by Dan Greenberg | Jun 21, 2024 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
In Oren Klaff’s very informative book “Pitch Anything” he asserts that any two individuals have perspectives, and often different ones. These perspectives govern how they each see a particular situation or thing. These perspectives, or frames, cannot coexist because...
by Dan Greenberg | Jun 7, 2024 | Power Dynamics, Presentations, The Buyer's Mind
Taking control of a meeting is not easy. Many sales books talk about how important it is to keep control of encounters. Very few talk about how to do it. Emotional IQ, and perceptiveness of the buyers’ emotional states at any given time go a long way to giving sellers...
by Dan Greenberg | 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 Dan Greenberg | 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 Dan Greenberg | Oct 4, 2023 | Power Dynamics, Relating to The Buyer
Every seller who has spent a bit of time in the business has likely seen and used some kind of 4-quadrant decision matrix which classifies prospects in their pipeline as either large opportunities or small opportunities, as well as either ‘likely to close’ or...
by Dan Greenberg | Sep 22, 2023 | Power Dynamics, Presentations
Let’s be clear off the bat. There is no replacement for an in-person meeting. Body language queues, intimate interaction, and the social components of an in-person, face-to-face encounter, cannot be duplicated on a video call. However, the world has changed. Clients...
