The Sales for Nice People Podcast

Ep 257: Why not 'Mine Your Network for Opportunities'?

Martin Stellar — Tue, 14 Oct 2025 02:05:27 -0700

Sure, go ahead and invest in outreach, Business Development, networking, content marketing... but don't forget to dig up the opportunities hiding in your network, first.
Check out the MYNO mini-series here: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflow

Ep 256: Everything is downstream from your internal state

Martin Stellar — Wed, 08 Oct 2025 03:01:47 -0700

And the one thing most detrimental to your internal state?
The conversations that other people put into your mind.
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Ep 255: You don't have a sales problem, you have a leadership problem, Pt. 2

Martin Stellar — Tue, 07 Oct 2025 03:01:13 -0700

The shortest - and admittedly harshest - way to put it:
Your team will never outperform your leadership.
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Ep 254: Every machine can be a smoke machine if you operate it wrong enough

Martin Stellar — Mon, 06 Oct 2025 03:33:43 -0700

You can tackle problems in isolation, but if you don't look at the overall bigger picture, the system your problem exists in, you might just screw up more than you're trying to fix.
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Ep 253: Wait... is this why you don't do any followup?

Martin Stellar — Thu, 02 Oct 2025 01:51:32 -0700

Just like that friend who's always "doing one final rewrite before sending my manuscript to the publisher!". You don't follow up because you don't want to face the fact that things don't look as rosy as you're hoping?
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Ep 252: Niching down: Aim narrow, welcome wide export 2

Martin Stellar — Tue, 30 Sep 2025 02:10:43 -0700

If you're for everyone, you won't look like the specialist that people want to hire. So you create a narrative, for a niche, and you aim it at those people. Anyone adjacent who show up? Welcome them in.
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Ep 251: Wishful thinking and ghosts

Martin Stellar — Mon, 29 Sep 2025 02:58:32 -0700

You can tell yourself stories about how likely all those deals are to close until your bankrupt - and if you do tell yourself stories about it, you might be closer to ruin than you think. Be discerning, and careful not to fall into wishful thinking.
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Ep 250: Every business is a real estate business

Martin Stellar — Fri, 26 Sep 2025 06:10:17 -0700

When a buyer becomes a client, they become a tenant in your head. Shouldn't someone pay the rent...?
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Ep 249: That’s not a buyer: that’s problem solving theatre

Martin Stellar — Thu, 25 Sep 2025 01:57:10 -0700

Yeah of course they have the problem and they want to solve it - but very often they can't or won't, and they're only talking to you so that they look like they're working on a solution. And then you waste your time on a buyer's problem-solving theatre.
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Ep 248: Show me your beer tears

Martin Stellar — Wed, 24 Sep 2025 03:46:26 -0700

Oh look, I coined a cheesy term.

But if you use it in your sales and marketing, you probably land more buyers.
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Ep 247: Should you be an unpaid freelancer for the algorithm?

Martin Stellar — Tue, 23 Sep 2025 05:16:43 -0700

You don't have to be a dancing monkey in order to make social media work for you. And in any case, you can dance all you want but it won't help you unless you get your narrative and positioning together, first.
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Ep 246: They might have the money, but how do you know they're going to spend it?

Martin Stellar — Mon, 22 Sep 2025 09:36:02 -0700

The need, the urgency, the budget... none of that is an actual predictor of the sale, no matter how much you want to believe that "have money" is "will spend money".

For more sharp thinking on how to actually get the sales without compromising your values, go to https://salesfornicepeople.com/signup

Ep 245: If you're selling, you have one job

Martin Stellar — Fri, 19 Sep 2025 00:50:30 -0700

Just that question. Ask yourself that, answer it, and then go do it. There you go, more buyers and more sales.
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Ep 244: The Free Consulting Trap is what ruins your followup

Martin Stellar — Thu, 18 Sep 2025 03:02:57 -0700

Found the problem. You're welcome.
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Ep 243: Throw a haystack at people, get ghosted

Martin Stellar — Wed, 17 Sep 2025 01:30:15 -0700

Most meetings should have been an email, and most emails are way too dense, over-complete, and they make you look needy.

You're throwing haystacks at people, expecting them to find the needle. And that's why you get ghosted.

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Ep 242: Yes, definitely let the patient have a heart attack first

Martin Stellar — Tue, 16 Sep 2025 03:14:55 -0700

So annoying when a buyer won't buy now, because they want to first do a bunch of things... that actually you should be helping them with... except you can only do that once they buy and they won't.
Here's one counter-intuitive way to get through that stalemate.
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Ep 241: "Can you send us a proposal?"

Martin Stellar — Mon, 15 Sep 2025 05:40:51 -0700

That question is great, but it's often a false flag. And "Yes" is usually not the right answer.
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Ep 240: BRB Assets Incoming

Martin Stellar — Mon, 18 Aug 2025 04:59:35 -0700

Can't justify preaching but not practising. And you can't justify creating assets without leveraging them.

SFNP Daily is going to take a few weeks off, and meanwhile you can get yourself the assets by signing up for a daily email at https://SalesForNicePeople.com/signup

Ep 239 - Lose the sale, win the relationship

Martin Stellar — Thu, 14 Aug 2025 01:39:38 -0700

A sale can still happen later, so long as the conversation continues. But it won't if you let the convo and the relationship die.
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Ep 238 - Everybody is always right

Martin Stellar — Wed, 13 Aug 2025 00:36:29 -0700

Yes. Here too, questions are the answer.
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Ep 237: And you'll never see me write a proposal

Martin Stellar — Tue, 12 Aug 2025 05:00:04 -0700

There's better ways than writing proposals, if you have an offer that you want your buyer to pick up and pay for.
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Ep 236: Because why would you want to compromise your values?

Martin Stellar — Mon, 11 Aug 2025 03:20:11 -0700

This is how you solve the good egg-problem, that pesky thing where your values prevent you from landing more buyers
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Ep 235: Slowth

Martin Stellar — Thu, 07 Aug 2025 05:09:24 -0700

I mean, they're all zigging. Might as well zag, instead.
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Ep 234: "Martin I know you don't like AI, but..."

Martin Stellar — Wed, 06 Aug 2025 03:45:45 -0700

Oh I don't mind AI, it's just a tool. But what I don't like is when it is used by fools. Don't be a fool, you know?
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Check out the Deal Diagnosis X-Ray tool over at https://salesfornicepeople.com/interactive-deal-diagnosis-xray

Ep 233: "Does that sound fair?"

Martin Stellar — Tue, 05 Aug 2025 09:14:59 -0700

Buyers come with built-in skepticism and it's your job as the seller to create trust. And focusing on fairness is a great way to do just that.
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Ep 232: Learn how to own and operate the word no

Martin Stellar — Mon, 04 Aug 2025 06:00:09 -0700

The more things you say no to, the better those things that you say yes to. But if you say yes to everything, your life gets filled with crud and clutter that really you ought to have said no to.
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Ep 231: Quality thinking is never a waste of time

Martin Stellar — Fri, 01 Aug 2025 05:44:10 -0700

Quality thinking works, and it works a charm for your pipeline and your deals.
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Ep 230: Will this activity get me the next conversation?

Martin Stellar — Thu, 31 Jul 2025 01:55:32 -0700

You can spend your time only once and if 'more sales' is the goal, then you'd do well to simply focus on generating more conversations.
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Ep 229: "Should it be called Deal 'Diagnosis'?

Martin Stellar — Tue, 29 Jul 2025 20:56:19 -0700

Q: Have you ever managed to properly remedy something, without doing a decent diagnosis of the problem first?
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Ep 228: How to enable the secondary sale

Martin Stellar — Tue, 29 Jul 2025 01:56:45 -0700

Nearly always, your buyer has someone in their world whose opinion matters to them.

They'll go and have a conversation about your offer... and if your buyer isn't prepared for that conversation, that might be the reason your deal fails.
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Ep 227: What is required for you to want this solution?

Martin Stellar — Mon, 28 Jul 2025 05:28:01 -0700

Traditional sales teaches that you have to ask a buyer "What is required to move forward on this?" and that's wrong.

Check the recording for a much better, much more humane and ethical question.
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Ep 226: "How thoughtful!"

Martin Stellar — Wed, 23 Jul 2025 00:11:21 -0700

It's nice to take care of people. Makes for a fun and effective sales process, as well.
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Ep 225: In a world where AI vomits crud at us...

Martin Stellar — Tue, 22 Jul 2025 05:50:24 -0700

You might think I'm against the tool, or the technology, but I'm not.

I'm against mindlessly using tech, because it's sloppy and it disrespects your audience.
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Ep 224: 90% of everything is crud. Don't be 90%

Martin Stellar — Mon, 21 Jul 2025 02:45:01 -0700

Playing the game of averages is going to get you average results.

Unless you have deeper pockets than everybody else, which you probably don't.

So, forget about playing the 90% game. You'll make more money, more easily, if you play the 10% game.
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Ep 223: Where do your sales hurt?

Martin Stellar — Fri, 18 Jul 2025 05:54:16 -0700

If you start your first meeting with a buyer by pitching... is that actually a form of malpractice?

Because it's your duty to help them buy if they ought to... but that's far less likely to happen if you show up with a positioning statement, compared to when you show up with the right questions.
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Ep 222: The power of co-creating proposals

Martin Stellar — Thu, 17 Jul 2025 01:48:44 -0700

I mean, you want your proposal to get you the sale, right?

Well, then is there a better proposal than the one that your buyer gets to have a say on?
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Ep 221: Never let your emails do your selling

Martin Stellar — Wed, 16 Jul 2025 05:12:08 -0700

Email is a great communication channel, but it's completely useless for selling your work.
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Ep 220: "When salespeople call me, I hang up. What are they doing wrong?"

Martin Stellar — Tue, 15 Jul 2025 02:36:25 -0700

Salespeople are just doing their job. Problem is, the vast majority of sales people are unfortunate enough to have a crappy job.
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Ep 219: "What is wrong with people?! I know they need my help but they're just not buying"

Martin Stellar — Mon, 14 Jul 2025 02:21:06 -0700

Yeah ok, fine. Go ahead and try to sell your thing to your buyer.

