by Dan Greenberg | Ago 4, 2025 | Presentations, Relating to The Buyer, Relationship Selling, Storytelling
Have you ever found yourself thinking something along the lines of, “I better make sure to tell them about everything we can do, because what if I focus on one thing but it turns out they want something else; I might lose the deal”. I know I have done this. It is the...
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 | 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 | Mar 7, 2024 | Presentations, Relating to The Buyer, The Buyer's Mind
It has been drilled into us that differentiation is the key to success. There are many books and articles written on the subject, including Jack Trout’s ‘Differentiate Or Die’, which, dramatic as it sounds, is a good read. The issue for sellers is that your buyers...
by Dan Greenberg | Ene 10, 2024 | Discovery, Presentations, Urgency
How many times have you heard a sales manager ask about next steps? “What are the next steps?”, “Did you cover next steps?”, “Are there actionable next steps for this client?” You may even be the one asking that of people on your team or even of clients directly. Next...
by Dan Greenberg | Oct 18, 2023 | Presentations, Relating to The Buyer, Storytelling
There is a well-known dichotomy in academics and the professional world between scientific pursuits, and humanitarian, or social science based, or artistic pursuits. The arts are creative, and the sciences are technical. But where does that leave sellers? More than...
