All Episodes
Displaying 1 - 30 of 94 in total
Ep 94: "Being in love with your product makes selling effortless!"
Haha, no it doesn't. What it does do though, is turn you into a self-involved nuisance your buyers want to run away from. But, you know, you do you.---Get a short dail...
Ep 93: "I just don't like having to do sales calls!"
It's a simple, but very powerful - and helpful, service-oriented - change in perspective. Click play to find out what to do, instead of having sales calls. ---Get your...
Ep 92: Who are you looking to become?
"People don't buy products - they buy a new version of themselves"~Steve JobsSo, what is that new version of the self, that your buyer acquires when they buy from you?...
Ep 91: What are you even saying?
If you use jargon and high-brow complex talk with your buyer, you're showing off. Oh, and you probably lose the sale, as well 🤷---Get my book Sales for Nice People at ...
Ep 90: How to ensure you get ghosted and your deals die
You gotta followup if you want to get the sales, but there's a way of following up that almost guarantees that you get ghosted, and another way that makes it highly li...
Ep 89: Should you 'price above resentment'?
When your prices are high enough, you'll never feel resentful, no matter what your client asks. Congratulations: You get to make more profit, and you get to serve your...
Ep 88: Does your business exist to right wrongs?
Some people just want to sell things, others want to make things better, but my favourite people are in business in order to right wrongs. And if that's you, you'll fi...
Ep 87: Never ask a buyer how they're doing
You only have so much time scheduled, and since you're the steward over the sales process, it's on you to make sure that both you and your buyer get the most out of yo...
Ep 86: Diagnose before prescribing
You don't have to - and you shouldn't - try and convince or persuade. Instead, become so good at diagnosing problems, that buyers enroll themselves. ---Get a short dai...
Ep 85: Agendas and framing (How to start a sales conversation)
Time is precious, so you'd better make sure you don't waste yours, or that of the buyer. ---Get a short daily email on ethical selling at https://martinstellar.com/nic...
Ep 84: "But Martin, people just won't pay what my work is worth!"
Maybe, but that's only one kind of people. I'd say ignore them and focus on the rest, instead. ---Sign up for a short and helpful daily email at https://martinstellar....
Ep 83: You're charging too little for your work!
Oh, you're not? You charge what your work is really worth? Odd. I've never met anyone who does. Btw you can get my book Sales for Nice People here: https://martinstell...
Ep 82: How does this sales coaching thing work?
Questions, questions, questions. Better questions get you better answers. Better questions get you moving deals forward faster, and closing more of them. Want to exper...
Ep 81: Telling your buyer what's right for them vs letting them choose
Why would you want to tell people what's right for them, anyway? That's not what nice people do, is it?Indeed. What nice people do when they want to sell, is learn Sal...
Ep 80: How long do you wait for a buyer to show up?
Whatever you do, make sure you respect and protect your time, and require that from others, too. ---Get my book Sales for Nice People at: https://books2read.com/b/sale...
Ep 79: Why you?
You can run ads, outreach campaigns or do content marketing, but unless you know with precision and from the horse's mouth why people should choose you, nothing you do...
Ep 78: Values are not a hippy-thing: They're crucial in ethical selling
Heard on a podcast: "Values are a hippy-thing, but they're kinda useful in selling". Haha. They might be sales pros, but they have no idea... 😄---Get my book Sales for...
Ep 77: What you sell vs what people buy
You could be forgiven for talking about what you provide or deliver. But, your buyer wants you to talk about what that actually gets them. ---Want to learn Sales for N...
Ep 76: "Are you going to buy this, or not?"
Yeah, erm... I'll bet you want your buyer to answer that question, but it's kinda the wrong question to ask, you know?---Get my book Sales for Nice People at https://m...
Ep 75: "How do I stop getting ghosted?"
Erm yeah, that's like asking how to get the eggshells out of your omelette. And this is asking if you want to read a book on Sales for Nice People: https://martinstell...
Ep 74: "I just don't know how to sell myself!"
Luckily, you're not selling yourself. Instead you sell a solution, an outcome, and you sell your buyer a new version of themselves. ---Get my book, Sales for Nice Peop...
Ep 73: Fears, frustrations, and the case for using 'empathy-lenses' in your sales process
You don't get the deal if you don't get your buyer, and empathy is the key to properly understanding someone. Use the 5 questions in this episode to dramatically impro...
Ep 72: Do you have a 'no-list'?
If you don't you'd better make one. Because life is much too short to deal with the wrong kind of buyer or client. And to get my book Sales for Nice People, visit http...
Ep 71: Good ideas? Volunteer nothing!
When you have a good idea for people, it means you're in the right and they are in the wrong. And you're telling them what to do, and nobody likes that. But people do ...
Ep 70: Can selling be fun?
Yup, definitely. This video helps, and so does my book Sales for Nice People: https://martinstellar.com/book
Ep 69: Selling, service, and solving the 'good-egg problem'
Good eggs often struggle with selling, because they don't want to compromise their values. That's what I call the 'good-egg problem', and you solve it by making your s...
Ep 68: How to send emails that help your sales instead of getting you ghosted
Email is a powerful tool, but only if you use it right. And if you try and make your email do your selling for you, you get ghosted. Today's episode presents a very us...
Ep 67: Incompatible currencies
It's one of the easiest ways to lose a sale, when you try to trade in 'incompatible currencies'. But once you watch this episode, you'll know how to avoid it. And once...
Ep 66: Give them questions, not answers
Oh sure, you need to answer your buyer's questions. But you'll get far, far more done in your sales process if you give people the right kind of questions. To get the ...
Ep 65: "How do I encourage people to buy?"
Instead of encouraging, which is just another way of telling people what's good for them, ask questions that help people encourage themselves. Nice, easier, gets you m...
