by Dan Greenberg | 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 Dan Greenberg | 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 Dan Greenberg | 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...
by Dan Greenberg | Oct 23, 2024 | Closing, Power Dynamics, Relating to The Buyer
Wouldn’t it be great if it were simple? Just read this article and you are all set. You will understand the essence, and you will be a great seller. But, as we all know, there is nothing about learning to sell that is tied up in a neat little bow of catharsis. The...
by Dan Greenberg | Sep 11, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
“You have to sell the bucket before you fill the bucket” — Lou Paskalis, former SVP Marketing at Bank of America — He was referring to the idea that you have to sell the need for something before you sell the solution to the need. The idea is a simple one, but it...
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...
