Sales qualification rant!

As a seller, I believe in 100% ownership. Over the last 20+ years I have lost many deals and-when all the emotion was taken out of it-the cold, hard fact was that I missed something in terms of qualification. Qualification is a 2-way street though, you need information from the customer and you need to be upfront with them. The law of reciprocity is always in play!
Chapters:
0:00 Root cause of losses
0:11 Blaming negotiation skills
0:19 The deal has slipped
0:29 People selling not problem solving
0:42 Poor early sales stage engagement
#sales #salestips #mindset #salesmindset #negotiations #salesquestions #qualification