We’ve all seen the type. The kind that opens or approaches so hard that you can sense their nervous energy and desperation to make a sale. Usually, they get shot down. But when a prospect gives them the time of day, they get so excited about a potential deal that they make all sorts of concessions. Long term profitability suffers as a result.
Aggressive Early, Passive Late – probably the wrong way to optimize sales.
Someone with value to give to a potential customer opens straightforwardly but gently. Qualifying the prospect correctly …

How many times have you heard this? How many times have you yourself said it? I too have been guilty of it.
The problem with being able to sell only what you like or “believe in” is that you never have to improve your sales skills. You get to brush aside every failure to sell something simply by saying, “I didn’t really believe in that.” Or you get to take a pass on a great sales opportunity that requires you to learn a new industry, sell to higher level executives, manage …