Sales Harsh Truths They Don’t Teach You

Drop one sales truth you've learned the hard way -- the kind that only experience teaches. No fluff, just reality.

I'll go first: Your best prospect today will ghost you tomorrow. No matter how excited they seemed, people disappear without a trace.

Your turn. What’s a sales truth that only experience could have taught you?

Edit: Wow, thanks for all the insights. Here are 5 key sales truths from the discussion for anyone looking to level up their sales game:

1. Prospects are not closed deals until the money is in the bank. Never celebrate a "win" until the payment is received. Unexpected circumstances can arise, and agreements can fall through. Always stay on your toes.
2. Price objections often mask deeper concerns. Price is rarely the sole reason for a deal falling through. Often, it's a proxy for concerns about value, risk, or trust. Address the underlying issues to overcome these objections.
3. Consistent follow-up is non-negotiable. Sales cycles often require multiple touchpoints. Staying top-of-mind and demonstrating persistence shows genuine interest and builds rapport.
4. People buy solutions that improve their bottom line. Focus on how your product or service helps customers save time, money, or increase revenue. Demonstrate the tangible value proposition.
5. Active listening is the foundation of successful sales. Ask the right questions and really listen. Understanding their pain points means you can tailor the right solution, making closing the deal that much easier.