Some deals stall because the client decides to do nothing. Buyers already have too much information.

Reps who simplify the choice give them a path to a decision.

See if SOCO’s program fits your team: www.socoselling.com/advanced-sel...

#ControllerSelling

Tell reps to “challenge the customer” and they tense up. Ask them to challenge the customer’s assumptions and it feels doable.

We worked on this with a media sales team recently in Toronto:
www.socoselling.com/advanced-sel...

#SalesTraining #ControllerSelling #SalesEnablement

Saying “no problem” feels like good service. But when a client wants to delay or go cheap, agreeing mostly keeps things comfortable for you.

Next time, pause and check whether you’re saying yes because it’s right for them, or because it’s easier for you.

#SalesTips #ControllerSelling