All Episodes
Displaying 1 - 30 of 171 in total
Ep 172: Introducing mini-training: Deploy Strategic Empathy
Next Monday starts a new mini-series that teaches you how to truly get your buyer so that you get the sale. ---Sign up to receive the chapters and PDF here: https://Sa...
Ep 171: What to say and not say when a buyer shows up late
Messaging matters, and "It's okay" is a terrible way to reply when a buyer says "Sorry I'm late"---Get a short and helpful daily email at https://salesfornicepeople.co...
Ep 170: It's more fun to get ghosted by Richard Branson
I mean you're going to get ghosted anyway, and it's a lot more fun if that's not by some small player over a small deal with a low price. ---Get a short and helpful da...
EP 169: How to create rapport before your very first meeting
Sure you can talk about the weather, or the game, but that's lame and perfunctory. Values are what create actual rapport, and the cool thing is that that rapport exist...
Ep 168: If you're a leader, you don't have a sales problem. You have a leadership problem
But, you know, only for the self-aware, and those who take ownership. If that's not you, then have fun sending yet another sales trainer at your team, to go and try fi...
EP 167: Your buyer is not an idiot
But when a buyer doesn't do what you hope or expect, or what they said they'd do, you feeling resentful or upset will not help you deal at all. ---Get a short and help...
Ep 166: Perspective-taking & don't try to share your vision
You don't get the deal if you don't get your buyer, and guess what: trying to get them see your POV does nothing for helping you understand them the way you need to. -...
Ep 165: "One of us is right, and the other one is you" 🤦
Of course, you wouldn't talk to people like that. But you just might be sending that exact message - and to the detriment of your sales results. ---Get a short and hel...
Ep 164: Why binary questions don't get you introductions
It can be fairly simple to get introduced to new and relevant people: You just ask. But *how* you ask matters a lot!---To find the people who can introduce you, check ...
Ep 163: Uncountable costs & people to avoid
"Yeah they're not so easy to work with, but the money is great!"Uhuh, yeah. Famous last words. 🤷---Get a short daily email to help you sell more here: https:SalesForNi...
Ep 162: People love to buy, they just loathe being sold to
Maybe you're different but I - and most everyone else - loves to buy things. So it's not about selling, but about making it easy to buy---Visit the Sales for Nice Peop...
Ep 161: Beware false positive: Never ask a buyer if they're interested
People buy things that are helpful, not things that are interesting. And if you ask your buyer if they're interested, you'll end up with a false positive and no sale. ...
Ep 160: Verbs, interrogatives, and binary questions
Can't get a sale if the conversation stalls... 🤷---But you can get a helpful daily email if you go here: https://salesfornicepeople.com/signup
Ep 159: Missing permission, the hidden deal-killer
Yes, you need to ask questions if you're going to land the sale. But better make sure you have permission, otherwise your questions might just scupper your deal. ---Ge...
Ep 158: Stop trying to get your buyer to say yes
Yes, I mean it. Don't go for the yes, because that's how you make your deals go stale. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup
Ep 157: Never ask your buyer for thoughts or feedback
Sure, you'll always need your buyer's input. But asking for thoughts or feedback sets you up to lose the sale - and there's a much, much better question to ask. ---Get...
Ep 156: "I just don't like selling" makes zero sense
I understand you might feel that way, but the good news is: it's because of a misconception about what (ethical) selling actually is. ---And to get a short and helpful...
Ep 155: Pushback on pricing? Maybe you're charging too little
Because hey, how often do discounts get you the sale? And when they do, how often are you actually happy with the deal?---Get a short and helpful daily email at https:...
Ep 154: Never follow up, never check in.
"Just following up..."That's code for: "Please ignore me"---Get not ignored with the daily articles you can get if you sign up here: https://salesfornicepeople.com/signup
Ep 152: Everything wrong with marketing and sales in one handy sentence
The fools. Don't they know that you don't need any hyping, if you want to sell something?---Get a short and non-hyping daily article here: https://salesfornicepeople.c...
Ep 151: How to sell when you're not in the room (The most important conversation in the sales process)
If you think that "sales happen in the context of a conversation" means just the conversations you have with your buyer, you're losing sales. ---Get a short and helpfu...
Ep 150: More sales? Have fewer conversations
Because hey, the majority of the people in your pipeline aren't going to buy anyway, so why would you want to talk to them? Just because you're telling yourself that t...
Ep 149: Everybody is always right in their own mind
No matter how illogical someone else's behaviour might seem, to them it makes sense. So when your buyer rejects your offer or suggestions, don't try and persuade them,...
Ep 148: Who else stands to win when this problem gets solved?
When a buyer decides to buy a solution to a costly complex problem, it's often a personal win. And if your deal is stuck, ask them who else would stand to win...---And...
Ep 147: Keep your messaging short
Your chances of winning a deal are inversely proportional to the size and complexity of your messaging. Keep it simple, keep it short. ---Get a helpful daily email at ...
Ep 146: Good news! You can stop chasing people now!
You noticed that, did you? That the more you try and chase a buyer, the more they seem to lean out, ghost you, be unavailable? Yeah, funny how that works. 🤔---Get a sh...
Ep 145: Any deals in your pipeline?
Those who struggle are the ones who are reactive where it comes to working on your pipeline and your deals. But those who make it a daily habit to tend to their people...
Ep 144: Don't be interesting - be useful, instead
All those positioning statements, and all the proof and accreditation and what have you...Who cares?Your buyer certainly doesn't. Because people don't buy things that ...
Ep 144: If you're pitching, are you sure you're not being conceited?
Think about it. You know very, very little about this new person... and now you think you can craft a message that will be just right for them? If you can, I want to k...
Ep 142: Things are bought, not sold
Nice people don't need to worry about "How am I going to sell my work". Ever. Instead, learn how to enable a buyer to buy. It's nice. And to get help with that, for fr...
