Of all the concepts that we teach in our sales development firm, this has had the highest impact on people’s results and confidence.

We start sales training classes with a very simple question: “What is the intent of a salesperson?” Almost everyone misses it. They say:

• “It’s to sell.”
• “It’s to get the deal.”
• “It’s to be credible.”
• “It’s to make money.”
• “It’s to make quota.”

Our next response leaves them gasping for air…

Your intent is no longer to go out and get deals. Your intent should be to help the prospect identify, reveal and fix his/her problem, even if he/she decides not to use you to get it fixed. Read more