The Sales for Nice People Podcast

And the nicer a person you are, the more you might be at risk. You've been warned 🤷 --- Get a short and helpful daily email at https://martinstellar.com/nice-people

If buyers actually lie to you, it's probably because you're being too pushy and they just want the call to end.  But when buyers say they'll do something and they don't, it's on you to stop and ask yourself whether you were hearing what they wanted you to hear... because very often, we hear what *we* want to hear. And that's usually a losing proposition.  --- Get a short and helpful daily email at...

Do you enjoy listening to someone talking about themselves? Do you think your buyer does? 🤔 --- Get a short and helpful daily email at https://martinstellar.com/nice-people

Competing on quality and value is a frustrating tough slog... but if you give people a reason to like you, and connect with you based on your values? You get a massive advantage over your competition.  --- Get a short and helpful daily email at https://martinstellar.com/nice-people

But hey, if you prefer trying to convince and persuade, go ahead. Smart people though, get more sales because they ask more and better questions.  --- Get a short and helpful daily email at https://martinstellar.com/nice-people

The one thing that people want, more than anything else?  A better self. So get to know the next identity that your buyer will acquire when the buy from you.  For the full mini-training + 100's of articles and workflows, visit Sales Flow Coach: https://salesflowcoach.app/the-empathy-edge

If ever your sale gets stuck, remember that your buyer will always want to find ways to be the hero, the one who managed to solve the problem.  --- Get a short and helpful daily email at https://martinstellar.com/nice-people

You can get a real edge over your competition, and a lead in the sales process but without having to be pushy or salesy, when you really get your buyer. And what your buyer really, really wants, is a very powerful way to deploy strategic empathy.  --- Get a short and helpful daily email at https://martinstellar.com/nice-people

If your buyer isn't truly fed up with the problem they have, they're not very likely to buy your solution. So, ask them about their big frustration, ask them what "Enough!" looks like.  ---  Get a short and helpful daily email at martinstellar.com/nice-people

The features, the outcomes, the benefits: yes, sure. But what about the your buyers worries and fears and concerns? Doesn't it just suck, when they show up at the end as objections, and then they scupper the sale?  Yes, that sucks. Which is why asking about their fears brings out objections early on, and then you get to deal with them as you go along.  --- Get a short and helpful daily email at ht...

They say 'You don't get the deal if you don't get the buyer', and that means you as a nice person can simply use empathy, to get a real good understanding of your buyer, and then the sales process becomes easier, more pleasant, and more successful.  This mini-series The Empathy Edge is a high-level overview of how my students and clients use empathy and questions to have breakthrough conversations...

'No' is not the end of the world, and very often, it's the start of a new phase in your deal.  --- Get a short and helpful daily email at martinstellar.com/nice-people

Yeah but wait a minute. Is that really the best question to ask? And is that a leading question? No, and yes.  --- Get a short daily email at https://martinstellar.com/nice-people

Ask the right questions, and you become part of the mental furniture, you get to participate in 'the conversation going on in your buyer's mind'.  --- Get a short and helpful daily email at martinstellar.com/nice-people

The more focused your conversation, the more helpful to both your buyer, and your sales process. So, ask questions that help your buyer focus, on what matters most to them.  --- Get a short daily email at martinstellar.com/nice-people to help you with your sales. 

Sure, go ahead and try to write a proposal that's so good and compelling, it'll magically convince all the stakeholders that it's a yess, let me know if that will sell your work for you.  What's that I hear? Oh, right. The sound of an ignored proposal 🤷 --- Get a short and helpful daily email at https:martinstellar.com/nice-people

You're not a martyr, and it serves nobody to behave like one.  --- Get yourself a helpful daily email over at https://martinstellar.com/nice-people

Yeah no, if you just start throwing a pitch at people, they're not really going to want to listen to you.  --- Get a short daily email at https://martinstellar.com/nice-people

You'd think that as an ethical entrepreneur, it's not possible to create urgency.  And no, you shouldn't use scuzzy tactics like fake deadlines or limited stock.  But you can create urgency, ethically, if you ask your buyer a simple question. === Sign up for a short and helpful daily email on ethical selling here: https://martinstellar.com/nice-people

You know how you're in a good relationship, when the other person brings out  the best in you? That's how nice people get to  make selling easier. 

You get to help your buyer choose who to become next, choose their next identity. 

You get to help your buyer bring out the best in themselves.  === Listen to my interview with Phil Lewis here: https://bit.ly/Consultancy-Business-SFNP

Especially those people that you've not spoken with in a while. Go talk to those people! For the full workflow Mine Your Network for Opportunities, visit martinstellar.com/MYNO

Oh sure, the idea of getting appointments booked into your calendar automatically is mighty enticing. But are you sure it's a good idea...? 🤔 === Get a short and helpful daily email at https:martinstellar.com/nice-people

What your buyer cares about is their mouse problem. So talk to them about that.  === If your 'mouse problem' is "can't get enough buyers to turn into clients", then a short and helpful daily email will help, and you can get them here: https://martinstellar.com/nice-people

If you want your buyer to reply to your followup, ask them a question, make them think: make the act of replying to you something helpful. --- To get a short and helpful daily email, sign up at https://martinstellar.com/nice-people

You know I don't know how much time you have in your day, but for me, life's too short to chase buyers or to be on the hook in somebody's bidding war.  --- Get a short and helpful daily email at https://martinstellar.com/nice-people