Losing a deal because the prospect got a better deal elsewhere is a small problem compared with losing the deal because they didn't want to do business with you.
Running a business
If you want to stay relevant, much less open, you should know your product or service in and out, and make sure you employees are well trained.
Nobody wants to hear how great you are and your product is, they want to know you understand their problem and if you can help solve it.
Elon Musk has hinted that Tesla may be considering a departure from the direct sales model, something industry insiders consider inevitable.
Are you creating incentives for specific behaviors, but motivating people to do something completely different?
Investing a lot of effort servicing unprofitable customers or selling unprofitable products can be disastrous.
Sales is always about solving a problem or satisfying a desire, but sometimes your customer just isn't in a hurry.
You put it out there, but then you have to be prepared to defend your brilliant idea.
There are concrete steps you can take as your progress your startup to the next level.
Salespeople that focus on consultative selling behaves more like a consultant, giving genuinely useful advice to customers, rather than a salesman en route to bigger commissions.
Growing a Business
Even if you're at home with your kids or on vacation, you should still be available for new opportunities.
Online and mobile sales were booming last year.
You know the approach you used as a kid to ask for a puppy? Well, this same tactic works in business, too.
Wage a war against defeatist thoughts. View a potential customer as a partner rather than an opponent.