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...

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 57: "I just don't like selling!"

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...