All Episodes
Displaying 1 - 30 of 156 in total
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...
Ep. 141: How to make a buyer wrong and lose the sale
When people aren't buying into your idea, trying to persuade them is the opposite of what you should do. Because persuading just sends the message "I'm right, you're i...
Ep 140: What, actually, is a 'pipeline'?
Sure, go ahead and think of your pipeline as that place where you find the people that you somehow need to force through buying stages. Or, be nice people, and think o...
Ep 139: Beware the curse of the polymath
Sure, you can solve really challenging problems. But if you're not selling, maybe that is exactly the reason why?---Get a short daily email at https://salesfornicepeop...
Ep. 138: Sell a remedy, not a painkiller
Focusing too much on the pain your buyer is in can be a mistake. They need to see that you understand the cause of the problem, if they're going to buy. ---Get a short...
Ep 137: Why you need permission when selling
Because selling is something you do with people, not to people. And asking permission is fundamental if you want your sales process to be fun and as effortless as poss...
Ep 136: When a buyer says "Interesting!", you're looking at a false positive
If you happen to find the idea of Sales for Nice People interesting, the above would suggest I won't be able to help. But if you wonder if it would be helpful to learn...
Ep 135: Question the yes, because it's not a sale until the money is there
Sure, of course you want to cheer and celebrate, when a buyer says yes. But hold your horses, don't count your chickens. If you don't, you might just ruin the sale. --...
Ep 134: Pitch, waffle, or ask?
Whether you land the sale or not is largely up to how you handle the conversation. So you'd better not waffle, and pitching isn't recommended either...---Get a short d...
Ep 133: Traditional selling? You mean, robbing people of their autonomy?
Yup, that's what you're doing when you try to convince or persuade. Here's what to do instead. ---Get a short and helpful daily email at https://martinstellar.com/nice...
Ep 132: "How do I find strangers and turn them into customers?"
It's the most important question to answer, and it's really hard. But these 5 questions will make it easier. ---Sign up for a short and helpful daily email at https://...
Ep 131: Careful with the charity-trap, because Death By Charity is a real thing
And the nicer a person you are, the more you might be at risk. You've been warned 🤷---Get a short and helpful daily email at https://martinstellar.com/nice-people
Ep 130: Buyers are not liars
If buyers actually lie to you, it's probably because you're being too pushy and they just want the call to end. But when buyers say they'll do something and they don't...
Ep 129: How to lose a sale at the start of your first meeting
Do you enjoy listening to someone talking about themselves? Do you think your buyer does? 🤔---Get a short and helpful daily email at https://martinstellar.com/nice-people
Ep 128 - Value vs Values in your marketing narrative
Competing on quality and value is a frustrating tough slog... but if you give people a reason to like you, and connect with you based on your values? You get a massive...
Ep 127: Why a thought-provoking question is always better than a convincing argument
But hey, if you prefer trying to convince and persuade, go ahead. Smart people though, get more sales because they ask more and better questions. ---Get a short and he...
