Sales performance ... they make it sound so easy.

Sales performance ... they make it sound so easy.

But it's not ... for example, take some of the bog-standard sales advice you'll hear for expertise-based services:

-- Relationship first.
-- Lead with insight.
-- Leverage emotions.
-- Position as a peer.

It's in all the
books. And it's good stuff. But what happens when you've done all of those things and ...

-- Proposals disappear into a black hole.
-- Previously receptive clients start ghosting you.
-- Sure fire deals stall and suddenly go cold.
-- A dreaded 'we need to delay' email arrives.

And you don't know why, or what to do.

Well, the why. It's probably because you've left a vital part of the sales process to chance. Your client needs you to help them make the decision.

And someone who knows their way around sales would tell you this ... don't leave your client's decision-making to fate.

All that work on relationships, insight, emotional leverage, and positioning expertise ... useful ... but it's not going to move things forward when your deal is stuck.

And then what to do.

My recommendation is to learn how to become a professional mind-maker-upper. That means leading your clients in a collaborative, and calmly assertive way ... toward a decision.

That's what the best business developers do and you can too.