99% of your pitches DON'T close for this reason with Chris Payne (Episode 259)
💥 Have you ever sent a proposal to a client, they told you they'd review it… and then it completely disappeared?
I'll tell you exactly why that happens (and how to avoid it once and for all).
In this episode of the Sell Differently Podcast, I talk about one of the most common—and costly—mistakes I see in B2B sales: having a pipeline full of opportunities that were never actually qualified.
Many salespeople believe that if the prospect meets their ICP and accepts a meeting, they're already on to something serious… but that doesn't guarantee a proposal, a close, or anything.
👉 I'll explain how to qualify well using two frameworks I apply all the time in my coaching sessions:
• BANT: Budget, Authority, Need, and Time.
• MEDDIC: A much more comprehensive approach that's especially useful for large sales.
I also tell you:
• Why sending proposals without understanding the real budget is a waste of time.
• How to detect if the person you're speaking to is really making a decision or just showing up.
• What signs to look for to know if there's an urgent need or just curiosity.
• And how to identify your champion within the client so they can move the sale forward from within.
If you want to stop chasing ghosts, improve your win rate, and focus only on the opportunities you can close, this episode will be extremely helpful.
See you inside.
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🔴 Increase your closing rate by 30% in 3 months with my "360 Disruptive Selling" Methodology. Learn more here 👉 https://masventasb2b.com/360
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