As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling.


“The biggest mistakes that I see people make those come down to creating a false sense of urgency.”

“Accept the fact that sometimes our urgency is not aligned with their urgency and if it’s not, then rather than jeopardize the relationship and try and push for a deal when it’s not right, just be willing to push things off a little bit.”

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: