Selling with Love : Earn with Integrity and Expand Your Impact

It’s about them being able to show you a car and say, “This is the perfect one for you.” And hearing that is a relief from the paralysis of endlessly browsing online.

Even though these examples might come across as cruel and manipulative, the problem is not in the technique itself but the self-centered language used. Language can be changed. Instead of using terms like “trip wire,” some marketers and salespeople have started to use the term “welcome mat” (thanks to Ryan Lee for the suggestion). See the differenc

Here is what can happen with children’s openness to people and their aggressive sales pitches. First, very quickly, we get reminded not to talk to strangers. The world is not safe. Is it a surprise that as adults, the idea of prospecting for new clients is one of the biggest struggles for salespeople?

is a problem you wish could be solved in the world? What is something currently happening in the world that you find is unacceptable? What is a change you think the world needs? If you were granted one wish and it had to make the world a better place, what would it be?

That salesperson probably doesn’t remember you. They won’t know the pain they caused. Only you hold on to that. It’s time to let it go. You will never know what was happening in their lives that made them do this to you. They could be evil, but most likely, they didn’t know better. They had their own priorities and thought that this was the only wa

“We aim to make X easier.” Make sure this impact is crystal clear. How does dealing with you make whatever challenge that lies ahead easier for the buyer? Amazon makes it easier to buy online. Tesla is making it easier to own an electric car. Microsoft makes it easier for every household to have a PC. What is your easy statement?

often looking at sales as an “us versus them” scenario, where the salesperson must win, and in exchange, the buyer must…lose. It speaks a language that doesn’t support the impact you want to make or the people you want to serve. Think this language is important? Let me quote a few conversations that are very common in sales training: “Make sure the

This is a problem in the clarity of selling: How much is your product worth to the buyer? Is the value greater than what you ask for in return?

Trip-wire offer: a small purchase to get someone to become a client. This will make them easier to convert to a higher offer in the future. In military combat, a trip wire is a hidden detonator activated by the foot of an unwitting victim.