Headstrong
Stop giving deals away.
Most salespeople don’t lose deals to the competition. They lose deals to themselves.
They walk in thinking about their product, their pitch, their number. Everything except the person across the table.
No BASE jumper walks to the edge and jumps. They read the object first. The wind, the exit, the landing area, and what it costs them if they are wrong. Then they decide. The jumper who thinks about himself instead of the environment is the one who gets hurt.
Selling is the same. The focus must be on the customer and the problem they have, even if they are not aware of it yet. Only once that is clear can value be delivered. Skip that step and there is nothing to sell.
Salespeople often chase deals they know are not there. Fear takes over, they hide and they don’t follow up. Then the price comes up and the only answer left is a discount. They miss their numbers.
Identify the customer problem and the rest gets easy. Clarity. Focus. Execution. In that order.
This keynote lands hardest where
- the pipeline is full and the closing rate is not moving
- reps are busy chasing deals they secretly know are dead
- the product is good but the numbers do not show it
- discounting has become the only tool the team has left
Typical audiences
- Sales teams and sales leadership
- Sales kickoffs and performance-driven events
- Leadership teams and executive offsites
What participants take away
- Why salespeople lose deals to themselves and not to the competition
- How to find the problem the customer has not named yet
- Why the cost of the problem decides the price you can charge
- Why fear shows up when the customer problem is not known
- Why focus is only possible once the problem is clear
- Why execution stops being hard when the clarity is there
Format
45 minutes. Delivered in English or German.
Curious? Ready to start winning deals instead of giving them away?
Let’s talk.