Musings of a Salesman @dial465
I like to talk about sales, politics, real estate, and the economy. Canada Joined October 2025-
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Ben Feldman sold life insurance from East Liverpool, Ohio. Career total: $1.5B in face value, including a $100M year. His line: "I do not sell life insurance. I sell money. I sell dollars for pennies apiece." Finish it: "I do not sell ___. I sell ___." getdialdynamics.com
The X-Ray Technique, in order: "What's keeping you up at night?" > "How is this affecting you?" > "If this were fixed, what would that do for you?" Three questions, not a pitch. getdialdynamics.com
In 1887, Joseph Crane gave 16 cash register demos and sold none. So he wrote down what he'd forgotten to say. NCR typed it up as the Primer, about 450 words every rep had to memorize. The first sales manual. Record your own calls and do the same. getdialdynamics.com
Your price is too high isnt the real objection. Dont discount right away, that confirms the number wasnt real. Ask too high compared to what? getdialdynamics.com
People buy faster when the window is closing. Today and right now arent filler words, theyre doing work. getdialdynamics.com
Steph Curry sold a vacant industrial building in SFs Dogpatch for $11M. Someone repped that deal and negotiated that number. getdialdynamics.com
Instinct raised $1B at a $10B valuation, 14 employees, 200x in five months. No dealmakers named, but at a typical 2% fee thats a hypothetical $20M. Someone closed that room. getdialdynamics.com
“I need to check with my team” isn’t a no. Don’t say “take your time,” that’s a quiet exit. Ask “what’s the one thing you’d need to feel sure about?” getdialdynamics.com
He wrote the book selling still runs on, 90 years later. Dale Carnegie, How to Win Friends and Influence People (1936), still cited in sales training today. Comment a salesperson we should cover next.
Save this for your next call block.
Mary Kay Ash started with $5,000 in 1963. Today Mary Kay Inc. does more than $2B a year. She started with a storefront and belief, not certainty.
GE Aerospace just paid $11.75B for Consolidated Precision Products. Nobody's named as the dealmaker. A 1.5% fee would be $176M split across a deal team. That's the real math behind big deals.
Chris Voss led real FBI hostage negotiations. His book Never Split the Difference argues the best negotiators avoid ever asking for a "yes." getdialdynamics.com
The best objection response is the one you never have to give twice. Write it down the first time you improvise a good one. Most reps let their best lines evaporate after one call. Build a real library. It's the only thing that compounds in this job.
IBM opened a sales school in Endicott in 1920. Six weeks, intensive, before a rep ever touched a customer. By the 1980s IBM was spending over $1B a year training salespeople. Most reps today get a laptop, a CRM login, and a quota.
Stripe just paid $7B+ for OpenRouter, a company most people outside AI have never heard of. It didn't buy a model. It bought the toll booth in front of where AI-agent payments are headed next. getdialdynamics.com
Every tool in sales promises to replace the conversation. It can't. 8 in 10 executives still prefer meeting face to face (Forbes Insights). getdialdynamics.com
Closing isn't a pitch. It's a question. 3 that work because they're honest, not pushy: getdialdynamics.com
@shangenflow cold calling being on the worst list is really about how it's usually run, not the channel itself. most of that hate is bad targeting and no follow through, not the call
Plan your week's outreach on Sunday, not Monday morning. A list built in advance turns Monday into execution instead of a scramble to find who to talk to. getdialdynamics.com
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