Touchstones #1 and #2 are internal. We see people’s value and continue to relate with them on that basis—regardless of their objections, and whether or not they buy. Touchstone #3 takes us out of our own attitudes and thoughts. We
The 10-Touchstone Honoring Sales Conversation is the basis of the Soul of Selling Method. It’s a simple, easy way to make sure that we respect and appreciate people as we talk with them about our offer, find out what they
The 10-Touchstone Honoring Sales Conversation is the foundation of The Soul of Selling Method. It makes sure that you bring everything you have to the table, and that you treat people with respect and appreciation. It gives you a map
My 8 year old orange tabby brothers, Frankie and Flynnie, show me a lot about life—and I realized recently that they also teach me a lot about selling. PURR SELLING Here is some of their wisdom: 1. Always purr. It
I love living at Ocean Beach in San Francisco—hearing the surf night and day, watching the waves and sunsets, the gulls and pelicans, and occasionally the dolphins and whales. The only problem is that in July and August, we are
As summer winds down and we all gear up for the fall, I offer a summer rerun of the most popular and commented-upon post to this Soul of Selling blog: The Seller’s Discomfort Dilemma… The “Discomfort Dilemma” shows up in
What to do when we get that queasy, uneasy feeling that maybe we should have gone to plumbing school instead of selling? (We’re not the only ones. Every seller has had that feeling at some point.) Here’s what I do.
If you sell a service, you are probably selling a relationship. Cleaning my bookshelves last week, I came across Selling the Invisible, by Harry Beckwith, a wonderful and nuanced book that I recommend to anyone who sells a service. I
I always tell people that I created the Soul of Selling system to shape myself into the person I’d always wanted to be. That person was far more generous, compassionate, loving, and powerful than I was—so I designed a system
The Soul of Selling is based on 3 radical ideas: 1. You can get the exact sales results you want, every time. 2. You can do this while honoring, respecting, and appreciating everyone with whom you speak–whether or not they