Inside Selling

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

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

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

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

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

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

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

This sales advice on TikTok gave me the icks.

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

This is why salespeople have a bad rap.

How to unlock more truth when prospects push back.

How to say hello to strangers over the phone.

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

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

Escape the debilitating feeling of rejection when cold calling.

Do you know the difference between stories and facts?

Here's an idea for motivating more people to open your cold email

What do you notice about the difference between these cold call approaches? Do you have a preference?

Your mind is out of control. Here's how to tame it.

A simple exercise for rewiring your brain to listen.

How I swan ruined my day.

You are not your thoughts.

Dealing with disappointment.

Selling without pushing, convincing or begging.

Thoughts on "Your price is too high."

What I learned about selling from a guy who fly fishes.

Why most salespeople are pushy. And how to sell without pushing, convincing or begging.

What I don't want to do and what I do instead.

What surfers can teach you about selling,.

Resisting the urge to do something when there's nothing to do.

How to sell without coming across as being pushy.

"We have a solution" isn't an objection.

Why having expectations is a dead end. And the way out.

Nine things I learned about sales when I was 14.

Did I lose this $65,000 sale?

The drawback of running your mouth when selling. And what to do instead.

Prospects say, "Call me later, I'm busy." How do you respond?

What I learned about my mind for a four-year-old.

Here's something about selling that most people miss.

If you do these three things prospecting is easy.

Are you letting people dump garbage into your brain?

Calling out negative defuses negatives.

Buyers have the answers. Sellers have the questions.

Trouble deciding between A and B? Afraid you'll make the wrong choice? There isn't a wrong choice. The universe has your back.

Tension and attachment are the enemies.

Convincing it a net negative every time. Do this instead.

Can you hear the difference between statements and questions?

Convincing is the lowest form of persuasion.

The benefit of listening attentively to your calls.