Pulse
The New Science of Selling Without Speaking - Decoding customer needs before they say a word
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The Day Jeff Didn't Pitch Jeff Bess had spent years perfecting his sales pitch. His slides were polished, his voice modulated, and his tie perfectly knotted. But on one quiet Tuesday morning in Singapore, he walked into a meeting with a potential million-dollar client - and did something radical. He said nothing. Not for five minutes. Not for ten. He listened. He noticed. The way the client rubbed his temple when asked about last quarter. The tension in the assistant's tone when she brought in coffee. The pause between the words "We're fine." By the end of the meeting, Jeff didn't pitch a prod...
The Day Jeff Didn't Pitch Jeff Bess had spent years perfecting his sales pitch. His slides were polished, his voice modulated, and his tie perfectly knotted. But on one quiet Tuesday morning in Singapore, he walked into a meeting with a potential million-dollar client - and did something radical. He said nothing. Not for five minutes. Not for ten. He listened. He noticed. The way the client rubbed his temple when asked about last quarter. The tension in the assistant's tone when she brought in coffee. The pause between the words "We're fine." By the end of the meeting, Jeff didn't pitch a product. He proposed a problem they hadn't admitted yet - and offered a solution no one had asked for. Three weeks later, he had the deal. But more than that - he had cracked the code. This was the day Pulse was born. This book is the story of Jeff's journey - and yours - into a new world of understanding. Where you don't sell by speaking louder. You sell by sensing deeper. By learning the art of emotional radar, social signal decoding, and above all - quiet empathy. It's time to stop selling. And start sensing.
