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Selling Without Convincing

  • Introduction
  • Adopt a Surfer’s Mind
  • Negativity
  • Bolinas
  • No Formulas
  • What Works
  • The Get
  • It Happens
  • Hooked
  • Grandma’s Toaster
  • Say Less
  • Be Nice
  • The Golden Rule
  • The Ugly Raft
  • The Swan Raft
  • Enjoy Playing the Point
  • Carlos
  • Go Slow
  • An Open Letter to Salespeople
  • Obstacle or Opportunity
  • Stretching
  • Train Your Brain
  • Keep it Casual
  • Falling on the Sword
  • Right Now
  • Say Something Nice
  • Don’t Follow up, Follow Through
  • You’re Not Failing
  • Not Too Sweet
  • Forgive Yourself
  • Cringeworthy Sales Advice
  • Stories vs. Facts
  • Napa Valley
  • Yes Thank You
  • What Do You Know About X?
  • Keep It Casual
  • Sales Layoffs
  • A Classic Sales Mistake
  • Enjoy the Journey
  • Jenna
  • Perspectives Not Facts
  • 911
  • My dad's 911
  • Don’t Hold Price Hostage
  • Saying no
  • Show
  • Fake Nice
  • You Don’t Have to Grow Today
  • Don’t Ghost Prospects
  • Caring
  • It Just Is
  • WTF is Value?
  • Don’t Fight Resistance
  • Unlocking Truth
  • Your Price Isn’t Too High
  • No
  • Selling is Serving
  • Jennifer
  • The Waiting Tax
  • Cold Calling Doesn’t Suck
  • Asking for Feedback
  • Approaching Prospects at Conferences
  • Tame the Mind
  • The Art of Noticing
  • I’m Bored
  • The Bench
  • What Do You Do?
  • No Leading Questions
  • Good Cold Email Copy is Found
  • Raging Bulls
  • Blade
  • Rude People
  • Elephants
  • Having a Purpose is B.S.
  • Finding Problems
  • Rewire Your Brain to Listen
  • You Don’t Sell to Dogs
  • Cherry Blossom Body Spray
  • Light the Wick
  • Ironman 70.3
  • Poke the Bear
  • SR7
  • Flaunt Your Flaws
  • The Best Cold Call I Ever Recieved
  • Detach
  • Unhooked
  • You’re Not for Everyone
  • Upselling
  • The $32 Sandwich
  • Katz’s
  • Do It Afraid
  • Garmin
  • Be Crispy
  • Be Equal
  • Wild Horses
  • Following Up
  • The War for Attention
  • Match the Hatch
  • 9 Things I Learned About Sales
  • Nymphs
  • Blame or Responsibility
  • Inbound vs. Outbound
  • Don’t Call the Baby Ugly
  • Unlearn Writing
  • The Backfire Effect
  • Context Matters
  • Sorting
  • My 1 Page Agreement
  • Guiding Princples
  • Sales Job Ads
  • No Wrestling
  • Thoughts on Voicemail
  • 18 Sales Principles
  • Misconceptions
  • Let People Be
  • The Waiting
  • No Overcoming Obections
  • Dropping the Sword
  • Illumination Questions
  • Unseating the Competition
  • Deposits vs Withdrawals
  • What Is Love?
  • Ruby
  • Three Strikes
  • My Sales Mantra
  • The Knowledge Gap
  • The Ask
  • Call Me Back Next Quarter
  • Why Worry?
  • 100% Open Rate
  • Three Ways to Lose Your Best Salespeople
  • Why Assuming Backfires
  • 16 Ways to Add Fuel to Conversations
  • Sell Me This Pen
  • Crispy Copy
  • Leaderboard Are an Illusion
  • Trees Don't Mourn Seasons
  • Trees in Forest
  • Swap Next for Now
  • Gain & Loss
  • Watercolors
  • My First Painting
  • The Point
  • Find Your Fit
  • Resistance is Futile
  • Cold Calling
  • Cold Email
  • Questions Can Backfire
  • Discipline
  • Sold
  • Everything is Impermanent
  • Why Brains Resist the Pitch
  • 1.6m
  • Eye-to-Eye
  • December
  • Unbothered
  • Shameless Plug
    • Next: Light the Wick