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 | Aug 21, 2024 | Discovery, Power Dynamics, The Buyer's Mind
In previous posts I have written about what I call “The Switch Points”. These are the points in time in sales interactions where we switch from a more social interaction to a more business focused one, or from introductions and greetings to the more formal part of the...
by Dan Greenberg | Jul 18, 2024 | Closing, The Buyer's Mind, Urgency
We no longer exist in a world where closing tips and tactics have much of an effect, at least not when it comes to B2B sales. This is due to information availability, information parity, and the proliferation of buying committees and procurement processes. In other...
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 | Apr 25, 2024 | Discovery, Objections, The Buyer's Mind
There are two basic lines of thinking in sales training and in sales literature. One is that objections don’t actually exist and if you are hearing them it just means that you did not do a good enough job selling so it’s time to return to discovery and presentation....
