by Dan Greenberg | Sep 22, 2023 | Power Dynamics, Presentations
Let’s be clear off the bat. There is no replacement for an in-person meeting. Body language queues, intimate interaction, and the social components of an in-person, face-to-face encounter, cannot be duplicated on a video call. However, the world has changed. Clients...
by Dan Greenberg | Sep 6, 2023 | Relating to The Buyer, The Buyer's Mind
Speaking assumptively to clients and potential clients is good, but not really for the same reasons that many people think. If you have not spent a lot of time thinking through the mechanics of the reactions and responses to different types of speech, it is worthwhile...
by Dan Greenberg | Aug 16, 2023 | Discovery, Sales Learning
The Dunning-Kruger Effect is a cognitive bias in which people with limited competence in a particular domain overestimate their abilities. Basically, the Dunning-Kruger Effect explains that when we are brand new at something, we are aware that we are not good at it,...
by Dan Greenberg | Aug 2, 2023 | Power Dynamics, The Buyer's Mind
There are a lot of sales resources that talk about how important it is to tell a story with your presentations. People are more engaged by images and stories. Cavemen did not write bullet points on the walls of their caves; they told stories using pictures. We are...
by Dan Greenberg | Jul 19, 2023 | Power Dynamics
You may have had the experience of being asked to “get to the demo” on a call or in a sales meeting. This type of request, and other similar statements and comments, are meant to establish control and dominance over an interaction. Consciously or subconsciously...
