by | Aug 9, 2024 | Mindset, Sales Learning, The Seller's Mind
Although there is much dogma and supposedly common-sense knowledge floating around about what makes a good seller, the actual answer to the question is predictably more nuanced than the dogma, and also, at odds with much of the dogma. As with many things in life, what...
by | 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 | Jul 4, 2024 | Book of Business Management, Closing, Urgency
My dad is the first sales person I ever learned from, and I learned a lot from him. He is now a semi-retired non-practicing lawyer, a businessman, a consultant, and an advisor, but he has sold a lot in his career, and knows what he is talking about. One of the first,...
by | 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 | 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...
