Here's a behavior I see all the time: a prospect asks for a proposal, and the rep races to send it the same day. Usually that's the worst move you can make.

Too many - especially the more they know their product or service - fall into this trap. Don't fall in love with your features. Don't be a know-it-all.

Closing is the least important sales skill. When you showcase value and ROI, the deals close themselves.

Imagine closing a deal without a price discussion. Discover the power of value-focused sales conversations and take your sales game to the next level!

Last year, at a CEO forum where I was speaking, I was asked if CEOs need to be involved in pricing. Here's what I said:

An objection comes after a substantive discussion. It's a legitimate question you have to answer. This objection may arise midway through the sales process...