into clean products, right? Like skin care, vitamins, cleaners, stuff like that?”
Or if it’s more specific, it could sound like:
“Hey Trevor! Quick question. I’m running a poll and figured you’d have some insight. You’re into clean and quality supplements, right (like vitamins, protein, etc)? Or are you more into generic, over-the-counter stuff?”
This tells you right away if the conversation is even worth continuing. If their values don’t align with what you sell, that’s fine. No harm, no foul, no awkwardness.
Note: This can happen in a casual conversation too—someone might mention they’re looking for what you offer. Instead of jumping in with a pitch, you can circle back later using this approach.
Step 2: Ask Value-Driven Questions—and Tell Them Why You’re Asking
Once someone potentially identifies with what you could offer, your next step is to understand how they think. That’s where value-driven questions come in. These are questions that make the other person feel like an expert, and they give you real insight into whether or not this person is a potential customer, or not.
And here’s the key—tell them why you’re asking. When people feel like they’re helping you, they won’t feel like they’re being sold to.
For example, if they say they’re into clean household products, you could follow up with:
“That’s awesome! I figured you guys were into that. This could be more of a question for Macy, but what are the top products that you guys focus on keeping clean in your house? And what got you guys thinking in that direction? I’m asking because I might be picking up a few clean brands, and I’m just trying to understand what drives people so I can make the best decisions.”
Or if you’re talking about supplements:
“That’s awesome, I thought so! What are some of the top supplements you’re using? And how have they been helping you? I’m asking because I might be picking up a couple supplement brands, so I’m trying to find out what people are using, so I know what product to promote more than others.”
These kinds of questions aren’t about leading the person—they’re about discovering. And whether or not they become a customer, you’re learning how people think, which makes you better at your business.
Also, saying "you might be" turns this into a hypothetical situation, which decreases pressure a ton as well.
Depending on the flow, you might ask one or two follow-up questions like:
“That’s awesome! I agree with you—these days you have no clue if what’s in the bottle is the same as what they say on the label. Was there anything in particular that got you guys thinking that way?”
“That’s awesome! I’ve been hearing a lot about omega-3 and multivitamins. Good for you for being proactive with your health! What would you say drives you the most to a brand—price, quality, a combination? Or something else?”
If it feels right, you can even ask:
“So if you were to switch brands, what would make you switch? Like what would the new brand have to bring to the table? By the way, I really appreciate this—it’s super helpful.”
Stick to two or three questions max. You want it to feel like a conversation, not an interrogation. And always let people knwo you appreciate the help, again...people LOVE feeling helpful.
Note: This part takes practice. It might feel awkward at first, but once you get a few reps in, it gets easier—and you’ll find your own style.
Step 3: Propose a Hypothetical Promotion to Spot Warm Leads
By now, you’ll usually have a pretty good sense of whether this person is someone who might be interested in what you’re doing.
This is where suggestion really shines.
Instead of pitching, you bring up a hypothetical scenario. This keeps the pressure low and gives the other person room to suggest themselves into what you’re offering.
“Thanks again—really appreciate this. This has been super helpful! Last thing: I’m thinking about running a promotion, but not sure if it’s a good idea. Would love your feedback. What we’re thinking of doing is making people aware of the brands, giving them an option to try a mini kit, and if they like it, we’ll give them 10% off their first purchase. In your opinion, is that enough to draw attention to the brands?”
You could say anything here as far as the promotion goes—trial kits, training sessions, babysitting services, whatever. The idea is to find out if they’d ever invest in the type of thing you’re offering. If you offered it, would they be the type of person that's interested?
If they say yes? You’ve found a warm lead.
If they say no? Great! Now you know. No pressure, no weirdness.
And the guy in the back says...."WOO HOO!"
For the no’s, you might say:
“Perfect—this has still been super helpful! I really appreciate you taking the time.”
For the yes’s:
“Awesome—really great feedback. I appreciate it. I’ll put this in front of our team. If we do end up running that promotion, I’ll keep you in the loop if that’d be helpful!”
Notice how you’re positioning yourself as helpful and informed, not desperate.
Step 4: Circle Back—Casually and Confidently
A few days later, follow up with your warm leads. Let them know you took action and give them an easy way to engage.
“Hey! Wanted to thank you again for all the insight you gave—definitely helped a lot. We ended up running that promotion I told you about! Let me know if you’re interested in one of the sample sets, and I’d be happy to drop the details on what’s in them. Or if you may know someone that would be! If not, totally cool—the conversation we had was helpful enough!”
Again—low pressure. This is about returning the favor and keeping them in the loop. Because they already showed interest, this kind of follow-up feels organic.
Also, sometimes when you say "or if you know anyone," it reduces pressure and takes all desperation away. It tells them that you're not hunting for them. and gives the person who's not really interested a way to bow out without losing face by saying something like "I'll ask around for you!" This typically means they won't (although sometimes they do), but they at least get a nice way out that's no harm no foul!
Final Thoughts: Get Your Reps In
This isn’t about being a slick talker—it’s about connecting.
This strategy works especially well in direct sales because it removes all the pressure and weirdness from the conversation.
But like anything, it takes practice. It may take 100 conversations before it starts to feel like second nature. That’s okay. That’s normal. If professional athletes take thousands of swings to improve their batting average, why should business be any different?
Commit to the process. Keep learning. Keep refining.
And most importantly—keep being yourself.
Because the best version of “selling” is really just connecting with the right people, in the right way.
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