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 1, 2026 | Presentations, Relating to The Buyer, Storytelling, The Buyer's Mind
When you reemphasize a point over and over, you may concerned that you are repeating yourself but it will not feel that way to the listener. Your client or prospect does not know your material as well as you do, so as they process the message, it will take time for...
by Dan Greenberg | Jun 17, 2026 | Organizational Structure, Relating to The Buyer, Relationship Selling, Sales Organizations
It is not always clear that long term relationships trump transactional quick wins. But, as a business community, we had a really good macro example recently that can help us understand the value of good long term relationships. In tumultuous and uncertain times, it...
by Dan Greenberg | Jun 3, 2026 | Power Dynamics, Presentations, Relating to The Buyer
There are essentially two types of interactions in the course of a sales process. The Formal Presentation: The seller is expected to deliver information, and the buyer is expected to receive it.The Informal Conversation: The seller and the buyer are expected to...
by Dan Greenberg | May 6, 2026 | Relating to The Buyer, The Buyer's Mind, The Seller's Mind
Many look down on mimicry as fake or deserving of rebuke. We have terms in our culture, colloquially used, like poser, which assign a very low level of respect to those who imitate others, or act in ways that are perceived to be copied from others’ actions. And yet,...
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...
