by | Sep 4, 2025 | Presentations, Relating to The Buyer, Storytelling
Back in fall of 2023 I wrote a piece on storytelling in sales. The idea was, and is, that sales is decidedly an art and not a science. We are connecting to people, and having human interactions, so the way we go about our jobs cannot be mechanical and by rote. We have...
by | 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 | Mar 7, 2025 | Mindset, Relating to The Buyer, The Buyer's Mind
My family is a big poker playing family, so I heard this statement a lot growing up, “Anyone can read their own hand; being good at poker is being able to read the other players’ hand”. In other words, it’s nice to have a plan, but it means nothing if the situation or...
by | Jan 22, 2025 | Mindset, Objections, Relating to The Buyer
Objections are an ever-present part of the sales process, and I have posted on the topic in the past (If you are interested in learning more about identifying objections, and handling them, please take a look at “Identifying Objections” from April 25th, 2024). In...
by | Dec 20, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
We have spent the past three posts talking about discovery, and I would like to continue the series as it is such a vast topic that influences so much of the sales cycle. Discovery is not a discrete portion of the sales process but rather a consistent ingredient...
by | Nov 8, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
Basic curiosity is one of the best tools for improving your outcomes in sales. If you want to be great at sales, nurture your curiosity. Like any other muscle, it needs work. Read, watch, listen, observe the world, and think about how one occurrence or situation has...
