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 | 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 | Oct 22, 2025 | Presentations, Storytelling, The Buyer's Mind
Sales presentations are like art in one very informative way. People have to be excited by them, emotionally. If your client is not interested in, and excited by your presentation, you will have lost the opportunity to be influential in that setting. Your buyer may...
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 | Sep 17, 2025 | Sales Leadership, Sales Organizations, Storytelling, The Buyer's Mind
As sales leaders, we talk about it all the time. The best way to influence buyers is through telling stories. The idea is to create a beginning, middle, and end, where the buyer is the protagonist and your seller is a consultative supporter along the way. The only...
by Dan Greenberg | 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...
