My Biggest Sales Mistake: Are You Negotiating With Yourself?

Ep. 1014. Are you negotiating with your customer... or negotiating with yourself? In this episode I'm talking about Wallet Share—one of the biggest psychological mistakes we salespeople make. Too often, we assume a customer won't buy because we wouldn't. We project our own financial comfort level onto the customer, mistake silence for rejection, and start offering discounts or concessions before the customer has even objected. That's not negotiating with the customer. That's negotiating with ...