# marketenabledsales.com > AI-optimized mirror of marketenabledsales.com containing 25 pages totalling 6,181 words of clean markdown content, structured data, and semantic HTML. Original source: https://marketenabledsales.com/. Last updated: 2026-06-15T22:07:31.558Z. Each page is available as HTML (with JSON-LD structured data) and Markdown (text-only, ideal for LLMs and RAG). ## Homepage - [Sales to Reach Your Summit](/content/site-root.html): Get more sales when you activate your intrinsic persuasion. Motivate someone to change, improving their situation. You lead the way to a worthwhile goal. I help entrepreneurs and leaders enhance their persuasion and selling., Get more sales when you activate your intrinsic persuasion. Motivate someone to change, improving their situation. You lead the way to a worthwhile goal. I help entrepreneurs and leaders enhance their persuasion and selling. (139 words) ## Articles & Blog Posts - [Why and how does selling depend on practical knowledge?](/content/ceoselling/2023/9/21/why-and-how-does-selling-depend-on-practical-knowledge.html): Selling without practical knowledge, in my experience, is futile. Why? Creating a sale or exchange for money requires understanding. It’s best to reach this in the first meeting. So, the focus is all about her, not you – clear-eyed practical expertise. Overlooked know-how – will she believe you can, (276 words) - [The artful sale is costly – often resold, sometimes resulting in a no or an unhappy customer](/content/ceoselling/2024/6/21/the-artful-sale-is-costly-often-resold-sometimes-resulting-in-a-no-or-an-unhappy-customer.html): Founders try an artful sale. It is assertive, with high-sounding words and a soft-pedaling of pertinent risks. Generating hope. ‘Our solution is high reward with low risk!’ Optimistic, the prospect may say yes. Even so, meaningful change is difficult and rarely easy. The artful sale is misleading, , (226 words) - [Should you walk a mile in my shoes when I want your empathy?](/content/ceoselling/2023/10/12/should-you-walk-a-mile-in-my-shoes-when-i-want-your-empathy.html): I recall hearing the phrase 'walk a mile in their shoes' when I was younger. My parents advised me to consider myself in their shoes before passing judgment. Recognize their predicament. A common reminder to cultivate understanding. It turns out having common feelings is not the same as empathy. I'v, (239 words) - [Secrets to Selling](/content/sitemap-xml.html) (256 words) - [Almost all prospects say sellers don’t understand their needs – do you show understanding?](/content/ceoselling/2022/10/13/almost-all-prospects-say-sellers-dont-understand-their-needs-do-you-show-understanding.html): Until a prospect feels understood, your sale is out of the question.  Inevitably your potential client looks for a convincing match between what you do and their needs.  This match must be compelling, so the change is worth the risk.  Creating this link transforms an unlik, (254 words) - [Instead of giving product presentations, offer a leap forward in beneficial results to motivate a change.](/content/ceoselling/2023/5/18/instead-of-giving-product-presentations-offer-a-leap-forward-in-beneficial-results-to-motivate-a-change.html): In a nutshell, your product is something for sale. Or a service is simply doing work for someone. The details behind what the prospect gets can be exciting but rarely motivating. You create a paradox. Small wonder that selling via education is hit and miss. Education sells when a prospect has decid, (244 words) - [Do you take advice from someone you don’t believe in – neither do prospects!](/content/ceoselling/2022/9/12/do-you-take-advice-from-someone-you-dont-believe-in-neither-do-prospects.html): Potential clients feel new ideas or solutions are unproven and unpredictable.  To them, you are unknown, so your company track record is unconvincing.  At this stage, pitching the solution falls on deaf ears.  Your prospect is preoccupied looking for signs of credibility –, (253 words) - [Move to predictable sales by clearly wrapping up your prospect's three milestones.](/content/ceoselling/2023/2/15/move-to-predictable-sales-by-clearly-wrapping-up-your-prospects-three-milestones.html): What milestones? Selling is about pitching a product. Right? Most sellers lead with key solution details and knowledge, missing what a prospect needs to hear. Founders rely on their points of view, explanations, and solutions as sufficient to drive change. Sometimes this works, but only sometimes. W, (286 words) - [Dramatic gains in sales rely on to-the-point information. Are you sure about what you say?](/content/ceoselling/2023/6/6/dramatic-gains-in-sales-rely-on-to-the-point-information-are-you-sure-about-what-you-say.html): Not long ago, sales were solid and consistent. Now sales are dwindling. Most sales take longer to close. This troubling trend points to a broken-down capability – something changed. Did the lead seller, often a Founder, stop selling? Has someone new taken the job? Declines start by losing touch with, (267 words) - [Do possible clients see you as trustworthy?](/content/ceoselling/2023/12/13/do-possible-clients-see-you-as-trustworthy/index.html): Without trust, not much happens in my world. Prospects decide when you are trustworthy. Before receiving a client's trust, selling slows or harms helpful sharing and decisions. Before every encounter, I ask myself, "Will they see me as warm or cold?" Warmth is a predictor of trust. I add , (272 words) - [From across the desk, the prospect says No - is your deal ruined?](/content/ceoselling/2024/4/30/from-across-the-desk-the-prospect-says-no-is-your-deal-ruined.html): You just heard a clear NO to doing business together. Your prospect spoke well-prepared words. Try not to worry, as selling reveals all types of news. Well-versed sellers want to hear credible views from prospects. Sensible insight is susceptible to understanding and influence. We don’t tre, (257 words) - [Sales to Reach Your Summit](/content/home/index.html): Get more sales when you activate your intrinsic persuasion. Motivate someone to change, improving their situation. You lead the way to a worthwhile goal. I help entrepreneurs and leaders enhance their persuasion and selling., Get more sales when you activate your intrinsic persuasion. Motivate someone to change, improving their situation. You lead the way to a worthwhile goal. I help entrepreneurs and leaders enhance their persuasion and selling. (139 words) - [Close more sales when you enable outcomes rather than offer features!](/content/ceoselling/2023/4/5/close-more-sales-when-you-enable-outcomes-rather-than-offer-features.html): Why a client buys can be confusing. Is it for features with capabilities or outcomes with good results? Thinking back, I remember an executive meeting about a severe sales problem with a product. The responsible manager highlighted actions adding selling options, pointing out that this team was the , (291 words) - [If a one percent sales increase is good enough, rely on education and recommendations.](/content/ceoselling/2022/5/5/if-a-one-percent-sales-increase-is-good-enough-rely-on-education-and-recommendations.html): Too many startup CEOs depend on education to sell .  