by Dan Greenberg | Oct 6, 2025 | Power Dynamics, Presentations, Storytelling
Demos or product demonstrations are a subset of presentations with a very specific goal. They introduce a challenge for sellers, because they are often asked for by the buyer. This means two things. The first is that by asking for the demo and getting it, the buyer,...
by Dan Greenberg | Aug 21, 2025 | Power Dynamics, Social Proof, Value Selling
The concept of social proof is talked about quite a bit by sellers, marketers, sales coaches, and executives. We all have a basic understanding of what it is, but we don’t often spend enough time reflecting on how to execute on it in a way that is influential with our...
by Dan Greenberg | Jul 15, 2025 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
Tell someone you are an expert and they will listen and disregard the risks of listening. For long time readers of this blog, you may recognize this reference, but back in 2014 there was a show that aired called “Mind Games”. I highly recommend it for anyone...
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 | Aug 21, 2024 | Discovery, Power Dynamics, The Buyer's Mind
In previous posts I have written about what I call “The Switch Points”. These are the points in time in sales interactions where we switch from a more social interaction to a more business focused one, or from introductions and greetings to the more formal part of the...
by Dan Greenberg | Jun 21, 2024 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
In Oren Klaff’s very informative book “Pitch Anything” he asserts that any two individuals have perspectives, and often different ones. These perspectives govern how they each see a particular situation or thing. These perspectives, or frames, cannot coexist because...
