The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sometimes sales professionals get it backward, and they fail to understand the need to worry more about your champion than your decision maker. Today Garrett Mehrguth talks to us about the importance of your champion in your sales deals, and why we shouldn't lose sight of his importance. Sometimes there's great value in changing the defaults we learn as salespeople. We tend to become so obsessed with the decision makers that we overlook the champions, who are arguably the most important person in the whole scenario. How decisions are made Salespeople sometimes focus so greatly on getting a close that we neglect the fundamental truths involved in selling. In fact, we alienate people and we become our own worst enemy. It isn't price; it's me. Most often, we are the reason that deals don't close. It's a direct result of who we speak to, who we don't speak to, the way we end a conversation, the way we treat people, how well we prepare. We must have transparency and honesty to admit that often we're the reason we