today's sales frustrations are yesterday's mishandled conversations.

You must perform in every conversation.

It’s your most important skill.

Here’s why:

Prospect actions are driven by your conversations.

If the value and path forward are clear, the deal will progress.

So if you’re frustrated by inaction, the answer lies with you. Not them.

As you plan your next move, don’t blame them for what they’re not doing. They may be frustrated too.

Be real about the value you provided (or didn’t provide) during your conversations.

Their inaction is a sign that there’s more to learn, understand and reconcile - for both of you.

Dive back in with that mindset and your frustrations will fade.