Business By Hormozi #158: The Power of Showing, Not Selling

How Jake Made More Sales by Saying Less

Jake had always been a talker. As a young entrepreneur, he believed that if he could just explain his product well enough, people would buy. He memorized every feature, rehearsed every pitch, and made sure to address every possible objection before a customer could even raise one.

But despite his efforts, sales were slow. People nodded along, but when it came time to buy? They hesitated.

One day, his mentor, a seasoned businessman named Ray, pulled him aside and said, “Jake, you’re working too hard.”

Jake scoffed. “Too hard? I’m just making sure they understand how great my product is.”

Ray smiled. “And that’s the problem. You’re telling them—it’s time to show them.”

The Lesson That Changed Everything

Ray handed Jake a brand-new smartphone. “This phone has a better camera than yours,” he said.

Jake shrugged. “Okay.”

Ray then took a picture with both phones and placed them side by side. The difference was undeniable. The new phone’s image was sharper, brighter, and more detailed.

Ray didn’t need to say a word. The proof was right there.

Jake got it. He had spent so much time talking about his product that he never let people experience it for themselves.

The Shift That Made the Difference

Instead of long explanations, Jake started letting his product do the talking.

• Instead of saying his software was “faster and more efficient,” he ran a live demo comparing it to the competition.

• Instead of telling clients his marketing strategy worked, he showed real data and testimonials.

• Instead of explaining why his fitness program was the best, he invited people to try it free for a week.

And the results? His sales doubled in a month.

Why This Works

People don’t buy based on logic alone—they buy based on what they see and feel.

• Telling someone your car has great acceleration is one thing.

• Letting them test drive it and feel the power is another.

Great brands understand this. That’s why:

• Apple doesn’t just list features; they let you walk into a store and try their products.

• Tesla lets you schedule a test drive with zero obligation.

• Nike doesn’t tell you their shoes are high-performance—they let the world’s best athletes prove it.

  
  

The Takeaway

If you want to sell more, stop talking so much.

• Let customers experience the product.

• Show results instead of promising them.

• Prove value through action, not explanation.

In the end, the best sales pitch isn’t a pitch at all—it’s letting the product speak for itself as Power of Showing.