Dennis Yu

Selling Is Not Convincing People, It's Helping Them.

The following is a guest post by Dr. Drew Vercellino from Chico, CA.

“Selling is not convincing people, it’s helping them.”

When I first heard that statement from Shawn back in 2016 at a BDC sales workshop, I thought my brain glitched. The last time I was “sold”, I went into a Motorcycle store just to look around and ended up riding off in a brand-new Suzuki GSXR! That meant another monthly installment, increased insurance payment, and dealing with the fears of riding, not only from myself but of my family as well. How was this helping me? 

The motorcycle was definitely not something I “needed,” so, of course, I put all the blame on the salesperson for pushing me through that process, running a credit check, and convincing me of how convenient a motorbike was compared to driving when it came to traffic. Traffic was hardly an issue because the farthest I usually drove was about 15 miles, but his description of how the bike would allow me to avoid slowdowns seemed so convincing, I had to have it.

Eventually, I owned up to the purchase and accepted that I made the decision to buy the bike, however, that experience left a sour taste in my mouth. I got “sold” and it sure didn’t seem to help me. At this point, my mind was racing and we were barely 5 minutes into the workshop and I started to regret being there. 

“How am I going to be able to sit through and learn how to put someone else into the same situation I was in, regretting a buying decision because it didn’t help me solve a problem because I didn’t even have a problem to solve!”

But what he said right after changed the entire ballgame:

“As long as you’re doing it with integrity and have your prospect’s best intention in mind.” 

This was the key that I had been missing when it came to the mindset of the salesperson. I always knew I wanted to help people with the service I provide as a chiropractor, however, my mindset around sales was one of negativity and regret. The workshop continued on with tons of other valuable gems and advice but that key phrase in the beginning literally changed my life.

At that point in my career, my business was struggling and what was even more disheartening was that I wasn’t helping anywhere near as many people as I could. So I decided to take Shawn’s advice and make a shift in my mindset around sales to one of helping with integrity and then it happened: my business began to take off. I was determined to make sure the sales process for my future patients was one that would help them feel comfortable and confident in their decision to move forward and less likely to feel regret and question their buying decision. 

I began by implementing a thorough pre-qualification phone consultation where we discuss everything from what they’ve tried to what they can expect regarding their financial and time commitments before they ever set foot in the office. This made the entire process a breeze because when people walked into the office, there were no surprises! Not only did this build a HUGE trust and credibility factor with my patients, it made follow-up conversations regarding referrals (my next big implementation factor) that much easier. I literally increased my business 5-fold within just 2 months and I’ve been steadily growing ever since. 

My business is now thriving, even in these strange times, and what’s so exciting and motivating is that I get the chance to continue to help more people. I don’t think I’d be able to serve people through my business had I not made that switch in mindset. I actually have these phrases hanging in my office for the last 4 years as a reminder that mindset is key to growth and success. Every time I start a new blog, email, or enter into a sales conversation, I look up to remind myself. 

Dennis Yu

Dennis Yu is co-author of the #1 best selling book on Amazon in social media, The Definitive Guide to TikTok Ads. He has spent a billion dollars on Facebook ads across his agencies and agencies he advises. Mr. Yu is the "million jobs" guy-- on a mission to create one million jobs via hands-on social media training, partnering with universities and professional organizations. You can find him quoted in major publications and on television such as CNN, the Wall Street Journal, Washington Post, NPR, and LA Times. Clients have included Nike, Red Bull, the Golden State Warriors, Ashley Furniture, Quiznos-- down to local service businesses like real estate agents and dentists. He's spoken at over 750 conferences in 20 countries, having flown over 6 million miles in the last 30 years to train up young adults and business owners. He speaks for free as long as the organization believes in the job-creation mission and covers business class travel. You can find him hiking tall mountains, eating chicken wings, and taking Kaqun oxygen baths-- likely in a city near you.
I'm a member of Blitzmetrics Academy and a friend of Dennis to boot. Not only is Dennis highly intelligent and full of great and creative ideas, he's also incredibly generous with both his knowledge and his time. Success couldn't come to a better guy. Thank you for all that you do for the world, Dennis! 🙏

Michael Pacheco


Thanks 🙏 for being shining light in this industry. Love what your building for works overseas too network for jobs so innovative. Dennis helped me navigate having bad experiences with marketing agencies and doing dollar a day marketing which has helped my personal brand tremendously. Highly recommend.

Eric Skeldon

Founder at Kingdom Broker

Working with Dennis has been a delightful experience. After meeting him in 2015 I got to collaborate with him on countless occasions. His understanding for state-of-the-art marketing, his implementation, and his leadership put him into the top 0.01% of marketers and mentors.

Jan Koch

Ihr kompetenter Partner für innovative KI-Strategien.

I had the pleasure of interviewing Dennis for my podcast in 2021 and since then we have maintained a friendship that grows with each interaction. I have seen Dennis' devotion to his friends and clients firsthand, and our conversations often result in us talking about how we can provide more value to the people around us. He is someone whom I can ask questions on a technical level, and look to on a personal level. If you have any hesitancy about hiring him, get over yourself and do it!

Isaac Mashman

Help scaling personal brands.

Geez, where do I start recommending Dennis? First, he is an absolutely brilliant marketer who understands where marketing is today and where it's going tomorrow. He also has an incredible passion for the International Worker community. The lessons he has taught me from his almost 20 years of experience hiring International Workers have been immense. Most importantly though. Dennis Yu is someone who wants the absolute best for you and is willing to tell you the truth. Dennis sat with me at a point in my business where I was floundering but did not want to admit it. He asked some very straight forward questions to get me to admit my issues, highlighted the issues, and then helped me create a roadmap to success.

Atiba de Souza

International Keynote Speaker | Video Content Superman | Superconnector |

Dennis, which I had the pleasure of working with is one of the most giving, honest and tell you as it is person I ever know. The knowledge this man has is remarkable and he just gives it out freely. He is not pretentious and always entertain anyone big or small in the industry always willing to help. If you ever get a golden opportunity to work with him or mentored by him say YES!. You will notr regret Dennis, which I had the pleasure of working with is one of the most giving, honest and tell you as it is person I ever know. The knowledge this man has is remarkable and he just gives it out freely. He is not pretentious and always entertain anyone big or small in the industry always willing to help. If you ever get a golden opportunity to work with him or mentored by him say YES!. You will not regret

Nixon Lee

The PR Whisperer

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