Or, do what nice people do - smart people too, actually:

Make it easy to buy.
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Ep 218: Nice people don't handle objections

Martin Stellar — Fri, 11 Jul 2025 02:50:13 -0700

In the end, objection handling is just code for making people wrong. Look for buy-blockers instead, and help you buyer get around them.
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Ep 217: "How much outreach is enough?"

Martin Stellar — Thu, 10 Jul 2025 02:21:45 -0700

It's not that interrupting a stranger is bad, or that nice people don't do outreach.

It's that we do it in a thoughtful way, where we first pay the cost of spending time on someone, before we ever get in touch. It's nice. And it works, too.
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Ep 216: Don't abide indecision. Your buyer has enough on their plate

Martin Stellar — Wed, 09 Jul 2025 02:08:45 -0700

It's a disservice to allow indecision. And you want to serve your buyers, right?

Then get them to a decision, yw.

---
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Ep 215: It's not a deal until you've discussed money (AKA don't invent eggs)

Martin Stellar — Tue, 08 Jul 2025 04:59:09 -0700

We all want to believe that there's a great future ahead of us.

But if you create that future by assigning deal values too early, that future is a fabrication, an invention, and it's very likely to reduce your actual earning potential.

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Ep 214: Sudden decompression sucks, AKA conversations are better than leads

Martin Stellar — Mon, 07 Jul 2025 03:29:38 -0700

Raise your hand if you got the reference to Space Quest.

Or if you're fed up with 'leads' that don't turn into sales.

Check out the MYNO workflow here: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflow

Ep 213: They're selling you a corporate mistake!

Martin Stellar — Thu, 03 Jul 2025 01:32:36 -0700

True story:
If you force your sales people to have more meetings, they end up having beers with their high-school buddies who work for your client, and then they put it into the CRM as 'meeting with a buyer'.

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Ep 211: Why state a price in the first meeting

Martin Stellar — Tue, 01 Jul 2025 02:35:37 -0700

I mean if money is going to be the obstacle...

Don't you want to find that out, as early as possible?

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Ep 211: Lead generation is such a pedestrian problem to solve.

Martin Stellar — Mon, 30 Jun 2025 03:01:28 -0700

Unrelated: the more needy a seller seems, the more wary to be.

And don't all those lead-gen boiz and girls just look needy as hell, with all their automated screeching?

Anyway, forget about them. Let's solve some quality problems, instead.
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Ep 210: You can't automate your way out of a skills deficiency

Martin Stellar — Fri, 27 Jun 2025 03:38:54 -0700

You can't out-advertise a missing USP or ICP definition.

And you can't out-automate an inability to sell your work.

But you can get smarter every day with a short daily email at https://salesfornicepeople.com/signup

Ep 209: If not now, then when?

Martin Stellar — Thu, 26 Jun 2025 04:57:11 -0700

It's a pain in the ass to be on the fence, and when your buyer can't decide, their situation is worse than it ought to be. And the right question will be an act of service.
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EP 208: Does it do my thinking for me?

Martin Stellar — Wed, 25 Jun 2025 02:33:15 -0700

It's not that AI is a bad idea for your sales process, but if you actually want to relate better to people, I don't think you should outsource your thinking.
Check out the Deal Diagnosis X-Ray tool here, it's free and no signup is required for the time being:
https://salesfornicepeople.com/interactive-deal-diagnosis-xray

Ep 207: Go slow Otherwise, I have a bandwagon I can sell you

Martin Stellar — Tue, 24 Jun 2025 03:07:10 -0700

bUt iT wOrKs!
Does it though? Are you quite sure?

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Ep 206: Hucksters who sell you hope: the market for something to believe in is infinite

Martin Stellar — Mon, 23 Jun 2025 02:03:42 -0700

I've had enough with all the sleazebaggery, all those people who try to sell you on the hope of more sales, but all they sell you is more noise in your calendar and more stuck deals in your pipeline.

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Ep 205: I would help them but they're too far gone (Lead generation at a conference)

Martin Stellar — Thu, 19 Jun 2025 02:09:35 -0700

Apparently, pitching at people is now called 'sharing key takeaways'.

If you want to not do things this way but you do want leads and sales, sign up for a short daily email at https://salesfornicepeople.com/signup

Ep 204: Do nice people do cold outreach?

Martin Stellar — Wed, 18 Jun 2025 01:55:40 -0700

I dunno, you tell me. I consider myself a nice person, and yes I do cold outreach. And sometimes people even thank me for it, so... 🤷

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Ep 203 - Making assumptions? You're ruining your deals

Martin Stellar — Tue, 17 Jun 2025 02:52:13 -0700

But hey, go ahead and assume that what you *think* you heard, is what your buyer wanted you to hear.

I'll be over here with the guys & gals who make sure they verify they got it right.

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Ep 202: KPI's, targets, and how to make your technical experts resent their job

Martin Stellar — Mon, 16 Jun 2025 02:18:11 -0700

So that sales trainer you hired didn't really improve things, and now your seller/doers are annoyed and frustrated as well.

This is why.

And this is what to hire instead: https://salesfornicepeople.com/deal-diagnosis-coaching

Ep 201: How to land more sales by being dumb

Martin Stellar — Fri, 13 Jun 2025 05:37:50 -0700

Who'd have thought?

It's smart to be dumb.

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Ep 200: Two questions to ask a buyer who became a ghost

Martin Stellar — Thu, 12 Jun 2025 02:41:36 -0700

Chasing doesn't work. Asking the right questions though, that does work.

When your buyer ghosts you, ask them one of these two questions.

And don't forget to sign up for a short daily email at https://salesfornicepeople.com/signup

Ep 199 - Are you sure more leads will solve your sales problem?

Martin Stellar — Tue, 10 Jun 2025 11:07:47 -0700

Last time I checked, "more" is not the solution to "too much".

And if you already have too many people saying no or ghosting you, generating more leads is going to get you more of the same.

So if there's too many that get away, then you can get my help improving your conversion rate.

More information here: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Ep 198: Calibrated Nagging

Martin Stellar — Mon, 09 Jun 2025 03:43:31 -0700

Harsh?

You bet.

True?

You decide.

Is there a better way?

Yep. Book a call with me, and I'll show you.

Or, sign up for a daily email at https://salesfornicepeople.com/signup

Ep 197: A perfect example of how not to follow up

Martin Stellar — Fri, 06 Jun 2025 05:29:15 -0700

Wanna get ignored, want your buyers to turn into ghosts and your deals to get stuck? Then do this.
Or if you don't, then do this: click the following link and get my help - https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

EP 196 - Diagnose, don't pitch

Martin Stellar — Thu, 05 Jun 2025 05:01:26 -0700

Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch wasn't good enough. Or maybe it wasn't a match between you and your buyer.

What those fools don't tell you, is that pitching is a terribly ineffective - and unpleasant - way to sell.

Nice people don't pitch. Instead, we ask questions, all the way to the decision.

Get my help asking your buyer those questions with a subscription to Deal Diagnosis X-Ray coaching: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Ep 195: Are you underserving your people?

Martin Stellar — Wed, 04 Jun 2025 01:06:35 -0700

Because it might sound harsh, but if you're unable to sell your work, you don't get the sale, your buyer doesn't get the solution, and you don't get to serve them.

I consider that underserving. And if your business exists in order to make things better, that just won't do.

But there's a solution, and you can get it here:

https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Ep 194: Truth, fictions, and sales

Martin Stellar — Tue, 03 Jun 2025 01:49:35 -0700

Don't you just love the stories you tell yourself?

Especially those about how likely a deal is to close, aren't they just the best?

Oh, right.

Get the details on Deal Diagnosis X-Ray coaching here: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programme

Ep 193: The decision-maker? You might as well talk to the janitor

Martin Stellar — Mon, 02 Jun 2025 01:22:46 -0700

There's a reason why the Deal Diagnosis X-Ray playbook doesn't talk about urgency or budget or who is the decision-maker.
Because if that's all you work with, you'll be perceived as just another provider, another commodity, and your positioning will be ruined.
But the DDXRay questions will help you create positioning and messaging that positions you as the expert and authority your buyer respects... and pays good money to, as well.
Get the Playbook here, no optin required:
https://salesfornicepeople.com/academy/deal-diagnosis-x-ray-playbook-free-download

Ep 192: Get ghosted less, get paid more

Martin Stellar — Fri, 30 May 2025 03:50:12 -0700

Yes, I know, you're a good person and you don't want to be a nag and you want people to just give you money so that you can do your work...

But the world will never kick down your door and throw money at you. And, if you're truly a good egg and nice person, you'll never have to be pushy, or act like a pesky sales person, or go against your values in any way.

And yet, once you figure out how, you get ghosted less and you get paid more.

How?

With the Deal Diagnosis X-Ray playbook, which you can get for free right here:
https://salesfornicepeople.com/academy/deal-diagnosis-x-ray-playbook-free-download

And here's where you can learn more about the DDXRay coaching programme: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programme

Ep 191: Should you spend time, or spend money instead?

Martin Stellar — Thu, 29 May 2025 00:54:53 -0700

Look, you can always replenish money. But time is gone once you've spent it, and if you spend time to save money, you just might be causing real harm to your business.
To find out more about the Deal Diagnosis X-Ray coaching programme, go to https://salesfornicepeople.com/ddx

Ep 190: Quality not volume

Martin Stellar — Wed, 28 May 2025 04:45:27 -0700

Find out more about the Deal Diagnosis Coaching programme here: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programme

Of course the automated-lead-gen-on-autopilot boys & girls won't tell you this, but:

If you already have too many people ghosting you, getting more people booked into your calendar will only get you more people ghosting you.

Instead, go for quality, thoughtful communications. See how eagerly people will engage with you once you start making your communication matter.

EP 189: Why the waiting game ruins your sales

Martin Stellar — Tue, 27 May 2025 01:08:33 -0700

Few things are as annoying and disempowering as seeing a pipeline full of deals, where for each deal you go "I'm waiting for my buyer to do XYZ".

It's called playing the waiting game and guess what: The longer you play it, the longer you get to keep waiting for your sales.

Don't play the waiting game.
---
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Ep 188: The marital art that can save your sales

Martin Stellar — Mon, 26 May 2025 01:46:40 -0700

Yeah you can talk and try to be clever and persuasive and stuff, but... does that work with your spouse?
Right. So then why would it work with your buyer? 🤔
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Ep 187: "What do I do when a sales conversation doesn't really go anywhere?"

