Win Without Pitching®: Thinking

Mindset and Behavior

The Magic Email

I think together we can make a few million dollars this week, quickly, simply. Use this simple email template that you can use to raise deals from the dead.

The Jedi Mindset

If you want to sell from the high ground, push back on a flawed selection process and lower your cost of sale, you need to arm yourself with a series of mindsets that you can stack one on top of the other. They’ll form sort of a modular mantra that you recite silently to yourself in certain situations.

Play the Game of Constraints

I’ve been using constraint-driven exercises for years to think creatively about my own business and to help our clients free themselves from the mental models in which many have become trapped. Try these six constraint-driven exercises.

Three Steps to Surviving and Thriving in a Crisis

I’ve lived through two previous recessions as an entrepreneur and what we are experiencing right now is not a recession — it is an economic crisis. The recession is what comes next after things stabilize.

The Flip

The moment in the sales cycle when a prospect who previously had you boxed into the vendor position in the relationship…

The Agency Gatekeeper – Keeping Bad Clients Out

When discussing specific new client opportunities with agency business development personnel I often offer some qualifying questions for them to put to their prospects. One VP of business development recently responded to these questions in exasperation, ‘It sounds like you want me to look for reasons not to do business with this person!’ ‘Exactly,’ was

Are You Trying Too Hard to Win New Business?

A competitive mindset can sometimes be at odds with a creative one. David Brooks, author of The Social Animal, made this claim in a New York Times op-ed piece last year. (All links to external sources are at the bottom of this article.) When you’re constantly trying to outcompete others, says Brooks, it’s less likely

Are You Hard-Wired for Business Development Success?

Nine years into advising creative people on how to sell their services I have come to see that the variability of our individual hard-wiring not only predicts our likelihood of success, but it helps to identify which business development strategy we will select in our pursuit of success. McLelland’s Theory of Needs postulates that people

Quit Giving The Client What They Want

A mainstay of some agency new business conferences is a few highly coveted clients on the stage lecturing the agency audience on what they want from their agency partners that they’re not getting. While it would be foolish to dismiss these client entreaties out of hand, it would be just as foolish, I believe, to give them what they want.

Inspiring the Interested

It is often stated that all buying is emotional. While this is an oversimplification that gets many salespeople into trouble, emotions do play a role in most significant purchases. Knowing how and when emotions come into play allows the seller to employ the emotional tools of inspiration to his advantage. But seller beware: emotions are

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