Selling Without Pitching
From “we’re all set”
to “hmm, are we?”
A prospecting workshop for when your biggest competitor is “we’re fine.”
See the workshop Just want to get better at selling? Start hereTeams I've trained
Who's teaching
I was the first sales hire at Jellyvision. These days I help teams start conversations without pitching.
The workshop
Your buyers already have a way of getting the job done. When they feel pushed, they dig in.
So what gets them to consider something different? A question that helps them see something they hadn’t considered. Then they decide for themselves.
In this workshop, your team learns how to poke the bear: how to start conversations that spark curiosity instead of resistance.
See the workshopFrom the room
“His guidance on conducting thoughtful discovery and detaching from outcomes has led to tangible improvements, including a reduction in ‘commission breath’ and increased progression from discovery calls to product demos.”
“If you run events for sales people, do yourself a favor and hire Josh to run a workshop for your audience.”
The objection lab
Tap the one you heard this week. Get a two-minute answer.
Episode · 1:18
The subtle art of getting to more truth when someone pushes back on price.
Episode · 1:56
Having a vendor is not an objection. It is the truth. Start there.
Episode · 1:47
A buyer asks for a discount. Here is how to respond without caving or fighting.
Episode · 38
The cold call opener that gets brushed off, and the calmer way to handle it.
Episode · 1:03
Dealing with people who expressed interest and then disappeared.
7 short lessons by email. Then it ends.
An open letter
What if you stopped trying to change my mind?
What if you had zero expectations when you reached out to me?
Whenever I feel the push, I pull away. So do you. So does everyone.
Ask me a question that shines a light on a problem I'm not aware of. Then let me come to my own conclusion.
Sort me, don't sell me.
Sincerely, A Prospect
Read my 10 principles of selling →For your team
Selling Without Pitching is a 3-hour prospecting workshop for SKOs and team offsites. In person or remote.
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