by | May 20, 2026 | Power Dynamics, Presentations, The Buyer's Mind
I have written about switch points in the past, usually in the context of control, and how to keep it and leverage it. I want to take some time here to specifically focus on switch points and why they are so dangerous for the seller when it comes to the seller’s...
by | 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 | 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...
by | Feb 4, 2026 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
I have referenced The Challenger Sale and The Challenger Customer a few times in my writings because Brent Adamson & Matthew Dixon do a very nice job of thinking about the way in which buyers perceive what sellers are doing, and how that influences behavior. The...
by | Jan 8, 2026 | Discovery, Relating to The Buyer, The Buyer's Mind
As sellers, we are trained from the onset to ask questions. Discovery is a core part of what we do, and as we develop our core set of skills, conceptually, we learn to ask better questions, and respond to the answers to those questions in more productive ways....
by | 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...
