Inside Selling

A Killer Cold Call 08.11.2024 1:18 ↓

Here's a breakdown of a killer cold call I received from a real estate agent.

The Pain Body 26.10.2024 1:42 ↓

Dealing with disappointment in sales.

The Bike Accident 19.10.2024 2:26 ↓

When someone shares something that's painful, resist the urge to give advice. Do this instead.

Letting Go of the Status Quo 17.10.2024 1:56 ↓

Why facts, logic and reason don't persuade.

Breaking a $18,000 Sculpture 17.10.2024 2:00 ↓

Why detaching matters in sales and in life.

Rewiring My Brain to Pay Attention 17.10.2024 1:34 ↓

An exercise I'm doing to rewire my brain to pay attention.

Stop Pitching, Start Poking 13.10.2024 1:54 ↓

Why pitching backfires and what to do instead.

Thank You 29.09.2024 2:22 ↓

Thoughts on what to do when a prospect who expressed interest disappears.

An Open Letter to Salespeople 29.09.2024 1:24 ↓

Relax. Just relax.

My Number One Sales Tip 22.09.2024 1:12 ↓

If I could only give one sales tip, this would be it.

What Socks Can Teach You About Sales 17.09.2024 2:16 ↓

How do you sell socks to people who already have socks?

Why People Aren’t Interested 15.09.2024 2:56 ↓

Why people aren't interested in what you're selling. And what to do about it.

The Waiting 08.09.2024 1:22 ↓

I don't think we talk about "the waiting" enough.

My Favorite Question to Ask After a Demo 08.09.2024 1:16 ↓

Here's my favorite question to ask after a demo.

My Traffic Light Rule 04.09.2024 1:10 ↓

Here's my traffic light rule for no-shows.

Your Price Might Not Be Too High 04.09.2024 1:18 ↓

Why your price might be too high. The subtle art of getting to more truth.

This Sales Advice Gives Me the Icks 04.09.2024 1:06 ↓

This sales advice on TikTok gave me the icks.

Why Intent Matters When Selling 04.09.2024 1:29 ↓

When your intent is to talk people into buying you sound like this D2D salesperson.

Why Salespeople Have a Bad Rap 04.09.2024 1:09 ↓

This is why salespeople have a bad rap.

How to Unlock Truth 01.09.2024 1:18 ↓

How to unlock more truth when prospects push back.

How to Say Hello 01.09.2024 4:23 ↓

How to say hello to strangers over the phone.

A Common Sales Mistake 20.08.2024 1:44 ↓

Here's a sales mistake I made that's all too common.

Salespeople Are Not Tree Engineers 17.08.2024 2:59 ↓

People buy for their reasons and on their timeline, not yours.

Let Reality Be Reality 15.08.2024 1:44 ↓

Escape the debilitating feeling of rejection when cold calling.

Taming the Mind 14.08.2024 2:14 ↓

Do you know the difference between stories and facts?