by Dan Greenberg | Jan 10, 2025 | Discovery, The Buyer's Mind, Value Selling
As you might imagine if you have read my past posts, I want to start the budget chapter by considering what the buyer is thinking about when a seller asks them for their budget. When most sellers ask for a budget, they ask it as one of a long string of questions that...
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 22, 2024 | Discovery, Preparing To Win, Presentations, The Buyer's Mind
In this post I am going to spend more time talking about discovery. I rarely stay on the same topic for two posts in a row, but there is so much to talk about when it comes to discovery. Discovery is what makes or breaks your ability as a seller to be influential. It...
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 | Sep 27, 2024 | Closing, The Buyer's Mind, Value Selling
I’d like to start with an almost certainly apocryphal story about one of the first people to invent a pocket sized electronic calculator, and his visit to an accounting convention. The truth of the existence of the story is much less important than the takeaway from...
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...
