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My Generosity Experiment
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Category Archives: Selling
Not just whether, how
One way to end a sales meeting is with the big push. You’ve done the work, you’ve made the pitch, you go to close the sale. Before that moment, and in the meetings preceding that meeting, you’re having a different … Continue reading
Simple, direct, actionable
You can choose to do one of two things: Try to convince new people that they want to help you. Give people who are already convinced they want to help you a useful job to do. The first one feels … Continue reading
The toughest sale
Here’s a riddle: all good product sales are not about the product, they’re about the story about the product, right? (Method soap tells a story about the kind of hip, environmentally conscious, non-ostentatious but still a little bit fancy consumer … Continue reading
Which side of the table?
Which side of the table do you want to be on? If you are in any sort of client-facing, relationship-driven, or advisory role, you can orient yourself one of two ways: “across the table” or on the “same side of … Continue reading
More than conviction
In case you missed Sunday’s record-breaking Wimbledon finals, Roger Federer bested Andy Roddick 16-14 in the fifth set, the most games played in Wimbledon championship history. Prior to this match, Federer had won Wimbledon five times and had made it … Continue reading
Your next interview
Your next interview is probably tomorrow, even if you’re not looking for a job. A friend of mine has an important first meeting next week with a key customer. It’s a relationship he’s inherited. When describing it to me, he … Continue reading
