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Josh Braun

good or bad?

Published over 1 year ago • 1 min read

Two people can share the same wine yet have two different experiences.

Matt: “This wine is bad.”

Mandy: “This wine is good.”

The wine isn’t bad or good.

Objects are neutral. Wine just is.

It’s only bad or good from a person’s perspective.

The wine is bad because Matt thinks it’s bad.

The wine is good because Mandy thinks it's good.

It’s the same with selling.

Matt: “Cold calling is a chore.”

Mandy: “Cold calling is a privilege.”

Matt: “My territory is rotten.”

Mandy: “My territory is ripe.”

What’s the point?

It’s not always easy, but you always have an opportunity to view any event through different lenses.

Your mind can close or open doors.

It’s a choice.

Choose wisely.

Josh Braun

Read more from Josh Braun

"Josh, Matt Jones. How are you doing today?" "Okay." "I know you have no idea who I am, but I am with ACME. I noticed that you attended a webinar we hosted called 'Sell the Way You Want to Buy.' Does that ring a bell?" "It doesn't." "Check your favorites in your browser. You signed up on March 14th." "Yeah, I don't recall." "What motivated you to want to attend?" "Attend what?" "Let me ask you something: Do you have your calendar handy? I'm available tomorrow at 3 p.m. for a demo." "Before...

about 12 hours ago • 1 min read

There’s a downside to negotiating. Story time. I once negotiated a painter down from $8,000 to $7200. The painter finished the job. But his heart wasn’t in it. He was resentful. He didn’t come back for touch-up work. The lesson? When you negotiate people down, they feel down. Don’t nickel and dime people. Paying what someone asked for acknowledges their value and the effort they’ve put into their work or services. When people feel their efforts are recognized and rewarded appropriately, they...

3 days ago • 1 min read

Nine sales reminders. When a prospect is done talking, wait for two beats. Don’t interrupt. You’ll likely get more information. When you cold email someone, illuminate a problem instead of a solution. Solutions have no value without a problem. When you meet new people, mention something personal. “You were a lawyer for five years. Then, you pivoted to sales. What’s the story?” Have zero expectations when you are cold calling. It prevents disappointment. Autonomy is a basic human need....

6 days ago • 1 min read
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