How many of you know the exact percentage of sales you close?

Problems selling a banking solution and what needs to change.

When I hear sellers say, “He’s just the influencer, not the decision maker,” I get curious. What’s the difference?
If you consider the tech manager an influencer, but the solution won’t be purchased if s/he says ‘no’, this person is a decision maker.
If you don’t consider the gatekeeper at all, and s/he won’t let you in, [...]

Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess:

you believe that eye-to-eye contact will give you a better chance at a relationship, i.e. they will like you, and want to buy from you;
you’ll be able to understand better what is going [...]

I’m at a client site this week (Good Practice), teaching them how to become decision facilitators.  As part of their training, I sit with each of them as they learn to make the phone their friend, and practice Buying Facilitation™ on cold calls.
These sales folks are long-term professionals, responsible for millions of dollars of business annually. Yet they are discovering wholly [...]