philosophyAugust 1, 20263 min
How I Think, View, and Guide Action
The operating philosophy behind every recommendation I make, and why I start with diagnosis instead of tactics.
SellingOperating
Topic
Selling
13 pieces on selling, ordered newest first.
philosophyJuly 18, 20263 min
Sell the Diagnosis, Not the Feature List
Buyers describe symptoms in their own words. The seller who names the cause earns the decision before price is ever discussed.
SellingMessaging
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
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
PhilosophyphilosophyMarch 5, 20261 min
The Gift of the Valley
Sometimes, you're on a peak... Sales are flowing. The phone is ringing. Life is good. Then, you hit a valley.
SellingMindsetBusiness
PhilosophyphilosophyMarch 2, 20261 min
Start Something
They wait for the perfect moment. The perfect conditions. The perfect plan. They never start.
SellingMindsetBusiness
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 5, 20261 min
The One Prospecting Question That Matters
It’s a necessary evil. A soul-crushing grind. But prospecting doesn’t have to be. Most salespeople are taught to ask the wrong questions.
SellingMindsetStrategy
PhilosophyphilosophyJanuary 29, 20261 min
Your New Partner is a Robot
You can’t scale hustle. You can scale systems.
SellingLeadershipStrategy
PhilosophyphilosophyJanuary 29, 20261 min
Selling to Wants vs Needs
They tell you to find the pain. To twist the knife. Then sell the cure. It's built on a lie. People don't buy what they need. They buy what they want. Stop interrogating. Start asking what they want. Then help them get it.
SellingMindsetBusiness
PhilosophyphilosophyMay 8, 20253 min
KNOW, LIKE, & TRUST
The truth behind decades of psychological deception
SellingMarketingStrategy