All Episodes
Displaying 1 - 20 of 239 in total
Ep 170: BRB Assets Incoming
Can't justify preaching but not practising. And you can't justify creating assets without leveraging them. SFNP Daily is going to take a few weeks off, and meanwhile y...
Ep 269 - Lose the sale, win the relationship
A sale can still happen later, so long as the conversation continues. But it won't if you let the convo and the relationship die. ---Get a short and helpful daily emai...
Ep 268 - Everybody is always right
Yes. Here too, questions are the answer. --- Get a short and helpful daily email at https://SalesForNicePeople.com/signup
Ep 267: And you'll never see me write a proposal
There's better ways than writing proposals, if you have an offer that you want your buyer to pick up and pay for. ---Get a short and helpful daily email over at https:...
Ep 266: Because why would you want to compromise your values?
This is how you solve the good egg-problem, that pesky thing where your values prevent you from landing more buyers---Get a short and helpful daily email at https://sa...
Ep 265: Slowth
I mean, they're all zigging. Might as well zag, instead.---Get yourself a short and helpful daily email at https://salesfornicepeople.com/signup
Ep 264: "Martin I know you don't like AI, but..."
Oh I don't mind AI, it's just a tool. But what I don't like is when it is used by fools. Don't be a fool, you know?---Check out the Deal Diagnosis X-Ray tool over at h...
Ep 263: "Does that sound fair?"
Buyers come with built-in skepticism and it's your job as the seller to create trust. And focusing on fairness is a great way to do just that. ---Get a short and helpf...
Ep 262: Learn how to own and operate the word no
The more things you say no to, the better those things that you say yes to. But if you say yes to everything, your life gets filled with crud and clutter that really y...
Ep 261: Quality thinking is never a waste of time
Quality thinking works, and it works a charm for your pipeline and your deals. ---Sign up for a helpful daily email at https://salesfornicepeople.com/signup
Ep 260: Will this activity get me the next conversation?
You can spend your time only once and if 'more sales' is the goal, then you'd do well to simply focus on generating more conversations. ---Get a short and helpful dail...
Ep 259: "Should it be called Deal 'Diagnosis'?
Q: Have you ever managed to properly remedy something, without doing a decent diagnosis of the problem first?---Get a short and helpful daily email by signing up at ht...
Ep 258: How to enable the secondary sale
Nearly always, your buyer has someone in their world whose opinion matters to them. They'll go and have a conversation about your offer... and if your buyer isn't prep...
Ep 257: What is required for you to want this solution?
Traditional sales teaches that you have to ask a buyer "What is required to move forward on this?" and that's wrong. Check the recording for a much better, much more h...
Ep 256: "How thoughtful!"
It's nice to take care of people. Makes for a fun and effective sales process, as well. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup
Ep 255: In a world where AI vomits crud at us...
You might think I'm against the tool, or the technology, but I'm not. I'm against mindlessly using tech, because it's sloppy and it disrespects your audience. --- I'm ...
Ep 224: 90% of everything is crud. Don't be 90%
Playing the game of averages is going to get you average results. Unless you have deeper pockets than everybody else, which you probably don't. So, forget about playin...
Ep 223: Where do your sales hurt?
If you start your first meeting with a buyer by pitching... is that actually a form of malpractice?Because it's your duty to help them buy if they ought to... but that...
Ep 222: The power of co-creating proposals
I mean, you want your proposal to get you the sale, right? Well, then is there a better proposal than the one that your buyer gets to have a say on?---Get a short and ...
Ep 221: Never let your emails do your selling
Email is a great communication channel, but it's completely useless for selling your work. ---Get a short and helpful daily email by signing up at https://salesfornice...
