Objection: A Problem to Solve or an Opportunity to Understand? In Finance sales, objections are often treated as technical problems to solve. "I don't have the budget." "We already work with another provider for this strategy." "This isn't the right time." "Send me more information." When we hear the word "problem", our instinct is to solve it. How does a salesperson's psychology influence the way objections are handled? Let's be honest. If objections were merely technical pr

Why Sales Efforts Fail During my career in Business Development, I’ve seen many salespeople falling systematically short of their asset raising targets. The top three causes I identified are Not enough leads Lack of perseverance Poor conversion rates Can something be done about it? Absolutely! The good news? Once you know why your sales efforts fail, you can start influencing the how . Clarity gives you power . This insight focuses on the first key issue: not having enou

Michael Jordan focusing on his pre-shot routine Selling is a Sport Selling is like sport. Getting good at it requires sweat. Sweat comes from practice, but not just any practice. Good practice requires a focus on what matters which is found through deliberate practice . The champion’s mindset is simple: “ focus on the process and the outcome will follow. ” At the beginning of my career in Business Development, I often felt lost. I had too many prospect lists, some in my CRM,

Louise Banks, a linguist is enlisted by the US Army to discover how to communicate with extraterrestrials. Arrival, 2016 Why Sales Efforts Fail In my previous insights, I shared two main reasons why sales effort fails: lack of leads, lack of discipline. Now, you’re getting the leads. You’re doing the meetings. You’re presenting your product’s strengths and features and the advantages of working with you… but somehow, only a few people are buying. Frustration buil