Uncategorized
The most painful sale I ever lost
I got my first sales job at 16. It was an uphill struggle at first, but the moment I made my first sale, I was
February 6, 2022
Customer dialogue
Why are so many sales so hard to close?
You know the problem. You’ve done everything right along the way. The client is easy to talk to. They’re friendly. They like you’re product. They’re
January 24, 2022
Customer dialogue
Have you made your client look good today?
All too often we forget what is actually our role when it comes to selling. This is especially true when we’re in the business of
January 20, 2022
Sales Motivation
The One Thing The Wolf Of Wall Street Got Right About Selling
First things first: The Wolf of Wall Street is an incredible movie. How Leonardo DiCaprio did not win an Oscar for his performance is completely
January 17, 2022
Persuasion
What I learned from the most underrated book on persuasion on the market today
Introduction Influence and persuasion are among the most complex endeavors another person can undertake, and I’ve seen otherwise highly intelligent people fail miserably in this
January 7, 2022
Telemarketing
What 3.000 hours of telemarketing taught me about patience, persistence and the pitfalls of selling on price (Part 1)
People usually don’t last long in telemarketing. And it’s no wonder either. You’re thrown on the phone with only a bare minimum of sales training
December 16, 2021
Uncategorized
“It’s a people’s business” – on the types of people other people prefer to do business with
In this community we talk a lot about trust. And trust is essential when it comes to being customer centric. But building trust
December 13, 2021
Persuasion
The misunderstood art of persuasion: why you’re doing it wrong, and how to fix it
Influence is a wonder drug With it you can do wonders. Help people achieve miraculous outcomes. Without it, you can do next to nothing. If
December 9, 2021
Human behavior
The counterintuitive secret to lasting change in sales organizations
“No matter what I do, they don’t seem to listen!” The person sighed with frustration in his voice. He’d been trying all kinds of different
December 6, 2021
Stop robbing your customers
Are you a value-thief? Most people are. They just don’t know it. A value thief is a (sales)person who inadvertently robs their clients of value.
December 2, 2021