Inside Selling

A classic sales mistake. And what to do instead.

These four words from a guitar teacher will change the way you think about sales.

Feeling anxious? Listen to this.

The four questions prospects secretly ask themselves during the course of a cold call.

Why trust is a competitive advantage.

Why assuming creates problems for yourself and others.

Thoughts on why self-forgiveness is important when selling.

Here's a magical phrase I learned from a former FBI hostage negotiator that gets prospects talking on cold calls.

The process and copy Eric Edge used to book 43 meetings in a month using cold email.

Standing out in the sea of sameness when selling a commodity.

Why jumping to conclusions is a big mistake.

Do you want more? Or do you have enough?

Using your voice to make a good first impression.

A prospect says, "Where did you get my number?" How do you respond?

Let's write a good cold email. Sentence by sentence using the 5-T framework.

How to prevent objections when cold calling.

Sales messaging that lowers resistance.

Questions to ask at the end of a demo.

Why telling prospects things is a net negative every time.

Why reflective listening is a good skill to master.

If you're hearing "I'm not interested," far too many times, listen to this.

How to deal with angry people without making them defensive.

Why forcing treats on dogs is net negative every time. And what to do instead.

Why storytelling is a currency.

The time I met an angel in Houston Texas.

You can waste a lof of time treating white lies as truths. Here's the way out.

Are you telling people what you value? Or asking people what they value?

Treat this question like a porcupine. Don't touch it. Ask this question instead.

What Indian philosopher and spiritual teacher J. Krishnamurti can teach you about sales and life.

Why selling is more like dancing than wrestling.

What value-based selling looks like.

Why lying in sales (and in life) is bad for your health.

Why persuasion backfires and what to do instead.

Bombing in sales can ruin your day or energize you. Here's how to be energized by sales bombs.

I always enjoy chatting sales with wicket-smart human Sam McKenna.

Why prospects put up resistance when you try to persuade. And what to do instead.

This is my favorite first question to ask an inbound lead. Here's why.

A prospect interrupts the demo and asks for pricing. What do you do?

Here's why you're repelling prospects and what to do instead.

Been ghosted? Here's what to do and say.

Developing a surfer's mind when cold calling to lower the Zone of Resistance.

Thoughts on starting conversations with prospects who have little interest in speaking with you.

Thoughts on four habits that make selling more enjoyable.

A simple question for more sales.

Here's a framework for writing a good cold email.

Landmarks that indicate you're making progress in sales.

Are you aware or unaware of your thoughts and actions?

Here's why telling people they're doing their job wrong creates defensiveness. And what do to instead.

Why you should stay away from the phrase "I know."

Thoughts on what to say to lower The Zone of Resistance when cold calling.