All Episodes
Displaying 91 - 120 of 196 in total
Ep 106: Do you actually need a CRM? And, what's the best one?
Two simple questions, two simple answers. ---If you're nice people and you want to sell more without going against your values, get a short daily email to help you wit...
Ep 105: Three ways for nice people to set a next step with your buyers
If the conversation stalls, so does the deal. But you don't want to look needy or pushy, so how do you set a next step? How do you get a new conversation with your buy...
Ep 104: The truth about the oldest profession in the world
What? No, not that oldest profession. Sheesh, where's your mind 🙄---Get a short and helpful daily email if you sign up at https://martinstellar.com/nice-people
Ep 103: How to not imprison your buyers
Of course you don't imprison people, right? Well actually, when you try to convince and persuade, you kinda are. ---Get a short and helpful daily email by signing up a...
Ep 102 - Don't subsidise your buyer's business!
If you spend too much time on the sales process, having one free session after another, you're basically subsidising your buyer's business. Today's episode gives you a...
Ep 101 - To get more, say less
When you want more sales, you need to be more ears and less mouth. ---Sign up for a short and helpful daily email at https://martinstellar.com/nice-people
Ep 100: Strategic generosity vs acting like a charity
And you're not a charity. Are you?---Get a short daily email at https://martinstellar.com/nice-people
Ep 99: Why you need to get the four levels of permission when selling
If you try to sell without permission, you're basically trying to coerce, and why would you do that? Instead, ask for permission, and you'll find it much easier to get...
EP 98: Yes I mean it: stop solving problems
"But Martin, you fool, solving problems is why I'm in business!"Good, good. I like you already. But you'll solve a lot more problems for people if you're very very car...
Ep 97: Why do people give you money?
Oh, you found the answer to the question - aka your USP - internally, with focus group meetings?Might want to stop and think, before pushing forward your advertising o...
Ep 96: Stop trying to 'close the sale'
Want to get the bigger picture on how to get people to buy? Get Sales for Nice People, the book:Https://martinstellar.com/book
Ep 95: Sell to people like me???
Because hey, I like to spend good money on quality services, and I promise you that I'm not unique. Meanwhile, if you want to learn Sales for Nice People, get the book...
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...
