Inside Selling

Wear Your Retainer 09.01.2023 ↓

Released in 1997 by Baz Luhrmann, the song “Everybody’s Free (To Wear Sunscreen)” inspired numerous parodies Here’s mine.

“You’re Too Expensive” What Do You Say? 06.01.2023 ↓

A prospect says, “You’re too expensive.” What do you say? Why the traditional sales approach doesn’t work and what to do instead.

The Problem With Controlling 02.01.2023 ↓

Why controlling the sale is a net negative every time.

Altercasting 29.12.2022 ↓

What teaching kindergarten taught me about selling.

Do Less 27.12.2022 ↓

Why doing less leads to more.

Unlearn Objections – “We Have a Vendor” 26.12.2022 ↓

Most salespeople try to overcome objections with logic and facts. The problem? Whenever prospects feel like they’re being talked into something, they pull away. The way out? You have to unlearn how to “handle” objections.

A Classic Sales 24.12.2022 ↓

A classic sales mistake. And what to do instead.

Focusing 23.12.2022 ↓

These four words from a guitar teacher will change the way you think about sales.

You’re Doing Okay 22.12.2022 ↓

Feeling anxious? Listen to this.

The Four Questions Prospects Ask During a Cold Call 21.12.2022 ↓

The four questions prospects secretly ask themselves during the course of a cold call.

Trust Is a Currency 20.12.2022 ↓

Why trust is a competitive advantage.

Why Assuming in Sales Creates Problems 19.12.2022 ↓

Why assuming creates problems for yourself and others.

The Importance of Self-Forgiveness 15.12.2022 ↓

Thoughts on why self-forgiveness is important when selling.

A Phrase That Gets Prospects Talking on Cold Calls 12.12.2022 ↓

Here’s a magical phrase I learned from a former FBI hostage negotiator that gets prospects talking on cold calls.

How Eric Edge Booked 43 Meetings in a Month Using Cold Email 11.12.2022 ↓

The process and copy Eric Edge used to book 43 meetings in a month using cold email.

Standing Out When Selling a Commodity 09.12.2022 ↓

Standing out in the sea of sameness when selling a commodity.

Are You Jumping to Conclusions? 08.12.2022 ↓

Why jumping to conclusions is a big mistake.

Do You Have Enough? 04.12.2022 ↓

Do you want more? Or do you have enough?

Your Vocal First Impression 02.12.2022 ↓

Using your voice to make a good first impression.

Where Did You Get My Number? 28.11.2022 ↓

A prospect says, “Where did you get my number?” How do you respond?

Let’s Write a Good Cold Email 25.11.2022 ↓

Let’s write a good cold email. Sentence by sentence using the 5-T framework.

Preventing Objections 24.11.2022 ↓

How to prevent objections when cold calling.

Messaging That Lowers the Zone of Resistance 17.11.2022 ↓

Sales messaging that lowers resistance.

How to End a Demo 13.11.2022 ↓

Questions to ask at the end of a demo.

Telling vs. Asking 10.11.2022 ↓

Why telling prospects things is a net negative every time.