The economic climate has changed the buying process. Buyers are taking longer to make purchases, they want better prices, but due to rising costs, we need price increases. Buyers wish for extended terms, and there are now more people involved in the sales, and they are often C-level executives in the buyer’s company who are engaged in the buying process. Buyers are being approached from possible suppliers far outside of your region. More salespeople are missing quota than hitting them today. Having led sales and marketing teams for over 30 years, through good and bad times, some of your By Mark Allen Roberts Are Your Salespeople Selling in The “Domain of Losses?” …If so, It’s Costing You salespeople may be in a dangerous ( and costly) place… The Domain of Losses. Imagine the below scenario. You are in Las Vegas or another gambling location, and you (they) are winning. It feels like you can do no wrong; you are “lucky” tonight. Then something changes, and the next thing you know, you are losing. You know you should walk away and live to fight another day, but a strange little voice whispers to you; you will have to bet more to get back to where you were when you were winning. Most of us can resist this voice and walk away.
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