Inside Selling

Why changing minds is a net negative every time.

A counterintuitive way to build trust when selling.

Thoughts on why warmth matters in sales.

Thoughts on selling things to people they already have.

Thoughts on cold calling.

This helped me remain calm and chill when cold calling.

How to clearly explain what you sell so people lean forward.

A breakdown of the best cold call I ever received.

A lesson from Olympic gold medalist Alysa Liu.

Thoughts on up front Contracts. And what I do instead.

Selling without pushing, persuading or pressuring.

How to deal with rude or angry people.

Talking with people who have little desire to talk with you.

"We want a 20% discount." What do you say?

How to sound relaxed and chill when cold calling

You ever notice how your sales voice sneaks in when you really want a call to go well? I got you.

What pro sellers do differently than amateurs.

Why suffering when selling is optional.

Friendly reminder: nobody is going tor remember your cold call.

The importance of tone when cold calling.

Move off the product and into the problem.

If I could give only one piece of sales advice, this would be it.

Sometime more isn't better.

You can't lose a sale you never had;

I don't wake up at 4am.

Here's what I say when I make cold calls.

Prospect says, "I'm in a meeting." What do you say?

The peaceful place.

Why I'm not a fan of "Just out of curiosity."

Dealing with people who expressed interest then disappear.

Here’s a five-minute audio lecture on the psychology of a good cold email.

Staying calm when selling.

Thoughts on the best way to persuade.

The benefits of slowing down.

The one cold call tactic that instantly destroys trust. Here's what to do instead.

Why trash talking competitors is a net negative every time. And what to do instead.

Thoughts on sales slumps.

Why selling feels frustrating.

I thought I was in the clear, but I was wrong.

Why mindset matters in sales.

Thoughts on the role luck play in sales success.

Thoughts on quota.

What if cold calling wasn’t about pitching, but about solving a mystery?

Why trusting your gut matters when selling.

Your self worth has nothing to do with metrics.

Here's a breakdown of a killer cold call I received from a real estate agent.

Dealing with disappointment in sales.

When someone shares something that's painful, resist the urge to give advice. Do this instead.

Why facts, logic and reason don't persuade.

Why detaching matters in sales and in life.