Martin Stellar — Fri, 23 May 2025 07:42:37 -0700

The default reaction of sellers and sales reps is to lean in and get more "persuasive".

But that's just code for being pushy, so don't do that.

Do a pattern-interrupt, instead.
---
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Ep 186: Transactions, relationships, conversations and sales

Martin Stellar — Thu, 22 May 2025 00:45:30 -0700

The best way to lose a perfectly good sale? Go for the transaction, and watch your opportunity go poof.
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Ep 185: Can you afford to win this deal?

Martin Stellar — Wed, 21 May 2025 01:27:49 -0700

There's a real risk to your operations and your ability to find better buyers, if you take on the wrong clients.

And "I can't afford to lose this deal" is a red flag, a warning sign, that you just might be trying to land a deal that's going to throw you and your team into misery.

So the question is: Can you afford to win this deal?
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Ep 184: Interesting vs committed - Don't misread the signals

Martin Stellar — Tue, 20 May 2025 01:34:12 -0700

"Let's do it!" sounds great, but you want that to mean "I'll sign right now!".

Whereas your buyer might be meaning to say "I like this a lot, tell me more".

And if you don't verify you're reading the signals correctly, you lose the deal.
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Ep 183: I'd rather have a no than a ghost

Martin Stellar — Mon, 19 May 2025 02:04:30 -0700

Annoyance, frustration, avoidance... oh, and ineffective pipeline work that moves no needles. Such are the consequences of not getting rid of the duds. A pipeline full of ghosts.
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Ep 182: What if the dreaded 'no' is actually an invitation?

Martin Stellar — Wed, 14 May 2025 03:25:37 -0700

People generally worry and fret about a buyer saying no to the proposal, but if you think about it and you handle it well, you can actually treat it as an invitation to keep the conversation going.
---
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Ep 181: Deal Diagnosis X-Ray: What needs to happen next on this deal?

Martin Stellar — Tue, 13 May 2025 09:11:44 -0700

"Waiting for my buyer to reply" is the death knell of a healthy sales process. If you play the waiting game, you play the losing game.
Map out your buyer intel with the DDX process, identify an action you can take, and take that action.
---
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Ep 180: Deal Diagnosis X-Ray: Choosing the deals to work on

Martin Stellar — Mon, 12 May 2025 01:26:13 -0700

Not all deals are created equal, and a lot of frustration in your pipeline work is down simply to choosing the wrong deals to work on.
---
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Ep 179: Deal Diagnosis X-ray Pt. 6: Happy ears and fooling yourself

Martin Stellar — Wed, 07 May 2025 03:56:05 -0700

Yeah they have the money and the urgency... but you don't have the signature yet and therefore you don't have a sale... yet.

But if you act like you do, you'll probably lose the sale.
---
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Ep 178: Deal Diagnosis X-Ray Pt. 5: Identify the Purchase Motivators

Martin Stellar — Tue, 06 May 2025 02:51:45 -0700

The wishes your buyer has, and the problems they want solved, that's only part of the story. You need to identify the real reasons - the Purchase Motivators
---
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Ep 177: Deal Diagnosis X-ray Pt 4: What are the buy-blockers?

Martin Stellar — Mon, 05 May 2025 08:23:48 -0700

Well yeah, of course you can take a course on objection-handling - just remember that you'll be learning how to argue better. Instead, ask your buyer about the buy-blockers.
There. No "objection-handling" required.
---
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Ep 176: Deal Diagnosis Xray Pt. 3: The Problem-stack

Martin Stellar — Thu, 01 May 2025 05:03:13 -0700

Ep 175: Deal Diagnosis X-ray Pt. 2: Empathy and making people feel seen

Martin Stellar — Wed, 30 Apr 2025 03:26:13 -0700

You don't get the deal if you don't get your buyer.

Get The Empathy Edge: https://salesfornicepeople.com/academy/the-empathy-edge-mini-training

Ep 174: Deal Diagnosis X-ray Pt. 1: Where actually is this deal at?

Martin Stellar — Tue, 29 Apr 2025 05:16:15 -0700

Yes, you might think that your buyer is about to sign the contract, but that's just you. That might be not at all where the deal is at. And when dealing with buyers, you'd better have a good understanding of where *they* think the deal is at.
---
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Ep 173: Deal Diagnosis X-ray Pt. 0: Do no harm

Martin Stellar — Mon, 28 Apr 2025 03:26:12 -0700

I'll say it again: Don't "follow up" with your buyers. If you do, you might actually be doing them harm.
---
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Ep 172: Introducing mini-training: Deploy Strategic Empathy

Martin Stellar — Thu, 24 Apr 2025 05:27:58 -0700

Next Monday starts a new mini-series that teaches you how to truly get your buyer so that you get the sale.
---
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Ep 171: What to say and not say when a buyer shows up late

Martin Stellar — Wed, 23 Apr 2025 02:18:30 -0700

Messaging matters, and "It's okay" is a terrible way to reply when a buyer says "Sorry I'm late"
---
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Ep 170: It's more fun to get ghosted by Richard Branson

Martin Stellar — Tue, 22 Apr 2025 01:35:11 -0700

I mean you're going to get ghosted anyway, and it's a lot more fun if that's not by some small player over a small deal with a low price.
---
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EP 169: How to create rapport before your very first meeting

Martin Stellar — Mon, 21 Apr 2025 01:56:55 -0700

Sure you can talk about the weather, or the game, but that's lame and perfunctory. Values are what create actual rapport, and the cool thing is that that rapport exists before you ever meet.
---
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Ep 168: If you're a leader, you don't have a sales problem. You have a leadership problem

Martin Stellar — Fri, 18 Apr 2025 04:52:30 -0700

But, you know, only for the self-aware, and those who take ownership. If that's not you, then have fun sending yet another sales trainer at your team, to go and try fix the bits you didn't fix 🤷

EP 167: Your buyer is not an idiot

Martin Stellar — Thu, 17 Apr 2025 05:05:24 -0700

But when a buyer doesn't do what you hope or expect, or what they said they'd do, you feeling resentful or upset will not help you deal at all.
---
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Ep 166: Perspective-taking & don't try to share your vision

Martin Stellar — Wed, 16 Apr 2025 02:31:48 -0700

You don't get the deal if you don't get your buyer, and guess what: trying to get them see your POV does nothing for helping you understand them the way you need to.
---
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Ep 165: "One of us is right, and the other one is you" 🤦

Martin Stellar — Tue, 15 Apr 2025 02:27:47 -0700

Of course, you wouldn't talk to people like that. But you just might be sending that exact message - and to the detriment of your sales results.
---
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Ep 164: Why binary questions don't get you introductions

Martin Stellar — Mon, 14 Apr 2025 01:05:16 -0700

It can be fairly simple to get introduced to new and relevant people: You just ask. But *how* you ask matters a lot!
---
To find the people who can introduce you, check out the Mine Your Network for Opportunities workflow, available for free in the Sales for Nice People Academy: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflow

Ep 163: Uncountable costs & people to avoid

Martin Stellar — Thu, 10 Apr 2025 01:55:38 -0700

"Yeah they're not so easy to work with, but the money is great!"

Uhuh, yeah. Famous last words. 🤷
---
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Ep 162: People love to buy, they just loathe being sold to

Martin Stellar — Wed, 09 Apr 2025 02:33:06 -0700

Maybe you're different but I - and most everyone else - loves to buy things. So it's not about selling, but about making it easy to buy
---
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Ep 161: Beware false positive: Never ask a buyer if they're interested

Martin Stellar — Tue, 08 Apr 2025 07:44:46 -0700

People buy things that are helpful, not things that are interesting. And if you ask your buyer if they're interested, you'll end up with a false positive and no sale.
---
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Ep 160: Verbs, interrogatives, and binary questions

Martin Stellar — Mon, 07 Apr 2025 02:10:04 -0700

Can't get a sale if the conversation stalls... 🤷
---
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Ep 159: Missing permission, the hidden deal-killer

Martin Stellar — Fri, 04 Apr 2025 04:20:08 -0700

Yes, you need to ask questions if you're going to land the sale. But better make sure you have permission, otherwise your questions might just scupper your deal.
---
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Ep 158: Stop trying to get your buyer to say yes

Martin Stellar — Thu, 03 Apr 2025 04:59:24 -0700

Yes, I mean it. Don't go for the yes, because that's how you make your deals go stale.
---
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Ep 157: Never ask your buyer for thoughts or feedback

Martin Stellar — Wed, 02 Apr 2025 02:54:21 -0700

Sure, you'll always need your buyer's input. But asking for thoughts or feedback sets you up to lose the sale - and there's a much, much better question to ask.
---
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Ep 156: "I just don't like selling" makes zero sense

Martin Stellar — Tue, 01 Apr 2025 01:45:13 -0700

I understand you might feel that way, but the good news is: it's because of a misconception about what (ethical) selling actually is.
---
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Ep 155: Pushback on pricing? Maybe you're charging too little

Martin Stellar — Mon, 31 Mar 2025 03:37:42 -0700

Because hey, how often do discounts get you the sale?

And when they do, how often are you actually happy with the deal?
---
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Ep 154: Never follow up, never check in.

Martin Stellar — Fri, 28 Mar 2025 03:19:26 -0700

"Just following up..."
That's code for:
"Please ignore me"
---
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Ep 152: Everything wrong with marketing and sales in one handy sentence

Martin Stellar — Thu, 27 Mar 2025 04:59:25 -0700

The fools. Don't they know that you don't need any hyping, if you want to sell something?
---
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Ep 151: How to sell when you're not in the room (The most important conversation in the sales process)

Martin Stellar — Wed, 26 Mar 2025 06:20:33 -0700

If you think that "sales happen in the context of a conversation" means just the conversations you have with your buyer, you're losing sales.
---
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Ep 150: More sales? Have fewer conversations

Martin Stellar — Tue, 25 Mar 2025 02:52:19 -0700

Because hey, the majority of the people in your pipeline aren't going to buy anyway, so why would you want to talk to them?
Just because you're telling yourself that they need your help, when actually you already know that the deal isn't going to happen?
---
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Ep 149: Everybody is always right in their own mind

Martin Stellar — Mon, 24 Mar 2025 02:46:20 -0700

No matter how illogical someone else's behaviour might seem, to them it makes sense.

So when your buyer rejects your offer or suggestions, don't try and persuade them, because then you just make them wrong.

