All Episodes
Displaying 31 - 60 of 94 in total
Ep 64: Serving your buyers starts *before* the sale
Oh for sure, it's wonderful when you get to serve your clients and do great work for them. But for that to be possible, they first need to *become* clients. And if tha...
Ep 63: Announcing Sales for Nice People, the book!
After years of writing daily articles, dozens of podcast episodes and thousands of hours learning psychology, human nature, behaviour, as well as coaching and training...
Ep 62: Say less and get more sales
The more you talk, the less space your buyer will have to think about buying. And you want your buyer to buy, right? Right. Then stop saying so many words.Sales for Ni...
Ep 61: To bully, or not to bully?
Well no, of course you don't bully your buyers into buying. But you do want to land the sale - so, I wrote a book for you, it's called Sales for Nice People. You can g...
Ep 60: Do your buyer a favour: ask for the sale
Tension builds up, the closer your buyer gets to making a decision. It's a helpful act of service to relieve that tension, and you do that by asking for a sale. Want a...
Ep 59: Followup, entitlement, service
If you don't follow up with people, and they don't buy, are you actually serving them? To get a free copy of my upcoming book Sales for Nice People, visit https://mar...
Ep 58: Do you know how to L.I.V.E.?
If your buyer talks about their problems, and you straight away go into offering your help and solution, it can be said you don't know how to L.I.V.E.Today's episode e...
Ep 56: Sales for Nice People book delayed (plus recommendation for authors)
Got some feedback from a friend about writing useful books, and she's right. Which is why the book release is delayed. But, you can get on the release list and be noti...
Ep 55: How to reply to "Send me some information?"
Careful when a buyer asks you to send some information. Chances are that saying yes and sending something, is exactly why the deal will fall through, and then you don'...
Ep 54: Ask your buyers for their budget? Great, now they're going to lowball and haggle
Instead, you want to give your buyer context and a pricing bracketAnd get yourself a short daily email at https://martinstellar.com/nice-people
Ep 53: Farm, don't hunt
Why would you "hunt for clients"? Does the thing that get hunted enjoy the experience?Get a short daily email a https:martinstellar.com/nice-people
Ep 52: How high-integrity entrepreneurs make followup easier
It's such a waste, when you spend time and money generating leads and opportunities, and then because you don't follow up, you lose a deal. At the same time, you don't...
Ep 51: Does it make sense to get Sales for Nice People if you don't have a lot of leads in the pipeline?
Of course if you get a sales training for converting more buyers, you need leads. But what if you don't have those leads? Then what?The answer might surprise you, as m...
Ep 50: Beware the Explain-trap 😱
Of course you need to explain how your work works, but... make sure you don't do that too soon, because you'll almost certainly lose the deal. --- To get a short daily...
Ep 49: How to remove the awkwardness of selling
You aren't the only one who might feel tense or awkward about the sale - very often, your buyer also has their concerns and and awkwardness: "Are we going to be strong...
Ep 48: Why you need to define your client-filters
Yes it's nice when a client has a budget and a need, but is that enough? Are there not criteria that you should have, that qualify or disqualify a buyer?
Ep 47 - I've found my nemesis, it's automated lead gen practices (aka spam at scale)
I'm not complaining though - I now know what my business' nemesis is, and I'm grateful for the inspiration. So yeah, keep them coming! 😄And get yourself a daily helpfu...
Ep 46: Make it easy to buy, get The Empathy Edge
Send me an email at empathy@martinstellar.com if you too want to get The Empathy Edge
Ep 45: A rant about deceitful lead generation practices
White lies, deceit, bait & switch: unethical business practices are rampant. And wrong. And weak. Ethical entrepreneurs don't operate like that. And to learn every day...
Ep 44: Why people don't see what you're trying to tell them, and what to do about it
If you've ever felt frustrated that someone didn't get the point, didn't see what you're trying to tell them, no matter how much you're trying to help them, you need t...
Ep 43: "I wish I didn't have to sell my work!"
I can relate, because if to you selling represent pushing people into buying, then yeah, it's a drag and a slog. Instead, apply the tips in today's episode, and everyt...
Ep 42: Ethical selling is wanting something for people, not from people
It's easy to be conflicted and feel awkward about selling, if you're a person of integrity. If that's you, then remember that ethical selling isn't about wanting somet...
Ep 41: Selling mental real estate? Then someone's got to pay the rent, and it ain't you
Most coaches and consultants get it the wrong way round, making their work cheaper the longer the and more intense a client engagement gets. Today's episode flips the ...
Ep 40: How ethical entrepreneurs can sell more while keeping their values intact
All those scuzzy and pushy tactics, the stereotypical notions about selling? You can safely ignore and reject them, and do what nice people do: help a buyer make the r...
Ep 39: The missing 🔗 between your expertise, and making an impact
Being great at making your clients' life better is great... but you can only do that if you manage to turn buyers into clients. And for that, you need to develop the m...
Ep 38: The three must-have components of asking for referrals
Most business owners leave money on the table, not asking for referrals from the network that they spent years or decades building up. Those who do ask often give up, ...
Ep 37: "Selling is binary", say the gurus. And they're wrong.
It's a pretty limited way of thinking, when you consider sale/no sale the only two outcomes. ---Get a short and helpful daily email at https://martinstellar.com/nice-p...
Ep 36: Deployed Strategic Empathy
All the pitches in the world will never be as accurate and compelling as that what your buyer wants you to say. So, instead of trying to convince and persuade, smart p...
Ep 35: Never convince, never persuade
If you've ever tried convincing people of something, you'll probably have found that it isn't that easy, and usually fruitless. Here's some thoughts on what to do inst...
