Selling’s Curse: Unpredictability

Salespeople fail when we don’t help them manage the unpredictability of true selling.

We see this unpredictability in the five contexts of true selling:

1. New customer

2. New division/department of existing customer

3. Upselling/cross-selling the customer who cherry-picks our offering

4. Increasing our share of business, when split with a competitor

5. Raising or defending price

In these contexts, salespeople encounter three major objections that cause unpredictability:


1. I’m good.

2. Your price is too high.

3. Radio silence (ignoring us)

These five contexts and three objections generate unpredictability.


To read the rest of the article on, please visit this link.