Selling without convincing, begging or pushing.
2 min
A prospect says, "Can you call me after the holidays?" The usual advice is to ask what's going to be different after the holidays, which makes her justify her answer. Josh shares a different approach: see it from her side first, then pause. When people feel understood, they tell you what's really going on. People don't buy because they understand you. They buy because you understand them.
1 min
A prospect says your price is too expensive. The usual comeback, "What are you comparing it to?", can sound like a challenge and make people clam up. In this episode, Josh shares a calmer approach. Shift your intent from overcoming the objection to understanding where the buyer is coming from. Then pause and say, "I'm guessing you might be comparing this to what you're using or something else you've seen." And listen.
1 min
So yeah, this happed. I insulted a CMO in front of her entire team. Not a good look.
The newest 50 of 475 episodes
2 min
A prospect says, "Can you call me after the holidays?" The usual advice is to ask what's going to be different after the holidays, which makes her justify her answer. Josh shares a different approach: see it from her side first, then pause. When people feel understood, they tell you what's really going on. People don't buy because they understand you. They buy because you understand them.
1 min
A prospect says your price is too expensive. The usual comeback, "What are you comparing it to?", can sound like a challenge and make people clam up. In this episode, Josh shares a calmer approach. Shift your intent from overcoming the objection to understanding where the buyer is coming from. Then pause and say, "I'm guessing you might be comparing this to what you're using or something else you've seen." And listen.
1 min
So yeah, this happed. I insulted a CMO in front of her entire team. Not a good look.
1 min
Thoughts on selling things to people they already have.
1 min
This helped me remain calm and chill when cold calling.
1 min
You ever notice how your sales voice sneaks in when you really want a call to go well? I got you.
2 min
Here’s a five-minute audio lecture on the psychology of a good cold email.
1 min
The one cold call tactic that instantly destroys trust. Here’s what to do instead.
1 min
Why trash talking competitors is a net negative every time. And what to do instead.
2 min
What if cold calling wasn’t about pitching, but about solving a mystery?
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