Keith M. Eades

“Most organizations equate salespeople’s results with the skill of closing. The theory goes, if salespeople aren’t making their numbers; they must have a problem with closing. I’ve spent the majority of my professional life working with individuals and companies to improve their sales performance, and I can say without any hesitation that closing, the so-called skill of asking for the order, is not the big problem. Often my clients discover that the real problem with closing is not adequately defining or diagnosing the prospect’s problems in the first place.”
― Keith M. Eades, The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell

“Having enough other opportunities to work on is the best position a salesperson and his or her company can be in. A full pipeline gives salespeople the strongest position from which to negotiate—the ability to say no.”
― Keith M. Eades, The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell