When things are tense and when an issue needs resolving between people, it's very easy to inadvertently 'push the wrong buttons', and make…
Human interaction is a game of signals, and therefore so is selling. Everything we do or say - or indeed, don’t do or say - gives others a…
We usually say too much. We don't let the other person think. We say a thing, and before the other even has time to process it, we add…
Sometimes, you think everything is running smoothly with your buyer. You’ve had your conversations, they’re interested in your work, they’re…
The dictum "[ 📄 Don't be interesting to your buyers - be useful instead|Be interested, not interesting ]" sounds straightforward enough…
Lost a fairly big sale a while ago, to a company I would have loved working with: They’re developers, they’re dead smart, their software…
The more you ask questions, the more you’ll learn about why someone might be looking to purchase your coaching or consulting work. Which…
In teaching, it’s said that we should speak at the level of understanding of the student - and it’s exactly the same in sales. Because the…
From the outside, it’s easy to see what would be good for other people. This one would benefit from more exercise. That one would feel…
You’ll have had it happen: someone tells you that yes, they want to buy your work. "Send me the invoice, let's do this!" But then a day goes…