👨‍💻jonathan schulman’s Post

Richard Moore has a great point folks. Absolutely spot on!🎯 Trust is the cornerstone of successful deals. Confidence in yourself and your product builds that crucial foundation. Selling isn't just about the offering; it's about selling YOU first. Confidence conquers doubt, paving the way for smoother transactions. The event in Manchester is surely going to be inspiring and insightful 🙌🏼 #TrustInBusiness #ConfidenceSells #SalesInsights

Are you playing, "not to lose"? Is that your best play? Let's see ⬇ I like watching American professional football. But what really frustrates me is when my team has a lead toward the end of the game, and they start to play very cautiously. They start playing, not to lose versus keeping the pedal to the metal to try and put the game out of reach. This is usually not a good strategy for a lot of reasons: ✅ It takes you out of your rhythm. ✅ It leads to mistakes. ✅ It gives a message to your team that you might not be good enough to close the deal. ✅ It gives viewers like me high blood pressure. 🤢 If you sell a product in a market that already has a similar offering available, there is going to be competition. Learn who they are and put together a competition folder for your Sales Playbook. Study the competition to find their strengths and weaknesses. Coach your team how to position your product’s strengths to win the deal. Too many companies obsess over the competition. You need to know who the competition is and how to position your product to win. Always reacting to the competition is like playing, not to lose.  Agree? 📌Follow Louie Bernstein for decades of useful, success-proven ideas. ♻️Repost this for your LinkedIn sales friends too. #sales #salestips

Here's the seed of all deals: And it's not "being yourself", "authenticity" or your popularity... It's trust. Without trust, no deal ever happens The speed of the decision slows down And the chances of being ghosted go up But there's more to it that this. Trust is also part of your product. And you can help build it with a display of confidence. Otherwise, you're just trying to push your offering, while the buyer is eyeing you suspiciously. Conquer their worry about your ability to deliver for them and the rest is straightforward. Sell you first. The product shifts far easier after that. -- #RichTips #sales #mindset #selling PS join me in Manchester on 29th November with some very special guests. More below in the first comment

One concern founders have in stating a clear vision, mission, and audience (VMA) is the notion it will limit opportunity. Not only is this view incorrect—but the inverse is true. When you focus on a specific VMA not only do you win new clients that align, but you also win non-aligned clients as sales advocates. Declining opportunities that don’t align with your VMA, and clearly communicating this, strengthens your brand message into new networks with every “no.” Those individuals are now empowered with two tools that turn them into opportunity hunters for you: 1. What value you provide 2. What audience you provide it to. You will lose more deals than you win. But if your VMA is tight, the lost business can bring in more business over the long term as a strategic ally.

The golden rule of SALES? Honesty. Amid the pitches and promos, nothing—absolutely nothing—beats being real with your audience. Forget the fluff, the hype, the smoke and mirrors. It’s about genuine connections, clear value, and, yep, the good ol' truth. Whether acknowledging your product’s limitations or being upfront about pricing, honesty = respect. People notice. They remember. And they come back for more. Let’s make a deal to keep it 💯. Because when you strip everything else away, trust is your most powerful selling point. #TeamGTN #techtruth #honestymatters

Selling is not just about what you say, but how you say it. As a firm believer in this "trend," I know that conveying authenticity and conviction is key. In my experience, it's not just about the words, but the way they're delivered. Seeing and hearing a person's true intentions can make all the difference in building successful partnerships. #Authenticity #SalesTips #bellytobellyselling

There's a sales beast inside you. There's a gym beast inside you. There's a negotiation beast inside you. There's a smart conflict beast inside you. There's a focused execution beast inside you. There's an awesome beast inside you that wants to break free. Do you know why you haven't let them out? You haven't because no one has told you they're there. People with fewer qualities and charm than you have managed to unleash theirs. People with fewer resources and intelligence have set theirs free. When your beast is about to come out, you'll feel scared because, hey, it's a beast, something tough, different, powerful. People will start saying you've changed. Some will drift away from you. They'll stop talking to you. They'll say things about you but never to your face. And that's the deal with the beast. It will make you unrecognizable to those who only want to connect with your low-performing self. But it will be your ticket into the world of true top performers. —A.

You've managed to get in front of a prospect for a meeting and it's your chance to show why you're the best choice for them. Would you spend the 1st 5mins of your presentation bad-mouthing your competition? Not if you actually want to win the deal! Show you understand their business, show you understand the roles of the people you're talking with, show you understand their problems and then show exactly how you can be of significant benefit to them. If appropriate, tactfully sow some seeds of doubt about your competition but never resort to outright trashing them as that actually says a lot more about you than it does them! If you see no issue with using your audience's limited time to slag off your competitors then you should look to work in politics as that seems to be the default strategy for all of the main parties.

Sometimes, what's between the lines is more important than what's on them. For example, imagine you're from New York, selling software to banks. You love baseball. Naturally, you're a lifelong New York Yankees fan with season tickets. Now, picture visiting a bank in Boston. You're great at sales and they expect you, so you give a solid presentation. But you're wearing a Yankees jersey and have some Yankees memorabilia that's easily noticed. This small detail can increase your chances of losing the deal. Even if you're excellent at what you do, it's safe to assume that people on the other side are likely Boston Red Sox fans. By wearing that Yankees jersey, you've unintentionally shown that you're not one of them or don't respect their preferences. Your presentation might be outstanding, but the underlying message is that you don't share their interests or respect them enough to avoid such a clash. Ideally, personal preferences shouldn't mix with business. But in reality, people do business with those they know, like, and trust. By being inconsiderate here, you've hurt the "liking" factor. Something to keep in mind. Photo Credit: Ajay Pulpa _____ → If you like this type of insights, follow me Rajesh Setty → Kindly Repost ♻️ if you think it might help people in your network

😩 We're too busy to work on the strategy! 🙂 Then maybe the strategy needs to look at how you scale to deal with the customers? 😩 But what if we stop being busy! 🙂 Then we could work on a strategy to make sure you stay busy? 😩 But then things will always be this crazy around here! 🙂 Errmm .. that first thing we talked about? Scaling the ability to sell, and to deliver, so that they support one another. That's a good strategy. 🚀 Jim