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Selling Without Pitching

From “we’re all set”
to “hmm, are we?”

Prospecting training for teams whose buyers already have a way of getting the job done.

See what your team will learn

Questions? Call or text me at 954-695-0844

Just want to get better at selling? Start here

Teams I've trained

  • Brex
  • Gong
  • EMARKETER
  • Zendesk
  • HubSpot
  • Snowflake
  • Alteryx
  • BILL
  • General Assembly
  • C2FO
  • Redgate
  • Lee & Associates
  • Florida Risk Partners
  • GovSpend
  • AdvancedMD
  • AB Tasty
  • SambaSafety
  • Remerge
  • Gaggle
  • Flix
  • Appetize
  • Apex Learning
  • Involta
  • Investis Digital
  • Veritas Prime
  • Acaria Health
  • Weathermatic

The workshop

Pushing harder doesn’t move buyers. Noticing something does.

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 what your team will learn

The objection lab

What did they just say to you?

Tap the one you heard this week. Get a two-minute answer.

Episode · 1:18

Your Price Might Not Be Too High

The subtle art of getting to more truth when someone pushes back on price.

Play episode

Pick a door. No pitch on the other side.

Free · 7 lessons You're not losing to competitors. You're losing to comfort. The 7 forces that keep buyers frozen in the status quo, and how to melt each one.
Podcast · Short episodes Inside Selling Most episodes run under three minutes. Cold calling, objections, mindset. One idea, then back to work. Browse episodes → Shop · Courses, books, cards Go deeper Poke the Bear, The Discovery Call, Tongue Tied flashcards and the free For Sale book. Visit the shop →

What I believe

My Basic Principles of Selling

  1. 01People don’t resist change. They resist being changed.
  2. 02People don’t buy because they understand you. They buy because you understand them.
  3. 03Trust before transaction.
  4. 04Autonomy is a basic human need.
  5. 05Price is the last refuge when people don’t perceive your offering as meaningfully different.
  6. 06People aren’t looking for your solution. They’re trying to make progress.
  7. 07Detach from the outcome.
  8. 08If you’re convincing, you’re losing. Poke the bear instead.
  9. 09The status quo has gravity.
  10. 10Move in harmony with the nature of selling.
Read all ten

An open letter

Dear Salesperson,

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

Letting go of the pitch starts with you.

One idea a week. Things like how to start conversations with skeptical prospects and the cure for sales anxiety. Opt out anytime.

I will never spam or sell your info. Ever.

Now playing

Inside Selling
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