Persuasion isn’t about pressure—it’s about serving. In this episode of 10-Minute Masterclass, Trey Sheneman unpacks the three sales techniques that top-performing teams use to pull people in, not push them over the edge. Drawing on insights from his time with brands like Dave Ramsey’s, Trey explains how authority, contrast, and commitment form the foundation of a high-converting, service-first sales approach.

Key Takeaways

• The best salespeople don’t convince—they help people conclude on their own.
• Authority means showing up as a teacher, not just an expert.
• Contrast creates clarity—good, better, best models help prospects choose.
• Micro-commitments (trials, quizzes, assessments) build momentum toward purchase.
• Emotion drives decisions—logic justifies them. Start with empathy.

Timestamped Highlights

[00:00] – Persuasion isn’t about pressure—it’s about pulling people in.

[01:00] – A service-first sales mindset: what Trey learned from Dave Ramsey’s team.

[02:30] – Why logic justifies, but emotion drives purchases.

[03:45] – Authority: Experts talk, but authorities teach.

[05:00] – Build trust with content and social proof.

[06:00] – Contrast: How pricing and product tiers increase conversions.

[07:30] – Why offering multiple options is more effective than yes/no selling.

[08:00] – Commitment: Pre-sell through micro steps and progressive engagement.

[09:15] – Recap: Authority, contrast, and commitment = persuasive selling

Want to work with Trey and his Team? Then go to Herald: 🔗 Herald – https://www.weareherald.co/  Want to connect with Trey for a follow up question?

Find him on LinkedIn: 🔗 https://www.linkedin.com/in/treyshen/ 

Are you ready for predictable growth in your business? Check out the COMPASS: 🔗 https://www.weareherald.co/compass 

Want to to learn Trey’s system for being a Fractional Growth Advisor and CMO? Grab the Training: 🔗 https://www.thecompassmethod.co/crashcourse 

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