Inside Selling

By Josh BraunBusiness Entrepreneurship Education How To

Inside Selling episodes

November 11 Call Me in January
A prospect says, "Can you call me after the holidays?" The usual advice is to ask what's going to be different after the holidays, which makes her justify her answer. Josh shares a different approach: see it from her side first, then pause. When people feel understood, they tell you what's really going on. People don't buy because they understand you. They buy because you understand them.
3 min
November 09 It's Too Expensive
A prospect says your price is too expensive. The usual comeback, "What are you comparing it to?", can sound like a challenge and make people clam up. In this episode, Josh shares a calmer approach. Shift your intent from overcoming the objection to understanding where the buyer is coming from. Then pause and say, "I'm guessing you might be comparing this to what you're using or something else you've seen." And listen.
2 min
October 26 I Insulted a CMO
So yeah, this happed. I insulted a CMO in front of her entire team. Not a good look.
2 min
October 06 How to Sell Without Pushing
Some of the best salespeople are small business owners.
2 min
September 02 No Ted Talks
Why explaining creates resistance and what to do instead.
2 min
June 19 If You’re Explaining You’re Losing
Why changing minds is a net negative every time.
4 min
June 17 How to Instantly Build Trust
A counterintuitive way to build trust when selling.
2 min
June 16 How to be More Likable
Thoughts on why warmth matters in sales.
3 min
June 04 Trying to Sell Brushes to People Who Have Brushes
Thoughts on selling things to people they already have.
2 min
March 26 If You’re Pitching You’re Losing
Thoughts on cold calling.
2 min