Warning: Don’t Read This Blogpost
Well, well. You saw the title, right? And yet here you are, reading this blogpost. Worse yet – you're probably here reading this blogpost because you saw the title warning…
You Can Lead a Horse to Water, but You Can’t Make Him Buy
The biggest problem in sales? Violating the laws of human nature. Exhibit A: one of those timeless folk-wisdom sayings, "You can lead a horse to water, but you can't make…
Tell Your Customers Why They Don’t Need You
You probably want your customers to trust you. And you probably tell them the truth about why they should buy from you. You might think that’s enough for them to…
How Much Should Sales Approaches Vary by Industry?
Selling in the professions suffers from a kind of elitism; a conventional sales master has a lot to say to the professions.
A Tale of Two Books: Jill Konrath’s SNAP Selling, and The MBA Oath
Reviews of SNAP Selling, and of The MBA Oath.
Empathy is the Antidote to Resentment
Resentment is emotional poison, taken by oneself, in business as in life. Empathy is the only antidote.
April Carnival of Trust is Up
April Carnival of Trust, Hosted by Skip Anderson
Closing the Book on Closing
Let's not beat around the bush; if you're still a fan of "closing," you're probably not selling well.
The Wrong Elevator Speech: Disaster and Recovery
Worried about your elevator speech? It was nothing like this one, I'll bet.
Trust Lessons from a Turkish Rug Dealer
Lessons in trust-based selling from an unusual source, a Turkish rug dealer.