The Sales for Nice People Podcast

Sure, you'll always need your buyer's input. But asking for thoughts or feedback sets you up to lose the sale - and there's a much, much better question to ask. ---Get a short and helpful daily email at https:salesfornicepeople.com/signup

I understand you might feel that way, but the good news is: it's because of a misconception about what (ethical) selling actually is. ---And to get a short and helpful daily email to help you with this, sign up at https://salesfornicepeople.com/signup

Because hey, how often do discounts get you the sale? And when they do, how often are you actually happy with the deal?---Get a short and helpful daily email at https://salesfornicepeople.com/signup

"Just following up..."That's code for: "Please ignore me"---Get not ignored with the daily articles you can get if you sign up here: https://salesfornicepeople.com/signup

The fools. Don't they know that you don't need any hyping, if you want to sell something?---Get a short and non-hyping daily article here: https://salesfornicepeople.com/signup

If you think that "sales happen in the context of a conversation" means just the conversations you have with your buyer, you're losing sales. ---Get a short and helpful daily email at https://SalesForNicePeople.com/signup

Because hey, the majority of the people in your pipeline aren't going to buy anyway, so why would you want to talk to them? Just because you're telling yourself that they need your help, when actually you already know that the deal isn't going to happen?---Get a short and helpful daily email at https://salesfornicepeople.com/signup

No matter how illogical someone else's behaviour might seem, to them it makes sense. So when your buyer rejects your offer or suggestions, don't try and persuade them, because then you just make them wrong. Instead, ask yourself: "In what way does it make sense to them to take this stance?"--- Get a short and helpful daily email at https://SalesForNicePeople.com/signup

When a buyer decides to buy a solution to a costly complex problem, it's often a personal win. And if your deal is stuck, ask them who else would stand to win...---And if you want to get a personal win in terms of a better, less annoying way to handle the sales process, get yourself a short daily email at SalesForNicePeople.com/signup

Your chances of winning a deal are inversely proportional to the size and complexity of your messaging. Keep it simple, keep it short. ---Get a helpful daily email at SalesForNicePeople.com/signup

You noticed that, did you? That the more you try and chase a buyer, the more they seem to lean out, ghost you, be unavailable? Yeah, funny how that works. 🤔---Get a short and helpful daily email at SalesForNicePeople.com/signup

Those who struggle are the ones who are reactive where it comes to working on your pipeline and your deals. But those who make it a daily habit to tend to their people-garden?Those are the ones who actually have deals to work on, sales to make, and money to earn. Make sure you choose which side of the fence to be on. ---And get yourself a helpful daily email at SalesForNicePeople.com/signup

All those positioning statements, and all the proof and accreditation and what have you...Who cares?Your buyer certainly doesn't. Because people don't buy things that are interesting, they buy things that are useful and helpful. So, you know, forget about trying to look interesting. Be helpful, instead. ---Get a short and helpful (ha!) daily email at SalesForNicePeople.com/signup

Think about it. You know very, very little about this new person... and now you think you can craft a message that will be just right for them? If you can, I want to know where you learned mind-reading.---And if you can't, you'll find everything in the Sales For Nice People Academy extremely helpful for your sales: https://salesfornicepeople.com/academy

Nice people don't need to worry about "How am I going to sell my work". Ever. Instead, learn how to enable a buyer to buy. It's nice. And to get help with that, for free, check out the hundreds of articles over at https://salesfornicepeople.com/academy

When people aren't buying into your idea, trying to persuade them is the opposite of what you should do. Because persuading just sends the message "I'm right, you're in the wrong" and nobody likes to be made wrong. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Sure, go ahead and think of your pipeline as that place where you find the people that you somehow need to force through buying stages. Or, be nice people, and think of it like this...---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Sure, you can solve really challenging problems. But if you're not selling, maybe that is exactly the reason why?---Get a short daily email at https://salesfornicepeople.com/signup

Focusing too much on the pain your buyer is in can be a mistake. They need to see that you understand the cause of the problem, if they're going to buy. ---Get a short and helpful daily email at https://salesfornicepeople.com/signup

Because selling is something you do with people, not to people. And asking permission is fundamental if you want your sales process to be fun and as effortless as possible. And, you know, free from anxiety and awkwardness. ---Get a short and helpful daily article by going to https://salesfornicepeople.com/

If you happen to find the idea of Sales for Nice People interesting, the above would suggest I won't be able to help. But if you wonder if it would be helpful to learn how to use the system for getting more sales, the answer is: well yes, it would be. More information here: https://salesfornicepeople.com/sales-for-nice-people-training/

Sure, of course you want to cheer and celebrate, when a buyer says yes. But hold your horses, don't count your chickens. If you don't, you might just ruin the sale. ---Get a short and helpful daily article at https://martinstellar.com/nice-people

Whether you land the sale or not is largely up to how you handle the conversation. So you'd better not waffle, and pitching isn't recommended either...---Get a short daily email at https://martinstellar.com/nice-people

Yup, that's what you're doing when you try to convince or persuade. Here's what to do instead. ---Get a short and helpful daily email at https://martinstellar.com/nice-people

It's the most important question to answer, and it's really hard. But these 5 questions will make it easier. ---Sign up for a short and helpful daily email at https://martinstellar.com/nice-people

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 https://martinstellar.com/nice-people

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 https://martinstellar.com/nice-people

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. Mini-training starts tomorrow. Get a short daily email at martinstellar.com/nice-people

'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