The Sales for Nice People Podcast

bUt iT wOrKs! Does it though? Are you quite sure?Get advice that does work, with a short daily email: https://salesfornicepeople.com/signup

I've had enough with all the sleazebaggery, all those people who try to sell you on the hope of more sales, but all they sell you is more noise in your calendar and more stuck deals in your pipeline. Get a short daily email at https://salesfornicepeople.com/signup

Apparently, pitching at people is now called 'sharing key takeaways'. If you want to not do things this way but you do want leads and sales, sign up for a short daily email at https://salesfornicepeople.com/signup

I dunno, you tell me. I consider myself a nice person, and yes I do cold outreach. And sometimes people even thank me for it, so... 🤷Meanwhile, get a short and helpful daily email at https://salesfornicepeople.com/signup

But hey, go ahead and assume that what you *think* you heard, is what your buyer wanted you to hear. I'll be over here with the guys & gals who make sure they verify they got it right. Get a short and helpful daily email at https://salesfornicepeople.com/signup

So that sales trainer you hired didn't really improve things, and now your seller/doers are annoyed and frustrated as well. This is why. And this is what to hire instead: https://salesfornicepeople.com/deal-diagnosis-coaching

Who'd have thought?It's smart to be dumb. Get dumber each day with a short and helpful email, over at https://salesfornicepeople.com/signup

Chasing doesn't work. Asking the right questions though, that does work. When your buyer ghosts you, ask them one of these two questions. And don't forget to sign up for a short daily email at https://salesfornicepeople.com/signup

Last time I checked, "more" is not the solution to "too much". And if you already have too many people saying no or ghosting you, generating more leads is going to get you more of the same. So if there's too many that get away, then you can get my help improving your conversion rate. More information here: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Harsh? You bet.True? You decide. Is there a better way? Yep. Book a call with me, and I'll show you. Or, sign up for a daily email at https://salesfornicepeople.com/signup

Wanna get ignored, want your buyers to turn into ghosts and your deals to get stuck? Then do this. Or if you don't, then do this: click the following link and get my help - https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch wasn't good enough. Or maybe it wasn't a match between you and your buyer. What those fools don't tell you, is that pitching is a terribly ineffective - and unpleasant - way to sell. Nice people don't pitch. Instead, we ask questions, all the way to the decision. Get my help asking your buyer those questions with a subscription to Deal Diagnosis X-Ray coaching: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Because it might sound harsh, but if you're unable to sell your work, you don't get the sale, your buyer doesn't get the solution, and you don't get to serve them. I consider that underserving. And if your business exists in order to make things better, that just won't do. But there's a solution, and you can get it here: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Don't you just love the stories you tell yourself? Especially those about how likely a deal is to close, aren't they just the best? Oh, right. Get the details on Deal Diagnosis X-Ray coaching here: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

There's a reason why the Deal Diagnosis X-Ray playbook doesn't talk about urgency or budget or who is the decision-maker. Because if that's all you work with, you'll be perceived as just another provider, another commodity, and your positioning will be ruined. But the DDXRay questions will help you create positioning and messaging that positions you as the expert and authority your buyer respects... and pays good money to, as well. Get the Playbook here, no optin required: https://salesfornicepeople.com/academy/deal-diagnosis-x-ray-playbook-free-download

Yes, I know, you're a good person and you don't want to be a nag and you want people to just give you money so that you can do your work... But the world will never kick down your door and throw money at you. And, if you're truly a good egg and nice person, you'll never have to be pushy, or act like a pesky sales person, or go against your values in any way. And yet, once you figure out how, you get ghosted less and you get paid more. How? With the Deal Diagnosis X-Ray playbook, which you can get for free right here:https://salesfornicepeople.com/academy/deal-diagnosis-x-ray-playbook-free-downloadAnd here's where you can learn more about the DDXRay coaching programme: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programme

Look, you can always replenish money. But time is gone once you've spent it, and if you spend time to save money, you just might be causing real harm to your business. To find out more about the Deal Diagnosis X-Ray coaching programme, go to https://salesfornicepeople.com/ddx

Find out more about the Deal Diagnosis Coaching programme here: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programmeOf course the automated-lead-gen-on-autopilot boys & girls won't tell you this, but: If you already have too many people ghosting you, getting more people booked into your calendar will only get you more people ghosting you. Instead, go for quality, thoughtful communications. See how eagerly people will engage with you once you start making your communication matter.

Few things are as annoying and disempowering as seeing a pipeline full of deals, where for each deal you go "I'm waiting for my buyer to do XYZ". It's called playing the waiting game and guess what: The longer you play it, the longer you get to keep waiting for your sales. Don't play the waiting game. ---Instead, consider getting a short and helpful daily email at https://salesfornicepeople.com/signup

Yeah you can talk and try to be clever and persuasive and stuff, but... does that work with your spouse? Right. So then why would it work with your buyer? 🤔---Get a short and helpful daily email at https://salesfornicepeople.com/signup

The default reaction of sellers and sales reps is to lean in and get more "persuasive". But that's just code for being pushy, so don't do that. Do a pattern-interrupt, instead. ---Get a short and helpful daily email by signing up at https://salesfornicepeople.com/signup

The best way to lose a perfectly good sale? Go for the transaction, and watch your opportunity go poof. ---Get a short and helpful daily email by signing up at https://salesfornicepeople.com/signup

