Taking Control & Giving Up Your Power

by Dan Greenberg | Jun 7, 2024 | Power Dynamics, Presentations, The Buyer's Mind

Taking control of a meeting is not easy. Many sales books talk about how important it is to keep control of encounters. Very few talk about how to do it. Emotional IQ, and perceptiveness of the buyers’ emotional states at any given time go a long way to giving sellers...

Negotiations Are About Time

by Dan Greenberg | May 10, 2024 | Negotiation, Power Dynamics, The Seller's Mind, Urgency

There are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on the preparation and calculations that go into a negotiation. There is “Getting to Yes”, by Roger Fisher and William Ury which...

You Are Being Judged

by Dan Greenberg | Apr 3, 2024 | Power Dynamics, The Buyer's Mind, The Seller's Mind

Providing a client with insights that help frame their thinking is a vital tool in any sales process. It helps frame your message, and it keeps the conversation focused on the buyer’s needs. Why is this important? Your buyer is judging you from the moment...

Why High Priority Deals Get Stuck In Your Pipeline

by Dan Greenberg | Oct 4, 2023 | Power Dynamics, Relating to The Buyer

Every seller who has spent a bit of time in the business has likely seen and used some kind of 4-quadrant decision matrix which classifies prospects in their pipeline as either large opportunities or small opportunities, as well as either ‘likely to close’ or...

Group Video Calls Are Hard

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...

Your Buyer Is Not The Hero…But They Should Be

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...