Self-Sabotage and the Sales Process: Jim’s Story

As service professionals, one of the ways we help our clients create breakthroughs is to raise their awareness of the assumptions and beliefs that sabotage their results and limit their potential. Many times, sales people aren’t even aware of their own assumptions about selling, or about their client’s needs.

In my coaching work, this is one of the first things I address with my clients. What are you assuming to be true, without examining it in light of the current situation and/or client? Even the smartest, most brilliant sales professionals are amazed at the ways in which they actually undermine … Read More

Sales Mistakes: Confusing Marketing with Selling

A big mistake some professionals make is confusing marketing with selling. In my work with Partners in Performance and as an Intentional Selling™ coach, I have met many professionals who are not crystal clear on the distinction between marketing and sales.

They see marketing as a way to avoid the dreaded job of selling their services. This resistance to sales is illustrated below.

One of the former “Big 5” professional services firms responded to fierce competition by rolling out a sales coaching program for their associates and partners in North America. As one of the coaches involved, I quickly learned … Read More