There's a real risk to your operations and your ability to find better buyers, if you take on the wrong clients. And "I can't afford to lose this deal" is a red flag, a warning sign, that you just might be trying to land a deal that's going to throw you and your team into misery. So the question is: Can you afford to win this deal?---Get a short and helpful daily email at https://salesfornicepeople.com/signup

"Let's do it!" sounds great, but you want that to mean "I'll sign right now!". Whereas your buyer might be meaning to say "I like this a lot, tell me more". And if you don't verify you're reading the signals correctly, you lose the deal. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Annoyance, frustration, avoidance... oh, and ineffective pipeline work that moves no needles. Such are the consequences of not getting rid of the duds. A pipeline full of ghosts. ---Get a short daily email to help you not get ghosted and sell more, at salesfornicepeople.com/signup

People generally worry and fret about a buyer saying no to the proposal, but if you think about it and you handle it well, you can actually treat it as an invitation to keep the conversation going. ---Get a short thought like these in your inbox daily by signing up at salesfornicepeople.com/signup

"Waiting for my buyer to reply" is the death knell of a healthy sales process. If you play the waiting game, you play the losing game. Map out your buyer intel with the DDX process, identify an action you can take, and take that action. ---Here's a useful action: sign up for a daily email at salesfornicepeople.com/signup

Not all deals are created equal, and a lot of frustration in your pipeline work is down simply to choosing the wrong deals to work on. ---Get a short and helpful daily email at salesfornicepeople.com/signup

Yeah they have the money and the urgency... but you don't have the signature yet and therefore you don't have a sale... yet. But if you act like you do, you'll probably lose the sale. ---Get a short daily email and the DDX cheat sheet when it's ready over here: https://salesfornicepeople.com/signup

The wishes your buyer has, and the problems they want solved, that's only part of the story. You need to identify the real reasons - the Purchase Motivators---Sign up for a short and helpful daily email at salesfornicepeople.com/signup and you'll get the DDXRay cheat sheet once it's ready.

Well yeah, of course you can take a course on objection-handling - just remember that you'll be learning how to argue better. Instead, ask your buyer about the buy-blockers. There. No "objection-handling" required. ---Get a short daily email and the DDX PDF once it's ready, by signing up at https://salesfornicepeople.com/signup

You don't get the deal if you don't get your buyer. Get The Empathy Edge: https://salesfornicepeople.com/academy/the-empathy-edge-mini-training

Yes, you might think that your buyer is about to sign the contract, but that's just you. That might be not at all where the deal is at. And when dealing with buyers, you'd better have a good understanding of where *they* think the deal is at. ---Get a short and helpful daily email at https://SalesForNicePeople.com/signup and you'll receive de DDX cheat sheet when it's ready.

I'll say it again: Don't "follow up" with your buyers. If you do, you might actually be doing them harm. ---Go to https://salesfornicepeople.com/signup and you'll receive the full DDX series as well as the DDX checklist

Next Monday starts a new mini-series that teaches you how to truly get your buyer so that you get the sale. ---Sign up to receive the chapters and PDF here: https://SalesForNicePeople.com/signup

Messaging matters, and "It's okay" is a terrible way to reply when a buyer says "Sorry I'm late"---Get a short and helpful daily email at https://salesfornicepeople.com/signup

I mean you're going to get ghosted anyway, and it's a lot more fun if that's not by some small player over a small deal with a low price. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Sure you can talk about the weather, or the game, but that's lame and perfunctory. Values are what create actual rapport, and the cool thing is that that rapport exists before you ever meet. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

But, you know, only for the self-aware, and those who take ownership. If that's not you, then have fun sending yet another sales trainer at your team, to go and try fix the bits you didn't fix 🤷

But when a buyer doesn't do what you hope or expect, or what they said they'd do, you feeling resentful or upset will not help you deal at all. ---Get a short and helpful daily email at https:SalesForNicePeople.com/signup

You don't get the deal if you don't get your buyer, and guess what: trying to get them see your POV does nothing for helping you understand them the way you need to. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Of course, you wouldn't talk to people like that. But you just might be sending that exact message - and to the detriment of your sales results. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

It can be fairly simple to get introduced to new and relevant people: You just ask. But *how* you ask matters a lot!---To find the people who can introduce you, check out the Mine Your Network for Opportunities workflow, available for free in the Sales for Nice People Academy: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflow

"Yeah they're not so easy to work with, but the money is great!"Uhuh, yeah. Famous last words. 🤷---Get a short daily email to help you sell more here: https:SalesForNicePeople.com/signup

Maybe you're different but I - and most everyone else - loves to buy things. So it's not about selling, but about making it easy to buy---Visit the Sales for Nice People Academy and get access to hundreds of free articles: https://salesfornicepeople.com/academy

People buy things that are helpful, not things that are interesting. And if you ask your buyer if they're interested, you'll end up with a false positive and no sale. ---Get a short - and helpful - daily email here: https://salesfornicepeople.com/signup

Can't get a sale if the conversation stalls... 🤷---But you can get a helpful daily email if you go here: https://salesfornicepeople.com/signup

Yes, you need to ask questions if you're going to land the sale. But better make sure you have permission, otherwise your questions might just scupper your deal. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Yes, I mean it. Don't go for the yes, because that's how you make your deals go stale. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup