All Episodes
Displaying 1 - 30 of 223 in total
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
Ep 206: Hucksters who sell you hope: the market for something to believe in is infinite
I've had enough with all the sleazebaggery, all those people who try to sell you on the hope of more sales, but all they sell you is more noise in your calendar and mo...
Ep 205: I would help them but they're too far gone (Lead generation at a conference)
Apparently, pitching at people is now called 'sharing key takeaways'. If you want to not do things this way but you do want leads and sales, sign up for a short daily ...
Ep 204: Do nice people do cold outreach?
I dunno, you tell me. I consider myself a nice person, and yes I do cold outreach. And sometimes people even thank me for it, so... 🤷Meanwhile, get a short and helpful...
Ep 203 - Making assumptions? You're ruining your deals
But hey, go ahead and assume that what you *think* you heard, is what your buyer wanted you to hear. I'll be over here with the guys & gals who make sure they verify t...
Ep 202: KPI's, targets, and how to make your technical experts resent their job
So that sales trainer you hired didn't really improve things, and now your seller/doers are annoyed and frustrated as well. This is why. And this is what to hire inste...
Ep 201: How to land more sales by being dumb
Who'd have thought?It's smart to be dumb. Get dumber each day with a short and helpful email, over at https://salesfornicepeople.com/signup
Ep 200: Two questions to ask a buyer who became a ghost
Chasing doesn't work. Asking the right questions though, that does work. When your buyer ghosts you, ask them one of these two questions. And don't forget to sign up f...
Ep 199 - Are you sure more leads will solve your sales problem?
Last time I checked, "more" is not the solution to "too much". And if you already have too many people saying no or ghosting you, generating more leads is going to get...
Ep 198: Calibrated Nagging
Harsh? You bet.True? You decide. Is there a better way? Yep. Book a call with me, and I'll show you. Or, sign up for a daily email at https://salesfornicepeople.com/si...
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...
