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PAPER NAPKIN WISDOM GROWTH HUB
Sales
The best Paper Napkin Wisdom conversations on sales, chosen and in order.
Ari Galper has spent 25 years on one problem. How do you earn a new client's trust in a single call? Take the doctor's seat, not the salesperson's. Go down the iceberg until the real problem and its cost are on the table. Boaz Ashkenazy calls his version business therapy. Find the pain before proposing anything.
Warren Rustand's advice is shorter. Ask the commitment question, then stay silent until you get an answer. Michael Walsh says traditional sales is dead, because customers don't want to be sold. Make their win obvious and believable instead. Richard Walton tells B2B founders to go back to the eighties and meet people in person. John Sleeman, who started with one pub in Oakville, asks why after every no.
Jane Roos started a charity that has raised over 16 million for Canadian athletes. Her napkin says collect 10 no's a day. A no only has the meaning you give it.
“The goal is the truth, not the sale.”
Ari Galper, Episode 246
Start here: the top 10
1
How to Win a Client's Trust in One Call: Ari Galper on Selling
Episode 246 · Ari Galper
The one-call sale: building trust on the first call.
2
How to Ask a Commitment Question: Warren Rustand on the Pause
Episode 228 · Warren Rustand
How to ask a commitment question, then stay silent.
3
Why Traditional Sales Is Dead: Michael Walsh on the Value Exchange
Episode 10 · Michael Walsh
Traditional sales is dead: replace it with a value exchange.
4
Why In-Person Meetings Still Win B2B Sales: Richard Walton
Episode 195 · Richard Walton
Why in-person meetings still win B2B sales.
5
Procurement Isn't Trying to Be Difficult: Paul Kennedy on Selling
Episode 94 · Paul Kennedy
Selling through procurement: getting into the buyer's head.
6
How to Ask the Right Questions Before Selling AI: Boaz Ashkenazy
Episode 212 · Boaz Ashkenazy
Boaz Ashkenazy: ask the right questions to find the real pain before proposing anything.
7
How to Stop Fearing No: Jane Roos on Collecting 10 No's a Day
Episode 27 · Jane Roos
Collect 10 no's a day: overcoming fear of rejection when asking.
8
How to Overcome Objections in a Deal: John Sleeman's Guinness Story
Episode 248 · John Sleeman
Overcoming objections: John Sleeman's Guinness deal.
9
Why Customers Buy Emotion, Not Features: Darren Hickman on Selling Innovation
Episode 266 · Darren Hickman
Customers buy emotion, not features: selling an innovative product.
10
How to Stay Top of Mind With Prospects: Dave Lakhani's Drip Plan
Episode 58 · Dave Lakhani
Staying top of mind with prospects: the drip plan.
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