We live in a world where buyers are more informed, more distracted, and more guarded than ever. Before a sales conversation even begins, most prospects already have their defences up. They are expecting pressure. They are bracing for a pitch. And subconsciously, they are preparing to say no.
Most business owners don’t struggle because their product is bad. They struggle because the moment they enter a sales conversation, they trigger resistance without even realising it.
In this episode of Business Built Freedom, we sat down with Kristin from Harper Co Sales Coaching to unpack a counterintuitive truth. People don’t hate buying. They hate how salespeople make them feel. Kristin explains why traditional, pushy selling is failing in today’s market, and how a more human, pattern-breaking approach creates trust, real conversations, and better clients.
Key Takeaways
- Copying old school sales tactics is a shortcut to being ignored. Buyers can smell a pitch coming a mile away
- Pattern-breaking creates connection. When you disrupt expectations, people drop their defenses
- Questions drive clarity. The best salespeople are the best listeners
- Relationships always outperform pressure tactics. Trust creates long-term revenue
- You attract better clients when you show up as yourself. Authenticity helps buyers decide if you’re truly the right fit
From Door-Knocking Rookie to Sales Coach: Kristin’s Journey
Kristin’s sales career started in one of the toughest classrooms possible. Door knocking. Selling printers, photocopiers, and anything he was handed, he quickly learned that scripts often worked against him.
The turning point came with one simple realisation.
People don’t hate buying. They hate how salespeople make them feel.
After more than 20 years in sales and coaching over 100 businesses through Harper Co Sales Coaching, Kristin now teaches teams how to sell without sounding like a salesperson. His approach is values driven, honest, and deliberately counter to the norm.
Because the norm isn’t working anymore.
Just like outdated sales scripts, outdated systems in business create friction instead of flow. The solution isn’t more pressure. It’s better design.
If your tech creates resistance, it’s holding you back. We audit your sales and operational systems to drive trust, clarity, and growth.
Breaking the Pattern: The “Crumpled Letter” Strategy
When a salesperson walks into a business, the receptionist has already made a judgement. They have seen the same posture, heard the same pitch, and felt the same energy dozens of times that week.
Kristin’s approach flips this expectation on its head.
He calls it The Crumpled Letter.
He walks in confidently and says,
“I’m Kristin Harper. I’m here to see John. I’ve got a crumpled letter for him.”
Curiosity replaces suspicion.
Inside the physically crumpled letter is a short, humorous note calling out the obvious.
“You’re probably wondering why this looks like it went through a blender. The truth is my sales messages are often unhelpful rubbish, so I screwed it up.”
That moment of honesty disarms people. It creates a pause. And in that pause, a real conversation begins.
Because when you break the pattern, the guard comes down.
Smarter tech creates better experiences. Break the pattern, simplify what’s bloated, and stand out. Let us help you build what’s next.
Human Sales: Why Authenticity Bears Aggression
Kristin teaches sales teams how to remove pressure from conversations. His rule:
Your goal on a sales call is not to close the deal. Your goal is to secure the next step.
He uses humor, honesty, and curiosity to make prospects feel safe.
“If I told you this was a sales call, would you throw your phone against the wall?”
It gets a laugh.
It starts a conversation.
It removes resistance.
People don’t want a pitch. They want to be heard.
The Power of Questions: How Sales Really Move Forward
Kristin’s approach is simply but powerful: ask better questions.
His process includes:
- Quickly disqualifying leads so he doesn’t waste anyone’s time
- Framing the conversation to lower defenses
- Asking about revenue, margins, challenges, team culture, and personal goals
- Digging into the “why” behind the problem, not just the symptoms
Sales isn’t about presenting
Sales is about understanding
Sales Without the Sleaze
The biggest issue today isn’t competition. It’s buyer fatigue.
People are bombarded daily with generic outreach. AI-written messages, and desperate follow-ups. Kristin believes that the high-pressure salesperson will struggle more than ever in the post-Covid world because consumers expect human connection.
What This Teaches Us About Business
- Pressure creates resistance
- Curiosity builds trust
- Systems should support conversations, not force outcomes
- Authenticity filters out the wrong clients and attracts the right ones
- Sustainable growth comes from alignment, not aggression
If you want to hear more from Kristin or explore working with Harper Co Sales Coaching, check out their work and upcoming programs.
Your systems should enable freedom, not force outcomes. If you’re ready to remove friction and guesswork, we’re here to help.
