1. Starting the sales process by attempting to get an appointment.
I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That’s right. The typical sales model of focusing on solution placement.
Buyers only buy when their entire Buying Decision Team is on board and […]

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, […]

When the gatekeeper doesn’t let you through, who is the decision maker? When your Identified Client gets flack from a colleague for wanting to use you as their vendor, who is the decision maker? When the old vendor shows up with a solution similar to yours, who is the decision maker?

Do you know what your prospect needs to buy? Really?
Do you believe that because you can see their problem, and your solution fits, and they seem to be a prospect, that you know the best solution?
I have a story to share.
Years ago I was training a telemarketing group in a call center making calls on behalf of […]