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Thoughts On Selling
Those of us in revenue driving roles are always doing; which leaves us little time for thinking and refining our trade. This blog is meant to synthesize concepts and ideas into short and digestible, sometimes amusing, posts meant to help you grow your business and your career.
Managers can use these posts to think about coaching and training, and front line sellers and account managers can use them to think about driving more business.
Presentation As Art
Sales presentations really can be like art. Sure, it’s nerdy, somewhat boring, and definitely not culturally relevant art, but art, nonetheless. Buyers have to be emotionally engaged in the story, and then will find intellectual justification for their excitement and decisions.
Dan Greenberg
Oct 224 min read
Becoming A Top-Down Storytelling Culture
The path between problem and solution is paved by facts and information, while the path between the status quo and the desired outcome is paved by human obstacles, the fear of not overcoming those obstacles, and the hope of ending up in a better reality.
Dan Greenberg
Sep 176 min read
You Are An Expert; Don’t Be Afraid To Use The Term
Telling someone you are an expert makes it more likely that they will listen to you. This is so straightforward that it almost feels like it is not worth mentioning. But so many people don’t take advantage of the device, that it certainly is worth discussing.
Dan Greenberg
Jul 154 min read
Constructing an Email
The buyer does not care about your company history, or the weather, or if you hope they are having a nice day. They care about whether or not you are worth taking time to listen to.
Dan Greenberg
May 207 min read
Operating In A World Unfriendly To Our Kind
Sellers must be patient and impatient all at once. Sellers must have a routine, and be flexible all at once.
Dan Greenberg
Mar 66 min read
Asking For Budgets
It is so important to avoid a situation in which you ask the buyer for a budget with lack of context, and lack of conversational framing.
Dan Greenberg
Jan 104 min read
Discovering Outcomes
Remember that discovery is not about selling. It is not about solving problems, and it is certainly not about your solutions.
Dan Greenberg
Dec 19, 20245 min read
SPIN Selling
Discovery is what makes or breaks your ability as a seller to be influential.
Dan Greenberg
Nov 21, 20246 min read
Discovery Dos and Don'ts According To One Guy
If your questions are generic, invasive, robotic, or overly simple, you are telling the client that the conversation will not add value
Dan Greenberg
Nov 8, 20247 min read
What Can The Inventor Of The Calculator Teach Us about Value
What can the inventor of the calculator teach us about value as it relates to sales?
Dan Greenberg
Sep 26, 20245 min read
Selling The Bucket
“You have to sell the bucket before you fill the bucket”
Dan Greenberg
Sep 11, 20245 min read
Conversation Vs. Presentation
We need conversations in order to gather information, but we have not yet earned the right to have them.
Dan Greenberg
Aug 21, 20245 min read
What Is A Modern Day Close?
In the new world of closing, sellers must train buyers to be convincing internally.
Dan Greenberg
Jul 18, 20246 min read
Change The Frame
If the client doesn’t buy into the frame you set, it just won’t matter how well you pitch your solutions, you aren’t likely to get very far.
Dan Greenberg
Jun 21, 20245 min read
Taking Control & Giving Up Your Power
If the buyer controls the meeting or the process, the sale is very unlikely to happen.
Dan Greenberg
Jun 7, 20246 min read
Identifying Objections
It’s not that objections don’t exist per se, it is that they are a natural part of the conversation that is your job to stimulate.
Dan Greenberg
Apr 25, 20246 min read
You Are Being Judged
Your buyer is judging you from the moment your interaction begins. It’s the only way they feel comfortable.
Dan Greenberg
Apr 3, 20245 min read
Differentiation Is Meaningless
Sales is not a logical process; it's not about logic, differentiators, and solutions, it’s about problems, emotions, and desired outcomes.
Dan Greenberg
Mar 7, 20245 min read
Disrupting Monotony
Rejection is often, simply, the client giving their brain's subconscious gatekeeper unlimited power to see off distractions.
Dan Greenberg
Nov 1, 20234 min read
Assumptiveness Makes a Deal for You And Me
Speaking Assumptively, and with confidence is part of being a good seller.
Dan Greenberg
Sep 6, 20235 min read
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