In this episode Bryn and Steve start out by discussing whatis the new financial quarter or year for many sales organisations and the current economic uncertainty, which will no doubt create some challenges formany sellers. 

Steve shares some insights from Todd Caponi’s book ‘TheTransparency Sale’ and why sellers giving their own products or services the ‘5 star review’ might not be the best tactic.

Moving on to main theme they discuss the reasons why mostsales deals are lost – and it’s not necessarily due to price or the competition.

In particular the conversation focuses on customer’s reservations to change and provides practical tips on how sellers need to tip the scales in their favour.

Finally, Bryn gets on his soapbox about ‘End of Quarter’discounting.