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 | 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...
