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All books ▸ For Sale ▸ The Bench

The bench at Nancy's place in Bolinas California.

For Sale

Adopt a Surfer’s Mind

Grandma’s Toaster

The Golden Rule

Enjoy Playing the Point

An Open Letter to Salespeople

Obstacle or Opportunity

Train Your Brain

Falling on the Sword

Say Something Nice

Don’t Follow up, Follow Through

You’re Not Failing

Forgive Yourself

Cringeworthy Sales Advice

Stories vs. Facts

What Do You Know About X?

A Classic Sales Mistake

Enjoy the Journey

Perspectives Not Facts

Don’t Hold Price Hostage

You Don’t Have to Grow Today

Don’t Ghost Prospects

Don’t Fight Resistance

Unlocking Truth

Your Price Isn’t Too High

Selling is Serving

The Waiting Tax

Cold Calling Doesn’t Suck

Asking for Feedback

Approaching Prospects at Conferences

The Art of Noticing

What Do You Do?

No Leading Questions

Good Cold Email Copy is Found

Having a Purpose is B.S.

Finding Problems

Rewire Your Brain to Listen

You Don’t Sell to Dogs

Cherry Blossom Body Spray

Flaunt Your Flaws

The Best Cold Call I Ever Recieved

You’re Not for Everyone

The $32 Sandwich

The War for Attention

Match the Hatch

9 Things I Learned About Sales

Blame or Responsibility

Inbound vs. Outbound

Don’t Call the Baby Ugly

Unlearn Writing

The Backfire Effect

Context Matters

My 1 Page Agreement

Guiding Princples

Thoughts on Voicemail

18 Sales Principles

No Overcoming Obections

Dropping the Sword

Illumination Questions

Unseating the Competition

Deposits vs Withdrawals

My Sales Mantra

The Knowledge Gap

Call Me Back Next Quarter

Three Ways to Lose Your Best Salespeople

Why Assuming Backfires

16 Ways to Add Fuel to Conversations

Sell Me This Pen

Leaderboard Are an Illusion

Swap Next for Now

Resistance is Futile

Everything is Impermanent

Next: What Do You Do?