Most salespeople pitch too hard or drop prices. This episode teaches how to sell confidently—by assuming the sale and asking the right questions.
What if your next big sale didn't come from pitching harder… but from showing up like a hero?
In this episode of East Trade Winds, we sit down with Paul Kirch, founder of Sellience and BOSS Academy, to explore "assumptive selling"—a mindset shift that puts service and strategy before sales tactics.
Paul believes selling is emotional. When you truly understand what your buyer is going through, you become more than a vendor—you become a trusted guide.
🎤 What You’ll Hear:
Paul shares how he developed the Askology Method, a proven question-based system that unlocks buyer motivation, builds rapport, and reveals deep-seated needs. You’ll also learn how assumptive selling creates momentum by assuming the role of a helpful partner—not a pushy seller.
🔍 Key Topics Covered:
✅ Why Assumptive Selling Works:
Confident sellers who assume they're there to help don’t come off as aggressive—they feel like partners. It’s not about arrogance—it’s about service-driven certainty.
✅ The Askology Method – Four Types of Questions:
✅ Order Takers vs. Order Makers:
A barista that just fills your order is replaceable. One that recommends a better drink you’ll love? Memorable. Paul explains how proactive engagement creates value.
✅ The Dessert Experience:
Don’t just offer value—show it. Create irresistible, sensory-rich experiences that spark emotional desire, loyalty, and upsells. Think dessert tray vs. "want dessert?".
✅ Confidence Without Pressure:
True confidence in sales comes from preparation and purpose. Paul shares a story where one powerful question turned a no into one of his largest clients.
📘 Free Resource:
Download Paul’s free Askology eBook:
👉 Askology Method – Free eBook
🙋♂️ About the Guest:
Paul Kirch
🎯 Sales Consultant, Trainer, Speaker
🌐 PaulKirch.com
🔗 Connect with Paul on LinkedIn
Founder of Sellience and BOSS Academy, Paul empowers businesses to use smart questions and confident assumptions to boost revenue, deepen relationships, and increase close rates.
🤝 With Thanks To:
📣 This episode is proudly supported by Canada Growth Network — helping Canadian entrepreneurs connect, grow, and thrive. https://canadagrowthnetwork.com/
👥 Want to engage with more thought leaders like Paul?
Join our next East Trade Winds Tuesday event from 8–9 AM EST.
📩 Let’s Talk
Got a question, idea, or guest suggestion?
Reach out to us at info@kreativinsight.com
Call to Action
▶️ Watch the full YouTube replay now:
Ask Better Questions, Sell More Using Assumptive Hero
💬 Drop your thoughts in the comments. What’s your favorite type of Askology question?
📲 Connect with Paul here or visit Sellience.
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Register now to network, learn, and grow your business.
Disclaimer: Please note that the East Trade Winds podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.
It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.
It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.
