Ted Olson

Instead of sales tactics, develop your:  These three will do more for your sales than any sales tactics. 

First – what not to ask… Most sales questions are asked in the positive, e.g., “Can we get the contract signed by end of year?” This is better than nothing, for sure. However, here’s your best shot according to human psychology:  Ask in the negative… It might sound like this, and of course adapt these […]

Empathy is hailed as a must-have-skill in sales these days – it’s critical to create a safe space to build trust with prospects and to have rich conversations. But what does it have to do with speed? When I first heard this idea from Chris Voss, it struck me as odd. Empathy is typically associated […]

I continued to get bombarded with emails that really miss the mark. Let’s look at this one, so we can avoid these mistakes. Subject: Checking in Hello Ted,  I’m working with clients in the software engineering space and have built a network of top-notch candidates both locally and nationwide/remote and I believe a few of the candidates […]

Want to know what your prospect is really thinking about your sales presentation?  Change your questions… Instead of the standard… ”Any questions?” Or,  “Does that make sense?” Try:  – How are you feeling about this approach? – Is this what you had in mind or not so much? – Is this resonating with you, or […]