All Episodes
Displaying 31 - 60 of 218 in total
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...
EP 167: Your buyer is not an idiot
But when a buyer doesn't do what you hope or expect, or what they said they'd do, you feeling resentful or upset will not help you deal at all. ---Get a short and help...
Ep 166: Perspective-taking & don't try to share your vision
You don't get the deal if you don't get your buyer, and guess what: trying to get them see your POV does nothing for helping you understand them the way you need to. -...
Ep 165: "One of us is right, and the other one is you" 🤦
Of course, you wouldn't talk to people like that. But you just might be sending that exact message - and to the detriment of your sales results. ---Get a short and hel...
Ep 164: Why binary questions don't get you introductions
It can be fairly simple to get introduced to new and relevant people: You just ask. But *how* you ask matters a lot!---To find the people who can introduce you, check ...
Ep 163: Uncountable costs & people to avoid
"Yeah they're not so easy to work with, but the money is great!"Uhuh, yeah. Famous last words. 🤷---Get a short daily email to help you sell more here: https:SalesForNi...
Ep 162: People love to buy, they just loathe being sold to
Maybe you're different but I - and most everyone else - loves to buy things. So it's not about selling, but about making it easy to buy---Visit the Sales for Nice Peop...
Ep 161: Beware false positive: Never ask a buyer if they're interested
People buy things that are helpful, not things that are interesting. And if you ask your buyer if they're interested, you'll end up with a false positive and no sale. ...
Ep 160: Verbs, interrogatives, and binary questions
Can't get a sale if the conversation stalls... 🤷---But you can get a helpful daily email if you go here: https://salesfornicepeople.com/signup
