Principles
The moment someone feels you’re trying to change their mind, they begin defending what they already believe.
Understanding someone requires listening without the constant urge to respond, correct, or pitch.
People are more likely to tell you the truth when they believe you’re willing to walk away from a sale that isn’t right for them.
People want to make their own decisions. The more freedom you give them to choose, the less resistance you create.
If everything looks the same, the cheapest option usually wins.
Understand where they are, where they want to be, and what’s preventing them from getting there.
You can control your preparation, intentions, questions, and behavior. You cannot control another person’s decision. Do your best and forget the rest.
Ask a question that makes the prospect scratch their head and think “Hmm, that’s a good question.” They may have it handled. Be open to discovering that.
People don’t change simply because something better exists. The discomfort of staying the same must outweigh the discomfort of changing.
People will say no. Deals will stall. Buyers will disappear. You can do everything right and still lose the sale. Expecting otherwise is a recipe for frustration. Accept the nature of selling rather than fighting it.
"Our team continues to reference Josh's insights, particularly his 'truths of sales,' which have become ingrained in our approach."
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