Speaking & workshops
Help your people sell without becoming someone else.
Keynotes and hands-on workshops built on the N.I.C.E. Sales Method, for rooms full of good people who hate to sell.
Your members, attorneys, reps, or founders are great at what they do. Most of them just freeze up when it's time to talk about it. That's the part I help with.
Tell me about your event
I read every one of these myself.
Why this lands
Most sales training assumes your people want to sell harder.
Honestly? Most of the people in your room don't. They're experts, advisors, makers, and helpers. They got into their work to serve people, not to close them.
So when the training says "overcome objections" and "create urgency," they nod politely, go back to the office, and avoid the next conversation anyway.
N.I.C.E. starts somewhere different. Instead of teaching people to push, it teaches them to ask better questions, so the buyer reaches their own conclusion. It fits the people you actually have.
Selling is something you do with someone, not to someone.
Ways we can work together
Pick the format that fits your room.
Keynote
Keynotes & talks
A warm, funny, practical look at why good people avoid selling, and how changing the conversation changes everything. Great for conferences, kickoffs, and member meetings.
Workshop
Interactive workshops
Hands-on sessions where people learn the four N.I.C.E. stages and start writing questions for their own buyers. They leave with something they can use on Monday.
Program
Multi-session programs
A small-group series for teams or cohorts who want to practice real conversations, get feedback, and build the habit over a few weeks.
Who I work with
Rooms full of people who never signed up to be salespeople.
Chambers, accelerators & universities
Small business owners and new founders who finally started something and now need customers. This is where the book was born.
Law firms & professional offices
Attorneys, advisors, and other professionals who are brilliant at the work and uneasy about business development. N.I.C.E. gives them a way in that doesn't feel like selling.
Direct sales organizations
Reps who joined because they love the product, not because they love selling. Helping them sell in a way that fits who they are can keep good people around longer.
What your people leave with
Something they'll actually use on Monday.
- An honest look at why capable people avoid sales conversations
- The four N.I.C.E. stages: Notice, Illuminate, Cement, and Exhale
- Their own Notice questions, written for their own buyers
- A way to follow up without feeling pushy
- Permission to sell like themselves
A book for every seat
Want the ideas to stick after the event? Ask me about including a copy of How to Sell When You Hate to Sell for your attendees. I'm happy to work out a package that fits your budget.
See the BookYour speaker
Salesperson. Professor. Reluctant seller.
I'm Dr. Shane Smith. I started my career in sales without ever wanting to be a salesperson, then spent more than a decade teaching selling to university and MBA students.
My PhD is in business, specializing in marketing and consumer behavior, so I'm always thinking about what's going on inside the buyer's head. The N.I.C.E. Sales Method grew out of all of it.
I teach it the way I live it: warm, practical, and with a few laughs along the way.
More About Shane
Let's talk
Let's bring N.I.C.E. to your people.
Tell me a little about your group and what you're hoping for. No pressure and no pitch. (I'd be a pretty lousy example if there were.)
Not sure yet if it's a fit? That's a perfectly good reason to reach out, too.
