All Episodes
Displaying 61 - 90 of 196 in total
Ep 136: When a buyer says "Interesting!", you're looking at a false positive
If you happen to find the idea of Sales for Nice People interesting, the above would suggest I won't be able to help. But if you wonder if it would be helpful to learn...
Ep 135: Question the yes, because it's not a sale until the money is there
Sure, of course you want to cheer and celebrate, when a buyer says yes. But hold your horses, don't count your chickens. If you don't, you might just ruin the sale. --...
Ep 134: Pitch, waffle, or ask?
Whether you land the sale or not is largely up to how you handle the conversation. So you'd better not waffle, and pitching isn't recommended either...---Get a short d...
Ep 133: Traditional selling? You mean, robbing people of their autonomy?
Yup, that's what you're doing when you try to convince or persuade. Here's what to do instead. ---Get a short and helpful daily email at https://martinstellar.com/nice...
Ep 132: "How do I find strangers and turn them into customers?"
It's the most important question to answer, and it's really hard. But these 5 questions will make it easier. ---Sign up for a short and helpful daily email at https://...
Ep 131: Careful with the charity-trap, because Death By Charity is a real thing
And the nicer a person you are, the more you might be at risk. You've been warned 🤷---Get a short and helpful daily email at https://martinstellar.com/nice-people
Ep 130: Buyers are not liars
If buyers actually lie to you, it's probably because you're being too pushy and they just want the call to end. But when buyers say they'll do something and they don't...
Ep 129: How to lose a sale at the start of your first meeting
Do you enjoy listening to someone talking about themselves? Do you think your buyer does? 🤔---Get a short and helpful daily email at https://martinstellar.com/nice-people
Ep 128 - Value vs Values in your marketing narrative
Competing on quality and value is a frustrating tough slog... but if you give people a reason to like you, and connect with you based on your values? You get a massive...
Ep 127: Why a thought-provoking question is always better than a convincing argument
But hey, if you prefer trying to convince and persuade, go ahead. Smart people though, get more sales because they ask more and better questions. ---Get a short and he...
Ep 126 - Mini-training "The Empathy Edge" Pt. 5 Your buyer's next identity
The one thing that people want, more than anything else? A better self. So get to know the next identity that your buyer will acquire when the buy from you. For the fu...
Ep. 125: Mini-training "The Empathy Edge" - What's the big aspiration?
If ever your sale gets stuck, remember that your buyer will always want to find ways to be the hero, the one who managed to solve the problem. ---Get a short and helpf...
Ep 124: Mini-training "The Empathy Edge" - Pt 3, What are your buyer's three biggest wants?
You can get a real edge over your competition, and a lead in the sales process but without having to be pushy or salesy, when you really get your buyer. And what your ...
Ep 123: Mini-training "The Empathy Edge" pt 2 - The big frustration
If your buyer isn't truly fed up with the problem they have, they're not very likely to buy your solution. So, ask them about their big frustration, ask them what "Eno...
Ep 122: Mini-training "The Empathy edge" Pt 1: Three fears
The features, the outcomes, the benefits: yes, sure. But what about the your buyers worries and fears and concerns? Doesn't it just suck, when they show up at the end ...
Ep 121: Mini-training The Empathy Edge, Pt. 0
They say 'You don't get the deal if you don't get the buyer', and that means you as a nice person can simply use empathy, to get a real good understanding of your buye...
Ep 120: Ask for 'No'
'No' is not the end of the world, and very often, it's the start of a new phase in your deal. ---Get a short and helpful daily email at martinstellar.com/nice-people
Ep 119: "How should I encourage people to buy?
Yeah but wait a minute. Is that really the best question to ask? And is that a leading question? No, and yes. ---Get a short daily email at https://martinstellar.com/n...
Ep 118: How 'putting a pebble in their shoe' means you don't ghosted so much
Ask the right questions, and you become part of the mental furniture, you get to participate in 'the conversation going on in your buyer's mind'. ---Get a short and he...
Ep 117: What matters most?
The more focused your conversation, the more helpful to both your buyer, and your sales process. So, ask questions that help your buyer focus, on what matters most to ...
Ep 116: Your proposals shouldn't do your selling
Sure, go ahead and try to write a proposal that's so good and compelling, it'll magically convince all the stakeholders that it's a yess, let me know if that will sell...
Ep 115: Get off the cross, we need the wood
You're not a martyr, and it serves nobody to behave like one. ---Get yourself a helpful daily email over at https://martinstellar.com/nice-people
Ep 114: How to make enemies and alienate people
Yeah no, if you just start throwing a pitch at people, they're not really going to want to listen to you. ---Get a short daily email at https://martinstellar.com/nice-...
Ep 113: How to create urgency for your offer... Ethically
You'd think that as an ethical entrepreneur, it's not possible to create urgency. And no, you shouldn't use scuzzy tactics like fake deadlines or limited stock. But yo...
Ep 112: Help your buyer bring out the best in themselves
You know how you're in a good relationship, when the other person brings out the best in you?That's how nice people get to make selling easier. You get to help your ...
Ep 111: Mine your network for opportunities
Especially those people that you've not spoken with in a while. Go talk to those people!For the full workflow Mine Your Network for Opportunities, visit martinstellar....
Ep 110: Why automated lead gen might be the worst thing you could do for your business
Oh sure, the idea of getting appointments booked into your calendar automatically is mighty enticing. But are you sure it's a good idea...? 🤔===Get a short and helpful...
Ep 109 - Why nobody cares about your better mousetrap
What your buyer cares about is their mouse problem. So talk to them about that. ===If your 'mouse problem' is "can't get enough buyers to turn into clients", then a sh...
Ep 108 - Don't check in with your buyers!
If you want your buyer to reply to your followup, ask them a question, make them think: make the act of replying to you something helpful.---To get a short and helpful...
Ep 107: Why some deals should be taken off the table
You know I don't know how much time you have in your day, but for me, life's too short to chase buyers or to be on the hook in somebody's bidding war. ---Get a short a...