Give them the facts so they can decide.  Then add endorsements touting the possible benefits with testimonials or a use case.  The spiel wraps up with something like this - Don't you want this?  Act now. &, (288 words) - [Are you touting product results tied to an outcome when advancing their business promise is what matters?](/content/ceoselling/2022/9/30/are-you-touting-product-results-tied-to-an-outcome-when-advancing-their-business-promise-is-what-matters.html): Saying 'I promise' is tricky.  To make good is hard.  Yet, people and businesses go to great lengths to make good.  So, finding new aids to improve a promise is worthwhile.  Prospects think in this way.  Each business grasps what it does, believes it do, (260 words) - [When prospects feel heard and understood, trust and consideration begin.](/content/ceoselling/2022/6/17/when-prospects-fell-heard-and-understood-trust-and-consideration-begin.html): Every sale begins with capturing a prospect's relevant hopes, reality, and fears .   These are revealed and understood by asking and listening.  How do you want to improve the future?  Delay has a cost; what is it?  How bad can this situation become?&nbs, (304 words) - [Is your opening meeting with a C-suite executive a sales call or a screening?](/content/ceoselling/2022/4/21/is-your-opening-meeting-with-a-c-suite-executive-a-sales-call-or-a-screening.html): The C-suite prospect gives the startup CEO thirty minutes to show business worth.  Naturally, a business -oriented exchange unfolds.   Competitive advantage, expanding market share, and profit with less cost are covered.  But the 'why and what does that mean' is m, (273 words) - [So don't tell me what to do - I'll make my own choice and decision.](/content/ceoselling/2022/5/26/so-dont-tell-me-what-to-do-ill-make-my-own-choice-and-decision.html): Adopting a worthwhile new change is done on purpose .  We want to apply our suasion .  We retreat from badgering, urging, and coaxing to keep control.  Sometimes we do the opposite and do not go along – showing our power to resist.   On our own, s, (255 words) - [Will you show me a sensible way to achieve my outcome and remove my fear of trying?](/content/ceoselling/2023/1/19/will-you-show-me-a-sensible-way-to-achieve-this-outcome-and-remove-my-fear-of-trying.html): Changes within a business occur for better outcomes – moving toward a destination. Executives in charge expect a safe approach that navigates dangerous obstacles. They tend to stick with poor results when a sensible path is missing. People say, 'for now, we must live with this.' Why? Trying and fail, (227 words) - [Is it better for a founder to inform or inspire their prospect?](/content/ceoselling/2023/11/15/is-it-better-for-a-founder-to-inform-or-inspire-their-prospect.html): Surprisingly, nearly all Founders begin a meeting with a prospect with business information. Facts about their product, benefits, and strategy. Is their logic to provide the buyer facts and let them decide? Or, out of pride, they cover the company when asked what you do. I’m a big supporter of info, (218 words) - [Are adverse selling tactics holding you back? You are not alone.](/content/ceoselling/2022/12/8/are-adverse-selling-tactics-holding-you-back-you-are-not-alone.html): The leaning of the founder or leader lets harmful selling tactics take hold. Is what you do and how you do it the leading message for a prospect? A game plan placing the solution above the outcomes blocks a sale. Only when buyers hear about their payoff will the deal be started.   , (230 words) - [Prospects want new choices to deal with problems and hurdles to gains, not things to buy.](/content/ceoselling/2022/10/28/prospects-want-new-choices-to-deal-with-problems-and-hurdles-to-gains-not-things-to-buy.html): Each startup strives to identify a group of people who share a problem needing a better choice, guiding the solution they create. Then, with both in hand, the selling begins. Excited about what was accomplished, startup CEOs start a meeting by describing what was done, why, and for whom. Often the C, (269 words) - [Sales tactics, intentional or unintentional, do prevent prospects from meeting again.](/content/ceoselling/2024/3/26/sales-tactics-intentional-or-unintentional-do-prevent-prospects-from-meeting-again.html): For various reasons, a second meeting may not be a good choice, yet I wince whenever I see these actions. I may have it wrong, or the founders may be misguided.   My go-to ways to preempt a second meeting are as follows. Have you used one of these?   Do you want an annoyed reac, (242 words) - [The artful sale is costly – often resold, sometimes resulting in a no or an unhappy customer](/content/ceoselling/index.html): When you see your change from the perspective of who you help, influence grows. My posts cover the natural conflict between buyer and seller. They expose how a buyer reacts to a seller's message and approach. All illustrate useful options to improve or choices to avoid., When you see your change from the perspective of who you help, influence grows. My posts cover the natural conflict between buyer and seller. They expose how a buyer reacts to a seller's message and approach. All illustrate useful options to improve or choices to avoid. (216 words) ## Resources - [Full Page Index](/index.html): Browse all cached pages with rich metadata - [About This Cache](/content/about.html): Methodology, technical details, and usage guidelines - [XML Sitemap](/sitemap.xml): Machine-readable sitemap for crawler discovery - [Robots.txt](/robots.txt): Crawler directives