by | May 22, 2024 | Mindset, Sales Learning, The Seller's Mind
The question is not, “What is the secret to sales?” The question is, “What is the secret to this sale, for my selling style, at this moment, with this client?”People who write instructional books don’t often change their ways when they read the instruction of others....
by | 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...
by | 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...
by | Feb 22, 2024 | Mindset, The Seller's Mind
Let’s start with the “hate” side first and get it out of the way. Sales and sales adjacent roles can be frustrating. Sellers can be mired in uncertainty and reliance on others. They are constantly judged by numbers to the exclusion of all else. They have their...
