by Dan Greenberg | Sep 3, 2026 | Closing, Storytelling, Urgency, Visualization
A couple of weeks ago I posted an article about what closing looks like in the new, modern business landscape. There is no discrete closing phase, and buyers don’t need information from sellers like they used to, so sellers lack leverage. More finitely...
by Dan Greenberg | Aug 19, 2026 | Closing, Relating to The Buyer, The Buyer's Mind, Urgency
The modern business landscape has changed significantly over the past decade, and I have written extensively on that in other articles. For now, suffice it to say that there are two main reasons, which both come down to social dynamics and affect the balance between...
by Dan Greenberg | Jul 16, 2026 | Closing, Negotiation, Power Dynamics, Uncategorized
Sales are not negotiations, and negotiations are not sales, and you can be a perfectly good seller without being a great negotiator. However, it can’t hurt to be better at getting the specific deal you want. More to the point, many of the skills that great negotiators...
by Dan Greenberg | Apr 7, 2026 | Closing, Relating to The Buyer, The Buyer's Mind
Lets talk about neuromarketing and its implications for sellers. Sounds nerdy, and technical, or maybe a bit pseudo-sciency, I know. But, the field of neuromarketing has done extensive work on the mindset of buyers and how they perceive and make decisions regarding ad...
by Dan Greenberg | Oct 23, 2024 | Closing, Power Dynamics, Relating to The Buyer
Wouldn’t it be great if it were simple? Just read this article and you are all set. You will understand the essence, and you will be a great seller. But, as we all know, there is nothing about learning to sell that is tied up in a neat little bow of catharsis. The...
by Dan Greenberg | Sep 27, 2024 | Closing, The Buyer's Mind, Value Selling
I’d like to start with an almost certainly apocryphal story about one of the first people to invent a pocket sized electronic calculator, and his visit to an accounting convention. The truth of the existence of the story is much less important than the takeaway from...
