One of the most common questions I get from Sales Managers and Sales People is what is the one thing that kills sales success.
This question is the trigger for multiple debates regarding what is the cause for most sales failures. And there are the usual suspects – poor selling skills, bad attitude, poor communication skills, too loud, too aggressive, too quiet, too passive, lack of closing skills, and other assorted answers usually based upon some form of logic.
Well, while the above answers all hurt a sales person’s success – they are not the main killer of sales success in business to business (B2B) sales. There is the “one” thing I have found keeping a sales person from moving into the consistently successful sales professional ranks.
The killer? Here is the answer…