I think the most common trap that we fall into in B to B sales and I fall into it

myself sometimes and and if you don't plan ahead it's almost impossible not to

fall into it it's almost impossible not to fall into it.

It's doing what our prospect wants or suggests.

And sometimes they're right.

But a lot of times, they don't understand that they're moving too fast,

that they're overlooking some details, that they're running the deal rate into a wall,

and they're not prepared for the questions they're going to get

from the people internally that need to sign off from this and this is part of the

commodity trap part of the commodity trap, part of the service trap that I talk quite a bit about.

But it's a clear sign that the sales rep has lost direction momentum and control and this is what we talked

about yesterday on the office hours if you're in the closing the complex sale I

went into it in gory detail in ways of preventing

yourself and falling into that trap and looking for the signs of it. So make sure

you're checking it out. Make sure you're also checking out the first chapter which

has the schedule for office hours and the smartphone app. So you can listen to all the one-on-ones and office hours, all recorded anytime you want.

Let's get into this interview. I think you're going to enjoy this one. Here's somebody who came to the

US from Germany and worked his way up and started his own company so he sold for many

different perspectives but I think you'll take out of this is how a CEO and an entrepreneur sells differently.

They sell a lot better than most sales reps

because they, for lots of reasons,

let's get into the interview.

...