All Episodes
Displaying 1 - 30 of 235 in total
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...
Ep 220: "When salespeople call me, I hang up. What are they doing wrong?"
Salespeople are just doing their job. Problem is, the vast majority of sales people are unfortunate enough to have a crappy job. ---Go to https://salesfornicepeople.co...
Ep 219: "What is wrong with people?! I know they need my help but they're just not buying"
Yeah ok, fine. Go ahead and try to sell your thing to your buyer. Or, do what nice people do - smart people too, actually:Make it easy to buy. ---A short daily article...
Ep 218: Nice people don't handle objections
In the end, objection handling is just code for making people wrong. Look for buy-blockers instead, and help you buyer get around them. ---And don't forget to sign up ...
Ep 217: "How much outreach is enough?"
It's not that interrupting a stranger is bad, or that nice people don't do outreach. It's that we do it in a thoughtful way, where we first pay the cost of spending ti...
Ep 216: Don't abide indecision. Your buyer has enough on their plate
It's a disservice to allow indecision. And you want to serve your buyers, right? Then get them to a decision, yw. ---And get yourself a short daily article at https://...
Ep 215: It's not a deal until you've discussed money (AKA don't invent eggs)
We all want to believe that there's a great future ahead of us. But if you create that future by assigning deal values too early, that future is a fabrication, an inve...
Ep 214: Sudden decompression sucks, AKA conversations are better than leads
Raise your hand if you got the reference to Space Quest. Or if you're fed up with 'leads' that don't turn into sales. Check out the MYNO workflow here: https://salesfo...
Ep 213: They're selling you a corporate mistake!
True story: If you force your sales people to have more meetings, they end up having beers with their high-school buddies who work for your client, and then they put i...
Ep 211: Why state a price in the first meeting
I mean if money is going to be the obstacle...Don't you want to find that out, as early as possible?---Get a short and helpful daily email at https://salesfornicepeopl...
Ep 211: Lead generation is such a pedestrian problem to solve.
Unrelated: the more needy a seller seems, the more wary to be. And don't all those lead-gen boiz and girls just look needy as hell, with all their automated screeching...
Ep 210: You can't automate your way out of a skills deficiency
You can't out-advertise a missing USP or ICP definition. And you can't out-automate an inability to sell your work. But you can get smarter every day with a short dail...
Ep 209: If not now, then when?
It's a pain in the ass to be on the fence, and when your buyer can't decide, their situation is worse than it ought to be. And the right question will be an act of ser...
EP 208: Does it do my thinking for me?
It's not that AI is a bad idea for your sales process, but if you actually want to relate better to people, I don't think you should outsource your thinking. Check out...
Ep 207: Go slow Otherwise, I have a bandwagon I can sell you
bUt iT wOrKs! Does it though? Are you quite sure?Get advice that does work, with a short daily email: https://salesfornicepeople.com/signup
