Addressing Sales Roadblocks

As I shared previously, Karl Gerstenberger remains a dear friend and mentor for me and to so many in his lifetime. Here is one more of his life thoughts and learnings.

:

🚧 If you see a roadblock that must be removed for your program to succeed, the time to challenge it is before the sale—not afterward. Afterward, it may appear as though you purposely avoided it to secure the sale. 🚧

🔍 If you can't remove the problem first, it will take too long and require too many resources—more than it's worth considering other opportunities.

So very true as I reflect on so many career sales. Just last week I had two different client situations, both encountered prospects showing lack of alignment on program requirements for success. These show us the difficulties of walking away from a problematic prospect client after investing so much into a sales process with the hopes it will become better, neither did. Better to cut your losses early and invest your time and resources with prospects fully aligned with the necessary qualifications to be successful. 

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