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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.
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
Good Discovery Questions
Customize and position your questions in order to earn credibility. Follow them up in order to learn the information you need to learn.
Dan Greenberg
Dec 6, 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
Pain & Hope; The Essence of Great Selling
While building a relationship, positivity is important, and while closing a deal, connecting the solution to the pain is important.
Dan Greenberg
Oct 23, 20246 min read
The Four Foundations Every Sales Leader Must Build With Their Team
There are four foundational tools that can be used as the building blocks for organizational or team strategy
Dan Greenberg
Oct 13, 20245 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
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
Knowing Yourself
It is incredibly important to understand and evaluate yourself, as a seller, before deciding what skills and behaviors to try to develop.
Dan Greenberg
Aug 8, 20248 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
Ask The Hard Question Upfront
Overt and direct confrontation of problems is respected by buyers, and conveys a sense of confidence.
Dan Greenberg
Jul 3, 20245 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
Stop Looking For The Magic Bullet
Becoming a … master is not about learning 4,000 moves but about doing just a handful of moves 4,000 times. — Chet Holmes
Dan Greenberg
May 22, 20244 min read
Negotiations Are About Time
“Negotiations are always over time. That is the frame to think about it through. Money is {just} the label.”
Dan Greenberg
May 9, 20245 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
You Are Not in The Persuasion Business
There is a huge disconnect between what a buyer in the modern business environment needs and what sellers are talking about.
Dan Greenberg
Mar 20, 20246 min read
I Have A Love / Hate Relationship With Sales…But Not For The Reasons You Might Think
The business and the function of sales is to make money, but what you take away from it as a person is what I love about sales.
Dan Greenberg
Feb 22, 20246 min read
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