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...

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...

We all know this phenomenon but often we don't understand it. Prospects leave their contact details and the consent to be contacted before downloading a special PDF or eBook created for a very specific problem. However, these so called "hot leads" react very cautiously or not at all to the contact a...

Mark, a friend from High school, called me a couple of months ago and asked for help. ”It happened to me again”, he said, ”and I don’t know why!”. Mark was in the middle of negotiating with a potential new customer. The discovery call and demo went well, both parties generated great results in the w...