Instead, ask yourself: "In what way does it make sense to them to take this stance?"
---
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Ep 148: Who else stands to win when this problem gets solved?

Martin Stellar — Fri, 21 Mar 2025 10:21:41 -0700

When a buyer decides to buy a solution to a costly complex problem, it's often a personal win. And if your deal is stuck, ask them who else would stand to win...
---
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Ep 147: Keep your messaging short

Martin Stellar — Thu, 20 Mar 2025 06:00:24 -0700

Your chances of winning a deal are inversely proportional to the size and complexity of your messaging. Keep it simple, keep it short.
---
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Ep 146: Good news! You can stop chasing people now!

Martin Stellar — Wed, 19 Mar 2025 05:11:18 -0700

You noticed that, did you? That the more you try and chase a buyer, the more they seem to lean out, ghost you, be unavailable?

Yeah, funny how that works. 🤔
---
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Ep 145: Any deals in your pipeline?

Martin Stellar — Tue, 18 Mar 2025 01:48:25 -0700

Those who struggle are the ones who are reactive where it comes to working on your pipeline and your deals.
But those who make it a daily habit to tend to their people-garden?
Those are the ones who actually have deals to work on, sales to make, and money to earn.
Make sure you choose which side of the fence to be on.
---
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Ep 144: Don't be interesting - be useful, instead

Martin Stellar — Mon, 17 Mar 2025 02:37:48 -0700

All those positioning statements, and all the proof and accreditation and what have you...
Who cares?
Your buyer certainly doesn't. Because people don't buy things that are interesting, they buy things that are useful and helpful.
So, you know, forget about trying to look interesting. Be helpful, instead.
---
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Ep 144: If you're pitching, are you sure you're not being conceited?

Martin Stellar — Wed, 12 Mar 2025 05:29:00 -0700

Think about it. You know very, very little about this new person... and now you think you can craft a message that will be just right for them?

If you can, I want to know where you learned mind-reading.
---
And if you can't, you'll find everything in the Sales For Nice People Academy extremely helpful for your sales: https://salesfornicepeople.com/academy

Ep 142: Things are bought, not sold

Martin Stellar — Tue, 11 Mar 2025 07:19:16 -0700

Nice people don't need to worry about "How am I going to sell my work". Ever.
Instead, learn how to enable a buyer to buy. It's nice.
And to get help with that, for free, check out the hundreds of articles over at https://salesfornicepeople.com/academy

Ep. 141: How to make a buyer wrong and lose the sale

Martin Stellar — Fri, 07 Mar 2025 10:00:00 -0800

When people aren't buying into your idea, trying to persuade them is the opposite of what you should do. Because persuading just sends the message "I'm right, you're in the wrong" and nobody likes to be made wrong.

---
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Ep 140: What, actually, is a 'pipeline'?

Martin Stellar — Wed, 05 Mar 2025 03:06:18 -0800

Sure, go ahead and think of your pipeline as that place where you find the people that you somehow need to force through buying stages.
Or, be nice people, and think of it like this...
---
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Ep 139: Beware the curse of the polymath

Martin Stellar — Tue, 04 Mar 2025 05:28:34 -0800

Sure, you can solve really challenging problems. But if you're not selling, maybe that is exactly the reason why?
---
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Ep. 138: Sell a remedy, not a painkiller

Martin Stellar — Mon, 03 Mar 2025 02:29:31 -0800

Focusing too much on the pain your buyer is in can be a mistake. They need to see that you understand the cause of the problem, if they're going to buy.
---
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Ep 137: Why you need permission when selling

Martin Stellar — Thu, 27 Feb 2025 04:00:14 -0800

Because selling is something you do with people, not to people. And asking permission is fundamental if you want your sales process to be fun and as effortless as possible. And, you know, free from anxiety and awkwardness.
---
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Ep 136: When a buyer says "Interesting!", you're looking at a false positive

Martin Stellar — Wed, 26 Feb 2025 09:36:32 -0800

If you happen to find the idea of Sales for Nice People interesting, the above would suggest I won't be able to help. But if you wonder if it would be helpful to learn how to use the system for getting more sales, the answer is: well yes, it would be. More information here: https://salesfornicepeople.com/sales-for-nice-people-training/

Ep 135: Question the yes, because it's not a sale until the money is there

Martin Stellar — Tue, 25 Feb 2025 01:53:23 -0800

Sure, of course you want to cheer and celebrate, when a buyer says yes. But hold your horses, don't count your chickens. If you don't, you might just ruin the sale.
---
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Ep 134: Pitch, waffle, or ask?

Martin Stellar — Mon, 24 Feb 2025 02:41:05 -0800

Whether you land the sale or not is largely up to how you handle the conversation. So you'd better not waffle, and pitching isn't recommended either...

---
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Ep 133: Traditional selling? You mean, robbing people of their autonomy?

Martin Stellar — Wed, 19 Feb 2025 02:28:33 -0800

Yup, that's what you're doing when you try to convince or persuade. Here's what to do instead.
---
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Ep 132: "How do I find strangers and turn them into customers?"

Martin Stellar — Tue, 18 Feb 2025 00:46:53 -0800

It's the most important question to answer, and it's really hard. But these 5 questions will make it easier.
---
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Ep 131: Careful with the charity-trap, because Death By Charity is a real thing

Martin Stellar — Mon, 17 Feb 2025 03:16:29 -0800

And the nicer a person you are, the more you might be at risk. You've been warned 🤷
---
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Ep 130: Buyers are not liars

Martin Stellar — Thu, 13 Feb 2025 01:55:14 -0800

If buyers actually lie to you, it's probably because you're being too pushy and they just want the call to end.

But when buyers say they'll do something and they don't, it's on you to stop and ask yourself whether you were hearing what they wanted you to hear... because very often, we hear what *we* want to hear. And that's usually a losing proposition.

---
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Ep 129: How to lose a sale at the start of your first meeting

Martin Stellar — Wed, 12 Feb 2025 02:57:08 -0800

Do you enjoy listening to someone talking about themselves? Do you think your buyer does? 🤔
---
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Ep 128 - Value vs Values in your marketing narrative

Martin Stellar — Tue, 11 Feb 2025 01:32:16 -0800

Competing on quality and value is a frustrating tough slog... but if you give people a reason to like you, and connect with you based on your values? You get a massive advantage over your competition.
---
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Ep 127: Why a thought-provoking question is always better than a convincing argument

Martin Stellar — Mon, 10 Feb 2025 01:22:06 -0800

But hey, if you prefer trying to convince and persuade, go ahead. Smart people though, get more sales because they ask more and better questions.

---
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Ep 126 - Mini-training "The Empathy Edge" Pt. 5 Your buyer's next identity

Martin Stellar — Fri, 07 Feb 2025 04:35:22 -0800

The one thing that people want, more than anything else?
A better self. So get to know the next identity that your buyer will acquire when the buy from you.

For the full mini-training + 100's of articles and workflows, visit Sales Flow Coach: https://salesflowcoach.app/the-empathy-edge

Ep. 125: Mini-training "The Empathy Edge" - What's the big aspiration?

Martin Stellar — Thu, 06 Feb 2025 04:29:46 -0800

If ever your sale gets stuck, remember that your buyer will always want to find ways to be the hero, the one who managed to solve the problem.

---
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Ep 124: Mini-training "The Empathy Edge" - Pt 3, What are your buyer's three biggest wants?

Martin Stellar — Wed, 05 Feb 2025 02:46:56 -0800

You can get a real edge over your competition, and a lead in the sales process but without having to be pushy or salesy, when you really get your buyer. And what your buyer really, really wants, is a very powerful way to deploy strategic empathy.

---
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Ep 123: Mini-training "The Empathy Edge" pt 2 - The big frustration

Martin Stellar — Fri, 31 Jan 2025 04:04:13 -0800

If your buyer isn't truly fed up with the problem they have, they're not very likely to buy your solution. So, ask them about their big frustration, ask them what "Enough!" looks like.

---
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Ep 122: Mini-training "The Empathy edge" Pt 1: Three fears

Martin Stellar — Wed, 29 Jan 2025 06:03:53 -0800

The features, the outcomes, the benefits: yes, sure. But what about the your buyers worries and fears and concerns? Doesn't it just suck, when they show up at the end as objections, and then they scupper the sale?

Yes, that sucks. Which is why asking about their fears brings out objections early on, and then you get to deal with them as you go along.
---
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Ep 121: Mini-training The Empathy Edge, Pt. 0

Martin Stellar — Tue, 28 Jan 2025 02:53:17 -0800

They say 'You don't get the deal if you don't get the buyer', and that means you as a nice person can simply use empathy, to get a real good understanding of your buyer, and then the sales process becomes easier, more pleasant, and more successful.

This mini-series The Empathy Edge is a high-level overview of how my students and clients use empathy and questions to have breakthrough conversations. Mini-training starts tomorrow.

Get a short daily email at martinstellar.com/nice-people

Ep 120: Ask for 'No'

Martin Stellar — Mon, 27 Jan 2025 02:11:20 -0800

'No' is not the end of the world, and very often, it's the start of a new phase in your deal.

---
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Ep 119: "How should I encourage people to buy?

Martin Stellar — Thu, 23 Jan 2025 03:50:29 -0800

Yeah but wait a minute. Is that really the best question to ask? And is that a leading question? No, and yes.

---
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Ep 118: How 'putting a pebble in their shoe' means you don't ghosted so much

Martin Stellar — Wed, 22 Jan 2025 01:19:47 -0800

Ask the right questions, and you become part of the mental furniture, you get to participate in 'the conversation going on in your buyer's mind'.

---
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Ep 117: What matters most?

Martin Stellar — Tue, 21 Jan 2025 03:23:31 -0800

The more focused your conversation, the more helpful to both your buyer, and your sales process. So, ask questions that help your buyer focus, on what matters most to them.
---
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Ep 116: Your proposals shouldn't do your selling

Martin Stellar — Mon, 20 Jan 2025 02:52:48 -0800

Sure, go ahead and try to write a proposal that's so good and compelling, it'll magically convince all the stakeholders that it's a yess, let me know if that will sell your work for you.

What's that I hear? Oh, right. The sound of an ignored proposal 🤷

---
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Ep 115: Get off the cross, we need the wood

Martin Stellar — Thu, 16 Jan 2025 02:32:16 -0800

You're not a martyr, and it serves nobody to behave like one.

