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Photo by DStelzl

Everyone works to move the sale up the ladder – here are 10 things that will take you right back down (in no particular order):

1. Kicking off with your PPT slide show

2. Beginning the meeting with obvious open-ended sales questions

3. Allowing their IT person to become the focal point of the meeting

4. Pushing to close the deal this month – quota being your primary motive

5. Focusing on product features

6. High-Tech jargon

7. Asking, “What keeps you up at night?”

8. Not having researched their company prior to the call.  “So, what does your company do?”…duh.

9. Lack of confidence in front of executives

10. Poor presentation skills

© 2010, David Stelzl

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Getting stuck at the influencer level is common – that is where most sales are made. So how do you attract the attention of the decision maker?  We’re in the midst of working through several very important concepts in my weekly podcast.  In fact, there’s a new post today dealing exactly with this issue.  Check it out at http://dstelzl.podbean.com/2009/07/17/value-propositions-part-ii-it-and-the-decision-making-process/