Mind the Gap: Waiting, Deciding, and Doing

I’ve conducted hundreds (or more) interviews in my line of work of sales keynotes, workshops and consulting. At least 80 percent of the sales people I interview struggle with developing new business and filling their pipeline with new opportunities.
They struggle not so much with building a new
relationship. The struggle is with initiating
a new relationship. They struggle not so much with extending
existing trust. The struggle is in building
initial trust and overcoming initial trust barriers.  They struggle not so much with working on an
identified opportunity or pursuit. The struggle is with bringing to light new problems and creating new opportunities that
didn’t exist before. They struggle not so much with closing when a
client initiates that next step. The struggle is in initiating the ask or beginning the negotiating process.
It might seem like I’m splitting hairs, but there are some big differences. Because initiating, building, bringing anything new to light comes with fear,