Ted Olson

I’m moving my newsletter to make it easier to deliver great content to you – short video below. In short: re-sign up here – you won’t miss a beat

Insert a recap into your sales convos – too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood – short video…

Simple step to ensure your prospect feels heard: Ever chat with a boss, a friend, or peer—and they suddenly go, “Got it,” and then zone out while you’re still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they’ve totally understood the prospect’s needs and starts daydreaming about how their […]

I saw a recent ad (somewhere) that used the word “Permacrisis” to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we […]