---
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Ep 114: How to make enemies and alienate people

Martin Stellar — Wed, 15 Jan 2025 03:09:34 -0800

Yeah no, if you just start throwing a pitch at people, they're not really going to want to listen to you.

---
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Ep 113: How to create urgency for your offer... Ethically

Martin Stellar — Tue, 14 Jan 2025 00:57:43 -0800

You'd think that as an ethical entrepreneur, it's not possible to create urgency.

And no, you shouldn't use scuzzy tactics like fake deadlines or limited stock.

But you can create urgency, ethically, if you ask your buyer a simple question.

===
Sign up for a short and helpful daily email on ethical selling here: https://martinstellar.com/nice-people

Ep 112: Help your buyer bring out the best in themselves

Martin Stellar — Mon, 13 Jan 2025 02:46:08 -0800

You know how you're in a good relationship, when the other person brings out
the best in you?

That's how nice people get to
make selling easier.   You get to help your buyer choose who to become next, choose their next identity.   You get to help your buyer bring out the best in themselves.

===
Listen to my interview with Phil Lewis here: https://bit.ly/Consultancy-Business-SFNP

Ep 111: Mine your network for opportunities

Martin Stellar — Fri, 10 Jan 2025 01:22:43 -0800

Especially those people that you've not spoken with in a while. Go talk to those people!

For the full workflow Mine Your Network for Opportunities, visit martinstellar.com/MYNO

Ep 110: Why automated lead gen might be the worst thing you could do for your business

Martin Stellar — Thu, 09 Jan 2025 02:52:21 -0800

Oh sure, the idea of getting appointments booked into your calendar automatically is mighty enticing. But are you sure it's a good idea...? 🤔

===
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Ep 109 - Why nobody cares about your better mousetrap

Martin Stellar — Wed, 08 Jan 2025 03:26:53 -0800

What your buyer cares about is their mouse problem. So talk to them about that.

===
If your 'mouse problem' is "can't get enough buyers to turn into clients", then a short and helpful daily email will help, and you can get them here: https://martinstellar.com/nice-people

Ep 108 - Don't check in with your buyers!

Martin Stellar — Tue, 07 Jan 2025 01:26:41 -0800

If you want your buyer to reply to your followup, ask them a question, make them think: make the act of replying to you something helpful.

---
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Ep 107: Why some deals should be taken off the table

Martin Stellar — Mon, 06 Jan 2025 01:02:33 -0800

You know I don't know how much time you have in your day, but for me, life's too short to chase buyers or to be on the hook in somebody's bidding war.

---
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Ep 106: Do you actually need a CRM? And, what's the best one?

Martin Stellar — Mon, 09 Dec 2024 04:24:50 -0800

Two simple questions, two simple answers.

---
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Ep 105: Three ways for nice people to set a next step with your buyers

Martin Stellar — Thu, 05 Dec 2024 02:11:52 -0800

If the conversation stalls, so does the deal. But you don't want to look needy or pushy, so how do you set a next step? How do you get a new conversation with your buyer?

---
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Ep 104: The truth about the oldest profession in the world

Martin Stellar — Wed, 04 Dec 2024 01:18:50 -0800

What? No, not that oldest profession. Sheesh, where's your mind 🙄

---
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Ep 103: How to not imprison your buyers

Martin Stellar — Tue, 03 Dec 2024 04:28:43 -0800

Of course you don't imprison people, right? Well actually, when you try to convince and persuade, you kinda are.

---
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Ep 102 - Don't subsidise your buyer's business!

Martin Stellar — Mon, 02 Dec 2024 01:27:09 -0800

If you spend too much time on the sales process, having one free session after another, you're basically subsidising your buyer's business. Today's episode gives you a powerful message to cut it short and transition into a paid relationship with your buyers.

---
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Ep 101 - To get more, say less

Martin Stellar — Fri, 29 Nov 2024 01:00:15 -0800

When you want more sales, you need to be more ears and less mouth.

---
Sign up for a short and helpful daily email at https://martinstellar.com/nice-people

Ep 100: Strategic generosity vs acting like a charity

Martin Stellar — Thu, 28 Nov 2024 08:40:48 -0800

And you're not a charity. Are you?

---
Get a short daily email at https://martinstellar.com/nice-people

Ep 99: Why you need to get the four levels of permission when selling

Martin Stellar — Wed, 27 Nov 2024 05:26:32 -0800

If you try to sell without permission, you're basically trying to coerce, and why would you do that? Instead, ask for permission, and you'll find it much easier to get your buyer to enroll themselves.

---
And if you want to give me permission to send you a short and helpful daily email, sign up at https://martinstellar.com/nice-people

EP 98: Yes I mean it: stop solving problems

Martin Stellar — Tue, 26 Nov 2024 02:09:11 -0800

"But Martin, you fool, solving problems is why I'm in business!"

Good, good. I like you already. But you'll solve a lot more problems for people if you're very very careful with when, and how, you try to do that.
---
Get yourself a short and useful daily email at https://martinstellar.com/nice-people

Ep 97: Why do people give you money?

Martin Stellar — Mon, 25 Nov 2024 01:24:29 -0800

Oh, you found the answer to the question - aka your USP - internally, with focus group meetings?

Might want to stop and think, before pushing forward your advertising or content marketing campaign. Because it's damn-near certain that what you think is the reason people give you money, actually isn't the reason.

And before you stop and think, today's episode will help with that thinking.

And a short and useful daily email from me will help with everything your business does in order to find strangers and turn them into clients.

Signup is here: https://martinstellar.com/nice-people

Ep 96: Stop trying to 'close the sale'

Martin Stellar — Thu, 21 Nov 2024 23:49:06 -0800

Want to get the bigger picture on how to get people to buy?

Get Sales for Nice People, the book:

Https://martinstellar.com/book

Ep 95: Sell to people like me???

Martin Stellar — Thu, 21 Nov 2024 02:17:13 -0800

Because hey, I like to spend good money on quality services, and I promise you that I'm not unique.

Meanwhile, if you want to learn Sales for Nice People, get the book at https://martinstellar.com/book

Ep 94: "Being in love with your product makes selling effortless!"

Martin Stellar — Wed, 20 Nov 2024 01:43:20 -0800

Haha, no it doesn't. What it does do though, is turn you into a self-involved nuisance your buyers want to run away from. But, you know, you do you.

---
Get a short daily email at https://martinstellar.com/nice-people

Ep 93: "I just don't like having to do sales calls!"

Martin Stellar — Tue, 19 Nov 2024 03:35:19 -0800

It's a simple, but very powerful - and helpful, service-oriented - change in perspective. Click play to find out what to do, instead of having sales calls.

---

Get yourself a short and useful daily email at https://martinstellar.com/nice-people

Ep 92: Who are you looking to become?

Martin Stellar — Mon, 18 Nov 2024 01:30:11 -0800

"People don't buy products - they buy a new version of themselves"
~Steve Jobs

So, what is that new version of the self, that your buyer acquires when they buy from you?

For this and more helpful thinking about your deals and your sales, get yourself a short and useful daily email at https://martinstellar.com/nice-people

Ep 91: What are you even saying?

Martin Stellar — Fri, 15 Nov 2024 03:00:25 -0800

If you use jargon and high-brow complex talk with your buyer, you're showing off. Oh, and you probably lose the sale, as well 🤷

---
Get my book Sales for Nice People at https://martinstellar.com/book

Ep 90: How to ensure you get ghosted and your deals die

Martin Stellar — Thu, 14 Nov 2024 04:29:18 -0800

You gotta followup if you want to get the sales, but there's a way of following up that almost guarantees that you get ghosted, and another way that makes it highly likely that you'll get a reply. Know the difference, and choose the latter.

---

Get yourself a short and helpful daily email at https://martinstellar.com/nice-people

Ep 89: Should you 'price above resentment'?

Martin Stellar — Wed, 13 Nov 2024 01:30:47 -0800

When your prices are high enough, you'll never feel resentful, no matter what your client asks.

Congratulations: You get to make more profit, and you get to serve your buyer without reserve, as well.  So: Price above resentment.

---
To get the 16-week, 1 on 1 training Sales for Nice People, have a look here: https://martinstellar.com/nice-people

Ep 88: Does your business exist to right wrongs?

Martin Stellar — Tue, 12 Nov 2024 04:25:10 -0800

Some people just want to sell things, others want to make things better, but my favourite people are in business in order to right wrongs. And if that's you, you'll find my daily articles very helpful for selling more without compromising your values.

Get them at https://martinstellar.com/nice-people

Ep 87: Never ask a buyer how they're doing

Martin Stellar — Mon, 11 Nov 2024 02:18:22 -0800

You only have so much time scheduled, and since you're the steward over the sales process, it's on you to make sure that both you and your buyer get the most out of your conversation.

---

Get a short and helpful daily email on ethical selling at https://martinstellar.com/nice-people

Ep 86: Diagnose before prescribing

Martin Stellar — Thu, 07 Nov 2024 19:48:57 -0800

You don't have to - and you shouldn't - try and convince or persuade. Instead, become so good at diagnosing problems, that buyers enroll themselves.

---
Get a short daily email at https://martinstellar.com/nice-people

Ep 85: Agendas and framing (How to start a sales conversation)

Martin Stellar — Thu, 07 Nov 2024 01:16:23 -0800

Time is precious, so you'd better make sure you don't waste yours, or that of the buyer.

---
Get a short daily email on ethical selling at https://martinstellar.com/nice-people

Ep 84: "But Martin, people just won't pay what my work is worth!"

Martin Stellar — Wed, 06 Nov 2024 01:17:13 -0800

Maybe, but that's only one kind of people. I'd say ignore them and focus on the rest, instead.

---
Sign up for a short and helpful daily email at https://martinstellar.com/nicepeople

Ep 83: You're charging too little for your work!

Martin Stellar — Tue, 05 Nov 2024 02:01:01 -0800

Oh, you're not? You charge what your work is really worth? Odd. I've never met anyone who does.

Btw you can get my book Sales for Nice People here: https://martinstellar.com/book

Ep 82: How does this sales coaching thing work?

Martin Stellar — Mon, 04 Nov 2024 02:28:48 -0800

Questions, questions, questions. Better questions get you better answers. Better questions get you moving deals forward faster, and closing more of them.

