Inside Selling

Why Reflective Listening Is a Sales Superpower 09.11.2022 ↓

Why reflective listening is a good skill to master.

The Antitode for I’m Not Interested 07.11.2022 ↓

If you’re hearing “I’m not interested,” far too many times, listen to this.

Steve Jobs Perfectly Demonstrates How to Respond to an Insult 02.11.2022 ↓

Steve Jobs Perfectly Demonstrates How to Respond to an Insult

Dealing With Angry People 31.10.2022 ↓

How to deal with angry people without making them defensive.

Don’t Force Treats on Dogs 28.10.2022 ↓

Why forcing treats on dogs is net negative every time. And what to do instead.

Stories Are a Currency 27.10.2022 ↓

Why storytelling is a currency.

I Met an Angel In Texas 24.10.2022 ↓

The time I met an angel in Houston Texas.

Are You Treating White Lies as Truths? 22.10.2022 ↓

You can waste a lof of time treating white lies as truths. Here’s the way out.

Why Assuming Backfires 21.10.2022 ↓

Are you telling people what you value? Or asking people what they value?

Treat This Question Like a Porcupine. Don’t Touch It. 20.10.2022 ↓

Treat this question like a porcupine. Don’t touch it. Ask this question instead.

I Don’t Mind What Happens 19.10.2022 ↓

What Indian philosopher and spiritual teacher J. Krishnamurti can teach you about sales and life.

Selling Is More Like Dancing Than Wrestling 19.10.2022 ↓

Why selling is more like dancing than wrestling.

How To Charge More 17.10.2022 ↓

What value-based selling looks like.

Liars Suffer 14.10.2022 ↓

Why lying in sales (and in life) is bad for your health.

Why Persuasion Backfires 12.10.2022 ↓

Why persuasion backfires and what to do instead.

Bombing in Sales 11.10.2022 ↓

Bombing in sales can ruin your day or energize you. Here’s how to be energized by sales bombs.

Josh & Sam McKenna Chat About Sales 09.10.2022 ↓

I always enjoy chatting sales with wicket-smart human Sam McKenna.

Do You Have a Persuasion Reflex? 08.10.2022 ↓

Why prospects put up resistance when you try to persuade. And what to do instead.

A Killer First Question to Ask Inbound Leads 07.10.2022 ↓

This is my favorite first question to ask an inbound lead. Here’s why.

Don’t Hold Pricing Hostage 05.10.2022 ↓

A prospect interrupts the demo and asks for pricing. What do you do?

Why You’re Repelling Prospects 03.10.2022 ↓

Here’s why you’re repelling prospects and what to do instead.

What To Do & Say When a Prospect Ghosts You 01.10.2022 ↓

Been ghosted? Here’s what to do and say.

Developing a Surfer’s Mind When Cold Calling 30.09.2022 ↓

Developing a surfer’s mind when cold calling to lower the Zone of Resistance.

Starting Conversations With Skeptical Prospects 22.09.2022 ↓

Thoughts on starting conversations with prospects who have little interest in speaking with you.

4 Habits That Make Selling Joyful 19.09.2022 ↓

Thoughts on four habits that make selling more enjoyable.