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 | 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...