Want to experience what that's like?

Then get yourself a Sales Breakthrough Session: https://martinstellar.com/salesbreakthroughsession/

Ep 81: Telling your buyer what's right for them vs letting them choose

Martin Stellar — Fri, 01 Nov 2024 01:04:29 -0700

Why would you want to tell people what's right for them, anyway? That's not what nice people do, is it?

Indeed. What nice people do when they want to sell, is learn Sales for Nice People, and you can do that here: https://martinstellar.com/sales-for-nice-people-info/

Ep 80: How long do you wait for a buyer to show up?

Martin Stellar — Thu, 31 Oct 2024 03:50:14 -0700

Whatever you do, make sure you respect and protect your time, and require that from others, too.

---

Get my book Sales for Nice People at: https://books2read.com/b/salesfornicepeople

Ep 79: Why you?

Martin Stellar — Wed, 30 Oct 2024 02:47:17 -0700

You can run ads, outreach campaigns or do content marketing, but unless you know with precision and from the horse's mouth why people should choose you, nothing you do will perform the way it could.

---

Get my book Sales for Nice People at martinstellar.com/book

Ep 78: Values are not a hippy-thing: They're crucial in ethical selling

Martin Stellar — Tue, 29 Oct 2024 03:10:18 -0700

Heard on a podcast:

"Values are a hippy-thing, but they're kinda useful in selling".

Haha. They might be sales pros, but they have no idea... 😄

---

Get my book Sales for Nice People at: https://books2read.com/b/salesfornicepeople

Ep 77: What you sell vs what people buy

Martin Stellar — Mon, 28 Oct 2024 04:22:22 -0700

You could be forgiven for talking about what you provide or deliver. But, your buyer wants you to talk about what that actually gets them.

---

Want to learn Sales for Nice People? Get my book: https://martinstellar.com/book

Ep 76: "Are you going to buy this, or not?"

Martin Stellar — Fri, 25 Oct 2024 04:14:00 -0700

Yeah, erm... I'll bet you want your buyer to answer that question, but it's kinda the wrong question to ask, you know?

---
Get my book Sales for Nice People at https://martinstellar.com/book

Ep 75: "How do I stop getting ghosted?"

Martin Stellar — Thu, 24 Oct 2024 07:06:19 -0700

Erm yeah, that's like asking how to get the eggshells out of your omelette.

And this is asking if you want to read a book on Sales for Nice People: https://martinstellar.com/book

Ep 74: "I just don't know how to sell myself!"

Martin Stellar — Wed, 23 Oct 2024 02:09:58 -0700

Luckily, you're not selling yourself. Instead you sell a solution, an outcome, and you sell your buyer a new version of themselves.

---
Get my book, Sales for Nice People: https://books2read.com/b/salesfornicepeople

Ep 73: Fears, frustrations, and the case for using 'empathy-lenses' in your sales process

Martin Stellar — Tue, 22 Oct 2024 02:47:38 -0700

You don't get the deal if you don't get your buyer, and empathy is the key to properly understanding someone. Use the 5 questions in this episode to dramatically improve your communication and your sales process.

Out now, Sales for Nice People, the book: https://martinstellar.com/book

Ep 72: Do you have a 'no-list'?

Martin Stellar — Mon, 21 Oct 2024 01:38:49 -0700

If you don't you'd better make one. Because life is much too short to deal with the wrong kind of buyer or client.

And to get my book Sales for Nice People, visit https://martinstellar.com/book

Ep 71: Good ideas? Volunteer nothing!

Martin Stellar — Fri, 18 Oct 2024 04:23:56 -0700

When you have a good idea for people, it means you're in the right and they are in the wrong. And you're telling them what to do, and nobody likes that. But people do like what I recommend in today's episode.

Oh, and if you want my book, it's at https://martinstellar.com/book

Ep 70: Can selling be fun?

Martin Stellar — Thu, 17 Oct 2024 04:07:12 -0700

Yup, definitely.

This video helps, and so does my book Sales for Nice People: https://martinstellar.com/book

Ep 69: Selling, service, and solving the 'good-egg problem'

Martin Stellar — Wed, 16 Oct 2024 03:03:15 -0700

Good eggs often struggle with selling, because they don't want to compromise their values. That's what I call the 'good-egg problem', and you solve it by making your selling an act of service.

Today's episode explains how, and my new book goes into a lot of detail on it.

Get your copy at https://martinstellar.com/book

Ep 68: How to send emails that help your sales instead of getting you ghosted

Martin Stellar — Tue, 15 Oct 2024 00:58:26 -0700

Email is a powerful tool, but only if you use it right. And if you try and make your email do your selling for you, you get ghosted. Today's episode presents a very useful reframe on what your email should actually try and accomplish.

Also: My book Sales for Nice People is out, and you can get it here: https://books2read.com/salesfornicepeople

Ep 67: Incompatible currencies

Martin Stellar — Mon, 14 Oct 2024 04:07:52 -0700

It's one of the easiest ways to lose a sale, when you try to trade in 'incompatible currencies'. But once you watch this episode, you'll know how to avoid it.

And once you read my book, you'll know how to sell without going against your values:

https://martinstellar.com/book

Ep 66: Give them questions, not answers

Martin Stellar — Thu, 10 Oct 2024 02:54:33 -0700

Oh sure, you need to answer your buyer's questions. But you'll get far, far more done in your sales process if you give people the right kind of questions.

To get the Sales for Nice People book, visit https:martinstellar.com/book.

Ep 65: "How do I encourage people to buy?"

Martin Stellar — Wed, 09 Oct 2024 03:03:34 -0700

Instead of encouraging, which is just another way of telling people what's good for them, ask questions that help people encourage themselves. Nice, easier, gets you more sales.

What also gets you more sales is my new book, Sales for Nice People, available here:

https://martinstellar.com/book

Ep 64: Serving your buyers starts before the sale

Martin Stellar — Tue, 08 Oct 2024 02:13:36 -0700

Oh for sure, it's wonderful when you get to serve your clients and do great work for them. But for that to be possible, they first need to *become* clients.

And if that means you struggle because you don't like selling, then just make the sales process itself an act of service.

That's called Sales for Nice People.

And this is called a book: https://martinstellar.com/book.

Get yourself a copy. It'll make your selling a hell of a lot easier.

Ep 63: Announcing Sales for Nice People, the book!

Martin Stellar — Mon, 07 Oct 2024 03:07:05 -0700

After years of writing daily articles, dozens of podcast episodes and thousands of hours learning psychology, human nature, behaviour, as well as coaching and training sessions and a lifelong daily practice to become better at communicating:

I've finally codified Sales for Nice People into one complete comprehensive book, with examples and powerful questions included.

If you make a difference to your clients, then they deserve that you get good at selling - and you will if you read the book... and you'll never have to go against your values.

Get your copy here: https://martinstellar.com/book

Ep 62: Say less and get more sales

Martin Stellar — Tue, 01 Oct 2024 00:33:28 -0700

The more you talk, the less space your buyer will have to think about buying. And you want your buyer to buy, right?
Right. Then stop saying so many words.

Sales for Nice People, the book, is almost out. Get on the launch list here: https://martinstellar.com/book

Ep 61: To bully, or not to bully?

Martin Stellar — Mon, 30 Sep 2024 12:13:10 -0700

Well no, of course you don't bully your buyers into buying. But you do want to land the sale - so, I wrote a book for you, it's called Sales for Nice People.

You can get on the launch list here: https:martinstellar.com/book

Ep 60: Do your buyer a favour: ask for the sale

Martin Stellar — Fri, 27 Sep 2024 01:33:57 -0700

Tension builds up, the closer your buyer gets to making a decision. It's a helpful act of service to relieve that tension, and you do that by asking for a sale.

Want a free copy of my upcoming book, Sales for Nice People?

Then all you need to do is get on the launch list at https://martinstellar.com/book

Ep 59: Followup, entitlement, service

Martin Stellar — Thu, 26 Sep 2024 01:36:07 -0700

If you don't follow up with people, and they don't buy, are you actually serving them?

To get a free copy of my upcoming book Sales for Nice People, visit https://martinstellar.com/book and I'll send you instructions on how to get it.

Ep 58: Do you know how to L.I.V.E.?

Martin Stellar — Wed, 25 Sep 2024 00:45:34 -0700

If your buyer talks about their problems, and you straight away go into offering your help and solution, it can be said you don't know how to L.I.V.E.

Today's episode explains how to change that.

To get on the launch list for my upcoming book Sales for Nice People, visit https://martinstellar.com/book

Ep 57: "I just don't like selling!"

Martin Stellar — Tue, 24 Sep 2024 01:18:42 -0700

Ep 56: Sales for Nice People book delayed (plus recommendation for authors)

Martin Stellar — Mon, 23 Sep 2024 01:46:45 -0700

Got some feedback from a friend about writing useful books, and she's right. Which is why the book release is delayed.

But, you can get on the release list and be notified as soon as it comes out, and you'll be able to get a free copy, as well.

https:martinstellar.com/book

Ep 55: How to reply to "Send me some information?"

Martin Stellar — Fri, 20 Sep 2024 01:48:29 -0700

Careful when a buyer asks you to send some information. Chances are that saying yes and sending something, is exactly why the deal will fall through, and then you don't get to serve them.

Instead, ask a question...

For a short daily daily email, sign up at https://martinstellar.com/nice-people

Ep 54: Ask your buyers for their budget? Great, now they're going to lowball and haggle

Martin Stellar — Wed, 18 Sep 2024 02:50:23 -0700

Instead, you want to give your buyer context and a pricing bracket

And get yourself a short daily email at https://martinstellar.com/nice-people

Ep 53: Farm, don't hunt

Martin Stellar — Wed, 18 Sep 2024 02:44:30 -0700

Why would you "hunt for clients"? Does the thing that get hunted enjoy the experience?

Get a short daily email a https:martinstellar.com/nice-people

Ep 52: How high-integrity entrepreneurs make followup easier

Martin Stellar — Mon, 16 Sep 2024 03:07:30 -0700

It's such a waste, when you spend time and money generating leads and opportunities, and then because you don't follow up, you lose a deal.
At the same time, you don't want to be a nag. So, what to do?
---
Get a short and helpful daily email at martinstellar.com/nice-people

Ep 51: Does it make sense to get Sales for Nice People if you don't have a lot of leads in the pipeline?

