We ended up in Chicago this weekend to care for a daughter with a strained ankle. Ouch! So during the unexpected 'down time' I'm trying to do some 'sales development' by reading thoughtful sales articles. (You might find my collection of same here and here useful.
I spent some time this morning trying to understand the 'demotivators' that impact sales. Have you ever studied demotivators in a sales class? Looking at the sales encounters we've had over the years it's like a blinding flash of the obvious. The 'Features & Benefits' weren't enough to overcome the demotivators. I've been wasting all my time attacking one (price) and leaving all the rest unresolved.