Dan GreenbergThoughts On Selling: What Can The Inventor Of The Calculator Teach Us about ValueI’d like to start with an almost certainly apocryphal story about one of the first people to invent a pocket sized electronic calculator…Sep 27Sep 27
Dan GreenbergThoughts On Selling: Selling The Bucket“You have to sell the bucket before you fill the bucket” — Lou Paskalis, former SVP Marketing at Bank of America — He was referring to the…Sep 11Sep 11
Dan GreenbergThoughts On Selling: Conversation Vs. PresentationIn previous posts I have written about what I call “The Switch Points”. These are the points in time in sales interactions where we switch…Aug 21Aug 21
Dan GreenbergThoughts On Selling: Knowing YourselfAlthough there is much dogma and supposedly common-sense knowledge floating around about what makes a good seller, the actual answer to the…Aug 9Aug 9
Dan GreenbergThoughts On Selling: What Is A Modern Day Close?We no longer exist in a world where closing tips and tactics have much of an effect, at least not when it comes to B2B sales. This is due…Jul 18Jul 18
Dan GreenbergThoughts On Selling: Ask The Hard Questions UpfrontMy dad is the first sales person I ever learned from, and I learned a lot from him. He is now a semi-retired non-practicing lawyer, a…Jul 3Jul 3
Dan GreenbergThoughts On Selling: Change The FrameIn Oren Klaff’s very informative book “Pitch Anything” he asserts that any two individuals have perspectives, and often different ones…Jun 21Jun 21
Dan GreenbergThoughts On Selling: Taking Control & Giving Up Your PowerTaking control of a meeting is not easy. Many sales books talk about how important it is to keep control of encounters. Very few talk about…Jun 7Jun 7
Dan GreenbergThoughts On Selling: Stop Looking For The Magic BulletThe question is not, “What is the secret to sales?” The question is, “What is the secret to this sale, for my selling style, at this…May 22May 22
Dan GreenbergThoughts On Selling: Negotiations Are About TimeThere are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on…May 9May 9