Martin Stellar — Mon, 16 Sep 2024 02:54:53 -0700

Of course if you get a sales training for converting more buyers, you need leads. But what if you don't have those leads? Then what?

The answer might surprise you, as might what you learn once you sign up at martinstellar.com/nice-people

Ep 50: Beware the Explain-trap 😱

Martin Stellar — Thu, 12 Sep 2024 00:50:01 -0700

Of course you need to explain how your work works, but... make sure you don't do that too soon, because you'll almost certainly lose the deal.

---
To get a short daily email to help you sell more, sign up at https:martinstellar.com/nice-people

Ep 49: How to remove the awkwardness of selling

Martin Stellar — Wed, 11 Sep 2024 02:26:24 -0700

You aren't the only one who might feel tense or awkward about the sale - very often, your buyer also has their concerns and and awkwardness: "Are we going to be strong-armed here?"

So put your cards on the table, with today's suggestion. Makes all the difference.

And getting a daily Sales for Nice People email will also make a difference, and you can sign up here: https:martinstellar.com/nice-people

Ep 48: Why you need to define your client-filters

Martin Stellar — Tue, 10 Sep 2024 01:11:05 -0700

Yes it's nice when a client has a budget and a need, but is that enough? Are there not criteria that you should have, that qualify or disqualify a buyer?

Ep 47 - I've found my nemesis, it's automated lead gen practices (aka spam at scale)

Martin Stellar — Mon, 09 Sep 2024 06:11:17 -0700

I'm not complaining though - I now know what my business' nemesis is, and I'm grateful for the inspiration. So yeah, keep them coming! 😄

And get yourself a daily helpful article at https://martinstellar.com/nice-people

Ep 46: Make it easy to buy, get The Empathy Edge

Martin Stellar — Thu, 05 Sep 2024 23:22:59 -0700

Send me an email at empathy@martinstellar.com if you too want to get The Empathy Edge

Ep 45: A rant about deceitful lead generation practices

Martin Stellar — Wed, 04 Sep 2024 00:48:41 -0700

White lies, deceit, bait & switch: unethical business practices are rampant. And wrong. And weak. Ethical entrepreneurs don't operate like that.

And to learn every day how to grow your business without stooping to that level, sign up at https:martinstellar.com/nice-people

Ep 44: Why people don't see what you're trying to tell them, and what to do about it

Martin Stellar — Tue, 03 Sep 2024 02:35:43 -0700

If you've ever felt frustrated that someone didn't get the point, didn't see what you're trying to tell them, no matter how much you're trying to help them, you need to use The Empathy Edge

And to get a short daily email in your inbox once a day, sign up at https://martinstellar.com/nicepeople

Ep 43: "I wish I didn't have to sell my work!"

Martin Stellar — Mon, 02 Sep 2024 00:01:07 -0700

I can relate, because if to you selling represent pushing people into buying, then yeah, it's a drag and a slog. Instead, apply the tips in today's episode, and everything will change.

And to get a short and helpful daily email, go to https://martinstellar.com/nice-people to sign up

Ep 42: Ethical selling is wanting something for people, not from people

Martin Stellar — Thu, 29 Aug 2024 01:12:36 -0700

It's easy to be conflicted and feel awkward about selling, if you're a person of integrity. If that's you, then remember that ethical selling isn't about wanting something from people...

Ep 41: Selling mental real estate? Then someone's got to pay the rent, and it ain't you

Martin Stellar — Wed, 28 Aug 2024 01:34:58 -0700

Most coaches and consultants get it the wrong way round, making their work cheaper the longer the and more intense a client engagement gets.

Today's episode flips the script, so that you can actually get paid what your mental real estate is worth.

---
Go to https://martinstellar.com/nice-people to get a short and helpful daily article

Ep 40: How ethical entrepreneurs can sell more while keeping their values intact

Martin Stellar — Tue, 27 Aug 2024 02:11:04 -0700

All those scuzzy and pushy tactics, the stereotypical notions about selling?

You can safely ignore and reject them, and do what nice people do: help a buyer make the right decision.

---
To get a short and helpful daily email, go to https://martinstellar.com/nice-people

Ep 39: The missing 🔗 between your expertise, and making an impact

Martin Stellar — Mon, 26 Aug 2024 02:07:49 -0700

Being great at making your clients' life better is great... but you can only do that if you manage to turn buyers into clients. And for that, you need to develop the missing link...

---
To get a short and helpful article once a day, sign up at https://martinstellar.com/nice-people

Ep 38: The three must-have components of asking for referrals

Martin Stellar — Wed, 21 Aug 2024 00:44:43 -0700

Most business owners leave money on the table, not asking for referrals from the network that they spent years or decades building up.

Those who do ask often give up, because the reply is usually "I'll let you know".

It's really easy to fix that though, and get referrals, and get ROI on your Relational Capital. How? Today's episode of SFNP explains exactly that.

---
Want a short and helpful email once a day? Sign up at https://martinstellar.com/nice-people

Ep 37: "Selling is binary", say the gurus. And they're wrong.

Martin Stellar — Tue, 20 Aug 2024 01:02:16 -0700

It's a pretty limited way of thinking, when you consider sale/no sale the only two outcomes.

---

Get a short and helpful daily email at https://martinstellar.com/nice-people

Ep 36: Deployed Strategic Empathy

Martin Stellar — Mon, 19 Aug 2024 01:33:02 -0700

All the pitches in the world will never be as accurate and compelling as that what your buyer wants you to say. So, instead of trying to convince and persuade, smart people simply listen to the buyer, and learn exactly what to say.

---
Get a short and helpful daily email at https:martinstellar.com/nice-people

Ep 35: Never convince, never persuade

Martin Stellar — Thu, 15 Aug 2024 22:54:11 -0700

If you've ever tried convincing people of something, you'll probably have found that it isn't that easy, and usually fruitless.
Here's some thoughts on what to do instead.

---
Get a short and helpful daily article at https://martinstellar.com/nice-people

Ep 34: Get the money out of your list

Martin Stellar — Thu, 15 Aug 2024 00:56:07 -0700

How often do you email your subscribers? If you're like most business owners, the answer is "Now and then" or "Whenever we have a promo".

If that's the case, you're building a permission-based asset in the shape of email subscribers... and you're massively under-leveraging it. But if you do email marketing right?

Then people will thank you, and buy from you, simply because you're being helpful.

To see how that works, sign up for a short and helpful daily email at https://martinstellar.com/nice-people

Ep 33: You paid how much??? And you're just letting it go to waste...???

Martin Stellar — Wed, 14 Aug 2024 01:11:19 -0700

Look, generating opportunities has a cost. And if you all you do is generate new ones without ever looking at what's there among your lost deals, you're leaving money on the table, and much of your past investment goes to waste.

---
Get a short and helpful daily email at https:martinstellar.com/nice-people

Ep 32: Why yes, obviously you should just build without a foundation

Martin Stellar — Tue, 13 Aug 2024 02:40:54 -0700

Believe it or not, building without a foundation is how lots of ventures get built... and who'd have thought? It's also how lots of ventures crash and burn.

---
To get a short and helpful daily email, sign up at https//martinstellar.com/nicepeople

Ep 31: Get your leads for nothing and your sales for free 🎶

Martin Stellar — Mon, 12 Aug 2024 01:08:45 -0700

Your ad budget? You can keep it. SEO? You don't need it. Cold-calling? Not yet. Spamming people hell no.

So, then what? Three simple steps, leads for free.

---
To get a short and useful daily email, sign up at https:martinstellar.com/nicepeople

Ep 30: Precise messaging: a fast 'hack' to get more leads and sales

Martin Stellar — Fri, 09 Aug 2024 00:46:56 -0700

If your messaging isn't precise and specific, your buyer will hear waffle and they won't buy. And these 2 minutes tell you how to change that and get you more opportunities, leads, sales and monies.

---
To get a short & helpful daily email, you can sign up at https://martinstellar.com/nice-people

Ep 29: Assets, levers, and leverage

Martin Stellar — Thu, 08 Aug 2024 01:47:31 -0700

Go on, keep creating more assets. I'll be in my room looking for ways to leverage assets, because leverage is how you create returns from your assets.
---
For a short & helpful daily email in your inbox, go to https://martinstellar.com/nice-people

Ep 28: How to make it easy to buy

Martin Stellar — Wed, 07 Aug 2024 01:05:16 -0700

More leads, more ads, more content, more appointments... people get themselves all tangled up, trying to get more sales.

But what if you just make it easy for people to buy?

Get the Hidden Sales Assets Checklist by signing up at https://martinstellar.com/nice-people

Ep 27: The identity-piece, aka how to reduce the cost of acquiring clients

Martin Stellar — Tue, 06 Aug 2024 01:37:20 -0700

Needs, budget and urgency are required for a sale to happen, but if you don't include the identity piece when selecting buyers, your cost of acquisition is way higher than it should be.

Get a short daily email at https://martinstellar.com/nice-people

Ep 26: How to get a return on all the time and money you've invested over the years

Martin Stellar — Mon, 05 Aug 2024 00:22:42 -0700

My crystal ball says that you've amassed massive amounts of assets over the years... and that you could reap rich rewards, if you were to leverage them...

Ep 25: What to do when you "know how to sell, once you're in the room"

Martin Stellar — Fri, 02 Aug 2024 02:02:41 -0700

It's common - I used to say that, and maybe you do as well. But, how do you get into the room?

Get the free Hidden Sales Levers checklist here: https://martinstellar.com/hsa/

Ep 24: More leads... or more profit?

Martin Stellar — Thu, 01 Aug 2024 11:04:48 -0700

It can be a great idea to get more leads if you want to get more revenue and profit. Sure. But it can be an even greater idea to generate more profit from the buyers you already have...

For a daily helpful thought sent by email, go to https://martinstellar.com/nice-people

Ep 23: Listen to the signals

Martin Stellar — Wed, 31 Jul 2024 00:13:18 -0700

It's easy to fault the other person when they don't get it or they misunderstand you, but hold your horses:

When your message doesn't land, it's on you to read the signal as a sign that your messaging wasn't right.

Ep 22: Assets and leverage: your client list

Martin Stellar — Tue, 30 Jul 2024 02:43:48 -0700

It's often a costly mistake to invest in growth, especially if you don't leverage your assets first. And your most valuable asset is your list of past buyers. There's money in that list, you know?

