sales

Turn salary negotiation into a strategic, theatrical process

Convert sticker shock into committed work by phasing scope, not cutting margin

Shadow-shop every competitor in your radius before launch to quantify the answer-rate gap

Every pump-out is a diagnostic appointment that generates same-day repair revenue at 50%+ margin

Exploit mandatory product replacement cycles to generate project revenue from existing accounts

Close SMB deals faster by bypassing the broker and negotiating directly with the seller

Unite building and selling—in one person or two founders—to create an unstoppable venture

We comply with people we like; six reliable triggers manufacture that liking automatically

What comes first warps perception of what comes next—sequence is a lever of influence.

Lead with an informed hypothesis of customer needs rather than asking customers to educate you

Grade every teaching pitch for boldness before it gets watered down to the safe middle

Assert and maintain momentum throughout the sale — assertively, not aggressively

Adapt the teaching message to each stakeholder's specific goals, role, and economic context

Choreographed six steps that lead customers from insight to your solution as the natural conclusion

Teach customers something they don't know about their business — then show why only you can fix it

The three-part methodology for winning complex B2B sales through constructive tension

A data-derived taxonomy that reveals which rep type wins complex sales by a landslide

Don't hunt ideas — hunt funded problems.

Win trust, deepen relationships, and communicate value through the deliberate use of story

Desensitize yourself to rejection by asking for 10% off your coffee every day until no feels normal

Stack complementary skills to become irreplaceable rather than mastering one in isolation

Present the problem, agitate until it hurts, then offer your solution

Pair a bold direct purchase request with a low-commitment transitional offer to capture both ready and not-yet-ready customers

Problem-Agitate-Solution: the most reliable sales formula ever

Anchor required beliefs to the customer journey

Peek into the cycles of your customer's life

Leverage assets for success

Balance Positive and Negative Feedback

Three psychological ingredients

Low-risk first step

Educate and entertain

Awaken hidden desires

Understand why people buy

Generate warm leads

Listen to customers

Personalize to boost show rates

Clear > Clever

Expand sales to existing customers

Inducing substitution

A combination of pricing, value, guarantees, and naming that creates an offer so good people feel stupid saying no.

Guarantee Stacking Framework

Bonus Stacking Framework

Value Equation

Virtuous Pricing Cycle

Grand Slam Offer Framework

The persuasion structure that transforms spontaneous pitches into compelling arguments

Sell with passion

Focus on customer satisfaction

Building and selling skills

Become unstoppable