philosophyMay 1, 20262 min
The Sweetest Sound
Getting someone's preferred name right is the floor of respect in a sales conversation, not the ceiling, and it signals whether you are paying attention at all.
SellingCommunication
Topic
Communication
7 pieces on communication, ordered newest first.
PhilosophyphilosophyApril 18, 20261 min
Influence
Robert Cialdini – Influence: The Psychology of Persuasion
SellingMarketingCommunication
PhilosophyphilosophyMarch 26, 20261 min
Alignment & Adaptability
Most salespeople operate under the assumption that their job is persuasion. They think if they just talk long enough, push hard enough, or find the perfect string of words, they can force someone to see the world their way. Such a grind. And it rarely works.
SellingMindsetCommunication
PhilosophyphilosophyMarch 12, 20262 min
18%
We've been taught to mirror body language. To find common ground... To ask about the weather... To feign interest in their kids... All before pitching the product. We've been told that if we just build enough \"rapport,\" the sale will naturally follow. It's a lie. Worse, it's manipulation.
SellingStrategyCommunication
PhilosophyphilosophyFebruary 12, 20261 min
Relevance
True connection isn't built on shared trivialities. It's built on a shared understanding of a problem. A situation. A need. Relevance.
SellingCommunicationMindset
PhilosophyphilosophyFebruary 11, 20261 min
The Echo
In the pursuit of connection, we often mistake the noise of our own product for the signal of the market. True resonance is found not in what we say, but in what is heard.
MarketingStrategyCommunication
PhilosophyphilosophyFebruary 4, 20261 min
Conversion = Intention + Connection
Conversion isn’t an accident. It’s not luck. It’s not a coincidence.
MarketingStrategyCommunication