To get a one-off breakthrough session, go here: https://martinstellar.com/salesbreakthroughsession/

Ep 21: Create more sales by highlighting problem-cost

Martin Stellar — Mon, 29 Jul 2024 02:39:08 -0700

For a deeper dive and some handy questions to ask your buyer, go here:https://salesflowcoach.app/ill-bet-that-hurts-like-mad-how-to-create-buyers-by-highlighting-problem-cost

Ep 20: How to handle the no

Martin Stellar — Fri, 26 Jul 2024 00:12:52 -0700

Hearing 'no' is usually the thing we fear most, but actually... if you handle it right, it can be a great opportunity...

Ep 19: Want rapport? Sell to shared values

Martin Stellar — Thu, 25 Jul 2024 02:18:41 -0700

More fun, more rapport, more sales, when you seek to engage with buyers who share values with you...

Ep 18: You won't get the deal if you don't get your buyer

Martin Stellar — Wed, 24 Jul 2024 02:06:35 -0700

Oh sure, you can pitch at people, and who knows... maybe you'll even get it right.

But you can also ask questions that help you get your buyer, and guess what: then they'll tell you exactly what they want to hear.

Ep 17: Nice People don't get a hallpass

Martin Stellar — Tue, 23 Jul 2024 02:43:56 -0700

"Oh my buyers know where to find me, I don't want to be pushy".

No, but then you're being a people-pleaser and that doesn't help anyone. You owe it to your buyers to help them make a decision.

Ep 16: Sales for the pushy, and sales for nice people

Martin Stellar — Mon, 22 Jul 2024 00:46:24 -0700

The common misconception: you need to deliver a powerful pitch, so that your buyer will want to know more and buy from you. But if you don't ask questions, how will you know what pitch will work?
Don't try to talk your way to the sale: ask your way to the sale.

Ep 15: Selling as an act of service

Martin Stellar — Fri, 19 Jul 2024 00:38:59 -0700

Why wait until someone buys, to serve them? Why not make selling itself an act of service?

Ep 14: "But it's impossible for nice people to be good at selling!"

Martin Stellar — Thu, 18 Jul 2024 03:58:00 -0700

Haha, actually no. Nice People have a massive advantage...

Ep 13: When a buyer can't decide, give the "Pay up or put up" message

Martin Stellar — Tue, 16 Jul 2024 23:55:55 -0700

Indecision is one of the most annoying things in business and sales. All those people who want your work, and need it... and yet, they just can't seem to make the decision. Today's episode gives you a practical strategy for getting deals like that unstuck.

Ep 12: Is this a now-problem, or a someday-problem?

Martin Stellar — Mon, 15 Jul 2024 23:30:45 -0700

You might have only a few deals to work on, but: if you're trying to move forward a deal where a buyer has no urgency, you're a) wasting your time, and b) making it less likely that they'll buy.

Ep 11: How to start a sales conversation

Martin Stellar — Sun, 14 Jul 2024 23:34:27 -0700

Yes it's nice to create rapport with people, but you easily end up in useless waffle. Besides, you buyer has a decision to make, so set the stage at the start, to ensure you have a conversation that's actually helpful.

To get the 16-chapter outline of the Sales for Nice People system, visit https://martinstellar.com/outline

Ep 10: Mini-series: Sales for Nice People. Part 4: Profit

Martin Stellar — Thu, 11 Jul 2024 23:13:22 -0700

Because yeah, you should make a profit. How else are you going to keep serving your people into the future? How can you deliver quality, sustainably, if you don't make a profit?

Ep 9: Mini-series: Sales for Nice People. Part 3: Ask

Martin Stellar — Thu, 11 Jul 2024 23:00:00 -0700

Ep 8: Mini-series: Sales for Nice People. Part 2: Explain

Martin Stellar — Wed, 10 Jul 2024 01:22:22 -0700

Explaining your offer: the part where you fall into pitching, hyping and persuading, a poof: gone is your deal.

Download today's Useful Little Resource

Ep 7: Mini-series: Sales for Nice People. Part 1: Listen

Martin Stellar — Tue, 09 Jul 2024 01:50:47 -0700

Sales for Nice People is the ethical selling framework I developed so that ethical entrepreneurs sell more, no convincing or persuading required.

This is Part 1 of a 4-part mini-series, explaining the 4 fundamental pillars of ethical selling.

Download today's Useful Little Resource

Ep 6: Nice guys need not apply (nice gals? same thing)

Martin Stellar — Mon, 08 Jul 2024 01:03:52 -0700

Yes of course, you want to be nice people. But being nice people isn't the same as being a nice guy or gal, and the difference is important. Listen to today's episode to find out why...

Ep 5. Are you selling them a problem? (Mini-series Pt 3: Interaction-tax)

Martin Stellar — Thu, 04 Jul 2024 22:23:05 -0700

Your chances of winning the deal are inversely proportional to the degree of friction your buyer needs to deal with, dealing with you. Don't make your buyer pay interaction-tax

Ep 4: Sell more because of your values, not despite them - what does that actually mean?

Martin Stellar — Thu, 04 Jul 2024 02:34:49 -0700

It's a nice intro-line, but... what actually does that mean? Sell more because of your values, not despite them?

Ep 3. Are you selling them a problem? (Mini-series Pt 2: Adoption cost)

Martin Stellar — Wed, 03 Jul 2024 07:34:50 -0700

How much is it going to take from your buyer, to get your solution implemented - what's the cost of adopting your work?

Ep 2: Are You Selling Them a Problem? Mini-series Pt 1: Congruently desirable offers

Martin Stellar — Tue, 02 Jul 2024 02:38:32 -0700

Ep 1. How to sell more and earn more by interrupting your buyer

Martin Stellar — Mon, 01 Jul 2024 02:27:26 -0700

Yes you need to listen, but if your buyer goes off on a tangent?

Interrupt them.

Episode 1 of Sales for Nice People - subscribe today!

The Sales for Nice People Podcast

Ep 257: Why not 'Mine Your Network for Opportunities'?

Ep 256: Everything is downstream from your internal state

Ep 255: You don't have a sales problem, you have a leadership problem, Pt. 2

Ep 254: Every machine can be a smoke machine if you operate it wrong enough

Ep 253: Wait... is *this* why you don't do any followup?

Ep 252: Niching down: Aim narrow, welcome wide export 2

Ep 251: Wishful thinking and ghosts

Ep 250: Every business is a real estate business

Ep 249: That’s not a buyer: that’s problem solving theatre

Ep 248: Show me your beer tears

Ep 247: Should you be an unpaid freelancer for the algorithm?

Ep 246: They might have the money, but how do you know they're going to spend it?

Ep 245: If you're selling, you have one job

Ep 244: The Free Consulting Trap is what ruins your followup

Ep 243: Throw a haystack at people, get ghosted

Ep 242: Yes, definitely let the patient have a heart attack first

Ep 241: "Can you send us a proposal?"

Ep 240: BRB Assets Incoming

Ep 239 - Lose the sale, win the relationship

Ep 238 - Everybody is always right

Ep 237: And you'll never see me write a proposal

Ep 236: Because why would you want to compromise your values?

Ep 235: Slowth

Ep 234: "Martin I know you don't like AI, but..."

Ep 233: "Does that sound fair?"

Ep 232: Learn how to own and operate the word no

Ep 231: Quality thinking is never a waste of time

Ep 230: Will this activity get me the next conversation?

Ep 229: "Should it be called Deal 'Diagnosis'?

Ep 228: How to enable the secondary sale

Ep 227: What is required for you to want this solution?

Ep 226: "How thoughtful!"

Ep 225: In a world where AI vomits crud at us...

Ep 224: 90% of everything is crud. Don't be 90%

Ep 223: Where do your sales hurt?

Ep 222: The power of co-creating proposals

Ep 221: Never let your emails do your selling

Ep 220: "When salespeople call me, I hang up. What are they doing wrong?"

Ep 219: "What is wrong with people?! I know they need my help but they're just not buying"

Ep 218: Nice people don't handle objections

Ep 217: "How much outreach is enough?"

Ep 216: Don't abide indecision. Your buyer has enough on their plate

Ep 215: It's not a deal until you've discussed money (AKA don't invent eggs)

Ep 214: Sudden decompression sucks, AKA conversations are better than leads

Ep 213: They're selling you a corporate mistake!

Ep 211: Why state a price in the first meeting

Ep 211: Lead generation is such a pedestrian problem to solve.

Ep 210: You can't automate your way out of a skills deficiency

Ep 209: If not now, then when?

EP 208: Does it do my thinking for me?

Ep 207: Go slow Otherwise, I have a bandwagon I can sell you

Ep 206: Hucksters who sell you hope: the market for something to believe in is infinite

Ep 205: I would help them but they're too far gone (Lead generation at a conference)

Ep 204: Do nice people do cold outreach?

Ep 203 - Making assumptions? You're ruining your deals

Ep 202: KPI's, targets, and how to make your technical experts resent their job

Ep 201: How to land more sales by being dumb

Ep 200: Two questions to ask a buyer who became a ghost

Ep 199 - Are you sure more leads will solve your sales problem?

Ep 198: Calibrated Nagging

Ep 197: A perfect example of how not to follow up

EP 196 - Diagnose, don't pitch

Ep 195: Are you underserving your people?

Ep 194: Truth, fictions, and sales

Ep 193: The decision-maker? You might as well talk to the janitor

Ep 192: Get ghosted less, get paid more

Ep 191: Should you spend time, or spend money instead?

Ep 190: Quality not volume

EP 189: Why the waiting game ruins your sales

Ep 188: The marital art that can save your sales

Ep 187: "What do I do when a sales conversation doesn't really go anywhere?"

Ep 186: Transactions, relationships, conversations and sales

Ep 185: Can you afford to win this deal?

Ep 184: Interesting vs committed - Don't misread the signals

Ep 183: I'd rather have a no than a ghost

Ep 182: What if the dreaded 'no' is actually an invitation?

Ep 181: Deal Diagnosis X-Ray: What needs to happen next on this deal?

Ep 180: Deal Diagnosis X-Ray: Choosing the deals to work on

Ep 179: Deal Diagnosis X-ray Pt. 6: Happy ears and fooling yourself

Ep 253: Wait... is this why you don't do any followup?