All Episodes
Displaying 1 - 30 of 196 in total
Ep 197: A perfect example of how not to follow up
Wanna get ignored, want your buyers to turn into ghosts and your deals to get stuck? Then do this. Or if you don't, then do this: click the following link and get my h...
EP 196 - Diagnose, don't pitch
Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch w...
Ep 195: Are you underserving your people?
Because it might sound harsh, but if you're unable to sell your work, you don't get the sale, your buyer doesn't get the solution, and you don't get to serve them. I c...
Ep 194: Truth, fictions, and sales
Don't you just love the stories you tell yourself? Especially those about how likely a deal is to close, aren't they just the best? Oh, right. Get the details on Deal ...
Ep 193: The decision-maker? You might as well talk to the janitor
There's a reason why the Deal Diagnosis X-Ray playbook doesn't talk about urgency or budget or who is the decision-maker. Because if that's all you work with, you'll b...
Ep 192: Get ghosted less, get paid more
Yes, I know, you're a good person and you don't want to be a nag and you want people to just give you money so that you can do your work... But the world will never ki...
Ep 191: Should you spend time, or spend money instead?
Look, you can always replenish money. But time is gone once you've spent it, and if you spend time to save money, you just might be causing real harm to your business....
Ep 190: Quality not volume
Find out more about the Deal Diagnosis Coaching programme here: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programmeOf course the automated-l...
EP 189: Why the waiting game ruins your sales
Few things are as annoying and disempowering as seeing a pipeline full of deals, where for each deal you go "I'm waiting for my buyer to do XYZ". It's called playing t...
Ep 188: The marital art that can save your sales
Yeah you can talk and try to be clever and persuasive and stuff, but... does that work with your spouse? Right. So then why would it work with your buyer? 🤔---Get a sh...
Ep 187: "What do I do when a sales conversation doesn't really go anywhere?"
The default reaction of sellers and sales reps is to lean in and get more "persuasive". But that's just code for being pushy, so don't do that. Do a pattern-interrupt,...
Ep 186: Transactions, relationships, conversations and sales
The best way to lose a perfectly good sale? Go for the transaction, and watch your opportunity go poof. ---Get a short and helpful daily email by signing up at https:/...
Ep 185: Can you afford to win this deal?
There's a real risk to your operations and your ability to find better buyers, if you take on the wrong clients. And "I can't afford to lose this deal" is a red flag, ...
Ep 184: Interesting vs committed - Don't misread the signals
"Let's do it!" sounds great, but you want that to mean "I'll sign right now!". Whereas your buyer might be meaning to say "I like this a lot, tell me more". And if you...
Ep 183: I'd rather have a no than a ghost
Annoyance, frustration, avoidance... oh, and ineffective pipeline work that moves no needles. Such are the consequences of not getting rid of the duds. A pipeline full...
Ep 182: What if the dreaded 'no' is actually an invitation?
People generally worry and fret about a buyer saying no to the proposal, but if you think about it and you handle it well, you can actually treat it as an invitation t...
Ep 181: Deal Diagnosis X-Ray: What needs to happen next on this deal?
"Waiting for my buyer to reply" is the death knell of a healthy sales process. If you play the waiting game, you play the losing game. Map out your buyer intel with th...
Ep 180: Deal Diagnosis X-Ray: Choosing the deals to work on
Not all deals are created equal, and a lot of frustration in your pipeline work is down simply to choosing the wrong deals to work on. ---Get a short and helpful daily...
Ep 179: Deal Diagnosis X-ray Pt. 6: Happy ears and fooling yourself
Yeah they have the money and the urgency... but you don't have the signature yet and therefore you don't have a sale... yet. But if you act like you do, you'll probabl...
Ep 178: Deal Diagnosis X-Ray Pt. 5: Identify the Purchase Motivators
The wishes your buyer has, and the problems they want solved, that's only part of the story. You need to identify the real reasons - the Purchase Motivators---Sign up ...
Ep 177: Deal Diagnosis X-ray Pt 4: What are the buy-blockers?
Well yeah, of course you can take a course on objection-handling - just remember that you'll be learning how to argue better. Instead, ask your buyer about the buy-blo...
Ep 175: Deal Diagnosis X-ray Pt. 2: Empathy and making people feel seen
You don't get the deal if you don't get your buyer. Get The Empathy Edge: https://salesfornicepeople.com/academy/the-empathy-edge-mini-training
Ep 174: Deal Diagnosis X-ray Pt. 1: Where actually is this deal at?
Yes, you might think that your buyer is about to sign the contract, but that's just you. That might be not at all where the deal is at. And when dealing with buyers, y...
Ep 173: Deal Diagnosis X-ray Pt. 0: Do no harm
I'll say it again: Don't "follow up" with your buyers. If you do, you might actually be doing them harm. ---Go to https://salesfornicepeople.com/signup and you'll rece...
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...
