Ever heard of commission breath?
But now I can't stop thinking about it.
I was on Fred Copestake's new book launch for Hybrid Selling (grab a copy, it's fantastic) and heard James Muir explain commission breath.
He painted such a vivid picture of the sales person so hungry for a sale that it's all they think about.
They don't care about the relationship, just the revenue - and prospects can smell their desperation a mile away.
If you're client isn't returning your calls or answering your emails, maybe you need to check if you have commission breath?
Good news is that the condition is curable.
Be patient. You're in this to build influential relationships with longer lasting rewards. So don't blow it for a quick win.
Address the pain. Maximise the value you offer to solve your clients financial, strategic and personal pain.
Don't ask too often. Constantly chasing your client for answers and decisions can put them off. You're a sales person, not a stalker.
Effective decision making is vital for B2B relationships to function. It's how we get work done. But for many clients, making decisions is often difficult. There are a lot of reasons for their indecisiveness.
With patience and preparation, you can guide your clients through the decision-making process.
And make them feel good about their choices.