Sales Blog for Sales and Sales Management

Improvement normally comes in incremental steps that occasionally, when critical mass is achieved, leverage into a quantum leap forward. This might be called the ‘sales tipping point'.

But what happens inversely? What happens when you find yourself in a spot that you'd rather not be: Poor health, lack of professional growth, strained relationships, didn't get the sale etc. Keep in mind that you probably didn't get there overnight. There wasn't one defining moment or decision that brought you to that space in time when you stop and ask, "How did I get here"?

You arrive at these moments one step, one decision, one failed question at a time. When in selling, you get to the point when you hear ‘no'. It isn't just because you had a poor solution; it wasn't just the presentation; it wasn't just the pricing; and it certainly wasn't that the incumbent had a better relationship, because that is always the case. Not getting the sale is a result of incremental decisions made and not made. It is a result of questions asked and un-asked. It is a series of opportunities not taken and challenges not made that lead to a point where the opportunity ends abruptly without a sale being made. In sales, as in life, it is a series of decisions made that lead you to your ultimate income, and those decisions either lift you up or bring you down. Ultimately, you decide.