One sentence can shape the entire conversation. How you start sets the tone more than most sellers realize.

In sales, the first words you speak are not just words, they are signals. They communicate status, intent and empathy within seconds, before a prospect has even processed the content. Researc...

At first glance, cold call openers all look the same. Polite. Short. Maybe hinting at value and almost always with a “feel free to hang up” exit. To a salesperson, they can feel interchangeable.

But here’s the truth: they are not.

When you look at openers through the lens of cross-cultural comm...

We all assume others see the world the way we do. That simple mistake fuels conflict, kills trust and blocks opportunity. Learning to stop it is not optional, it is the skill that changes everything.

The Core Principle: Egocentric Bias 

Egocentric bias is our natural tendency to see the world p...

Trust is the cornerstone of any successful sales conversation, especially during cold calls. Yet, sales professionals often rely on witty or humorous responses to sidestep tough questions. While this approach might seem charming at first, it is both psychologically risky and counterproductive. Worse...

We are living in a world in which we are constantly encouraged to achieve above-average results. A world where we always have to be faster, more innovative, more creative and simply better than the rest. It is a world where the questions and demands stay the same, but the answers or ways of action a...

Uncovering customer pain points ultimately affects your sales results. On the one hand, they are the key to why a customer needs to negotiate with you. On the other hand, the same pain points are the reason why many sales discussions are not successful.

Imagine you are in pain and you don't know wh...