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 red zone of the credibility curve – below. When prospects believe the risk of Read More

The first thing decision makers do when you try to sell to them is to assess the risk of doing business with you. The #1 reason decision makers don’t buy from you is: their perception of the risk of doing business with you is greater than their perception of your credibility. One of the biggest Read More