Advice for Winning Long-Term Sales The Paradox of Selling: How to Sell Without Making Buyers Feel Sold Just Stop Selling, Okay? Why You Need Patience and Persistence to Turn Prospects into Clients

Short-termism is a leading cause of bad sales health. It's made worse because it's insidious: you don't always know, or notice, when you're suffering from it. This article identifies some symptoms of short-termism, and tells you what you can do about it.

Bob's Story

Suppose you're Bob. Imagine hearing in the course of a week:

"Bob, how's the ABC follow-on job coming? It's been on the lead list for six weeks now. How come no movement?"

"Bob, are we going to see some numbers from ABC this quarter? Hate to see it push into the next."

"Hey Bob, you gotta ask for the sale, you know?"

"Hey Bob, I'm thinking now that I sold that big XYZ job, I just might get promoted this cycle, instead of Q1 next year.

"Hey Bob, how come ABC hasn't got back to you yet from that meeting? Do you think they're pushing back on price, like I said?"

"Hey Bob there's an RFP from QED Co. I know it's a long shot, but your ABC job isn't looking too good, maybe you should bid it."

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