by itadmin | Oct 27, 2025 | Sales DNA, Supportive Buy Cycle
“We Need Time to Think” The Death Sentence You Can Prevent Every salesperson has heard it, “We just need some time to think about it.” It sounds reasonable, even respectful. Most reps nod, thank the prospect, and promise to “follow up next week.” But more often than...
by itadmin | Oct 13, 2025 | Selling Value, Supportive Beliefs
Sell Value, Not Discounts If your belief in price is the only thing that matters, your buyers will believe it too. It’s one of the most dangerous, and most common, beliefs in sales: “I need to have the best price.” That mindset traps salespeople in discount cycles,...
by itadmin | Oct 13, 2025 | Supportive Beliefs, Supportive Buy Cycle
Why Over-Educating Kills Sales You’ve heard it in nearly every sales meeting: “I just need to educate my prospects.” It sounds noble, but it’s often a trap. When salespeople believe their role is to educate, they unintentionally train prospects to shop elsewhere. They...
by itadmin | Oct 13, 2025 | Consultative Selling, Supportive Buy Cycle
From Nice-to-Have to Must-Have. Sellers Create Urgency Most salespeople mistake interest for progress. A buyer nods, says, “This looks great, let me share it with the team,” and the deal quietly disappears. It’s not because your product wasn’t right. It’s because the...
by itadmin | Oct 13, 2025 | Closing, Reaching Decision Makers, Sales DNA, Supportive Beliefs
The Courage to Reach Decision Makers Most salespeople believe that pushing to reach a decision maker risks being too aggressive. They fear upsetting their contact or losing the relationship. But here’s the truth: the difference between average and elite salespeople...
by itadmin | Sep 30, 2025 | Pipeline Management, Sales Process, Team Focused
Designing a Sales Compensation Plan That Drives Performance Sales leaders face a familiar dilemma: the numbers are missed, the pipeline looks thin, and the team blames the market. But dig a little deeper, and a quieter truth often emerges — the compensation plan isn’t...
