The number one mistake sales people make is… they make it too hard to become a customer. Think of all the sales opportunities that started out strong only to have the prospect decide to stay with their current supplier. The [...]

The number two mistake sales people make is that, even when they get in front of highly motivated decision makers at EXACTLY the right time, they lose the sale because they fail to understand the decision maker placed them in [...]

The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from [...]

The number four mistake sales people make is believing that sales are won based upon on logic – like return on investment (ROI) calculations – not emotion. The first seller a decision maker contacts, after they experience a Trigger Event [...]

The #5 mistake I see sales people and entrepreneurs make is either not analyzing their sales or doing a ‘Lost Sales Analysis’ INSTEAD OF conducting a ‘Won Sales Analysis’. Here is something I find interesting. If you use Google to [...]

The #6 mistake I see sales people and entrepreneurs make is selling to those who have a pain, or what I call a circumstance, INSTEAD OF focusing on those who recently experienced a Trigger Event, which makes solving that pain [...]