One of the main things killing salespeople?

Thinking the buyer holds most of the power.

It leads to:

- running around and pandering like a skivvy

- doing whatever is asked of you without asking for anything in return

- never pushing back or challenging

- not asking tough questions to truly understand a prospect's challenges

- selling your product and not the problem

- chasing prospects within an inch of their lives & in the process losing all dignity

- sycophantic behaviour during meetings

- keeling over in negotiations

- living on hopium

So what's the answer?

Develop a partnership mentality.

Know that you have power in equal measure - if you approach prospects in the right way with a valuable offering.

And do the opposite of the points outlined above.