If you can't see it, you can't sell it.
See it to sell it
When salespeople I'm coaching tell me about the opportunities they're working on, I'll often ask them: "Can you walk me through what needs to happen… from where you are now to a successful outcome?"
I'm often surprised by the responses. Most concern "near-term" events. In other words, what's the very next thing that needs to happen?
They tell me and I ask: "And if that happened –...