The director of Consultores Neurosales, Carlos Rosales, keeps his compass steady and once again leads us to see things differently in order to act better. He provides arguments and opinions so that we can review our approach, and even our course of action, in business and sales. Thus, we continue “the sales hero’s journey,” which we began publishing and discussing at the beginning of this year.

“In no story does the hero advance alone. There comes a moment or point where they need someone who sees what they don’t yet see.” In B2B sales, that moment arrives when the salesperson accepts that simply trying harder isn’t enough. They need to do things differently.

The mentor isn’t always a person. It can be a book that makes you uncomfortable, articles that encourage reflection and daring, a thought-provoking conversation, or a trainer who challenges deeply ingrained assumptions. Sometimes it’s a colleague with better results. Or even a client who, without intending to, explains their decision-making process and exposes shortcomings that previously went unnoticed.

“What’s important isn’t who the mentor is, but what they provoke. Their role isn’t to motivate or encourage, but to disrupt. The mentor names problems the salesperson sensed but couldn’t articulate. They identify patterns, introduce new questions, and offer a framework for understanding why some opportunities progress while others stagnate for no apparent reason.”

In sales, this encounter usually involves a shift in focus. Moving from the product to the client’s business. From arguing benefits to understanding risks. From closing quickly to helping make better decisions. The mentor doesn’t promise immediate results or magic solutions, but rather something more valuable: clarity.

Attending a training session, reading an article, or listening to a talk doesn’t produce real change on its own

“This point is uncomfortable because it forces you to acknowledge limitations. Listening to a mentor means accepting that some things have been done wrong or, at least, that they no longer work as they used to. For many experienced salespeople, that acknowledgment is harder to come by than learning a new technique or incorporating a new tool.”

Herein lies a common mistake: confusing inspiration with transformation. Attending a training session, reading an article, or listening to a talk doesn’t produce real change on its own. The mentor opens the door, but doesn’t walk through it for you. Their value lies in offering a different map, not in walking the path.

“When the salesperson accepts the guidance, something begins to change. They observe their processes with new eyes. They question their presentations, their questions, and even the way they measure the progress of an opportunity. There aren’t visible results yet, but there is a new feeling: now they understand why they were stuck.”

Meeting with a mentor doesn’t solve the journey. It makes it possible. From this point on, the salesperson can no longer pretend they don’t know. And that knowledge brings a clear responsibility: deciding whether to put it into practice or consciously return to the ordinary world.

Author Bio, Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.

He has been recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

Currently, he is the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

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La entrada Neurosales analyzes “The Encounter with the Mentor”: the moment when someone suggests another way to sell apareció primero en Bitfinance.

The director and founder of Consultores Neurosales continues his series, providing an organized and useful account of the “sales hero’s journey,” which consists of twelve stages that we have been sharing and publishing monthly. Carlos Rosales is a seasoned coach and mentor focused on modern and productive sales management.

“After the initial call to action, an immediate response is rare. In B2B sales, rejection is the norm. Not a flat-out ‘no,’ but a series of reasonable arguments justifying continued progress, doing the same thing to sell.”

“The market is strange.” “This sector has always been like this.” “My clients don’t need that much analysis.” The salesperson recognizes that something isn’t right, but decides not to make any significant changes. Change involves risk, time, and the possibility of making mistakes. Staying the course is more comfortable and predictable.

“At this stage, the salesperson usually doubles down on their efforts within the same approach. More calls, more emails, more meetings. They adjust their pitch, polish the presentation, and refine the proposal, but without questioning the underlying logic. They don’t ask themselves if they’re solving the right problem, but rather how to better explain what they’re already selling.”

The rejection of the initial call also manifests as skepticism. New methodologies, consultative approaches, or more strategic sales models are perceived as passing fads. “That works in other markets,” “here the client only wants price,” “there’s no time for so much analysis.” Change isn’t completely ruled out, but it’s postponed time and again.

A constant feeling of chasing decisions beyond one’s control

“In B2B, this resistance is often fueled by past experience. The salesperson has been successful before, and that reinforces the idea that they don’t need to transform. The problem is that experience, when not updated, becomes a filter that prevents them from seeing what’s new. Product knowledge is confused with a true understanding of the client.”

This point is especially delicate because it doesn’t seem like a mistake. In fact, many times the results are still there. The cost appears elsewhere: longer sales cycles, greater emotional strain, and a constant feeling of chasing decisions beyond one’s control.

“Rejecting a call isn’t a moral or professional failing. It’s a human reaction. Changing the way you sell involves questioning your own identity and re-evaluating your role: moving beyond simply seeing yourself as a solutions provider and becoming someone who helps people make complex decisions.”

Every story needs this moment. Because only when rejection becomes unbearable does the salesperson begin to seek help, ask new questions, and explore other paths. The journey doesn’t progress until accepting change is less uncomfortable than avoiding it.

Bio of the author of these concepts, Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

(Main reference image source: David Hahn on Unsplash)

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La entrada The rejection of the call: The moment when change seems unnecessary for sales, even if it is required apareció primero en Bitfinance.

Carlos Rosales, director and founder of Consultores Neurosales, continues his organized and useful account of the twelve steps or stages that comprise “the sales hero’s journey.” These are key issues for modern and productive sales management.

“The call to adventure doesn’t arrive with fanfare or grand announcements. In B2B sales, it often appears as a persistent annoyance, difficult to ignore, but easy to postpone. A quarter that no longer closes as it used to. A client who asks for something different and doesn’t respond to the usual pitch. A well-executed presentation that, despite everything, doesn’t generate progress or real commitment.”

-It’s not a collapse. It’s a sign

“At this stage, the salesperson begins to notice that their sales approach no longer has the desired impact. Meetings drag on longer than necessary, decision-makers multiply within the account, and opportunities cool off for no apparent reason. What was once sufficient now falls short. And although some results are still achieved, the effort required is clearly greater.”

-The call to adventure, or the call, doesn’t demand an immediate response, but it does demand attention. It’s that uncomfortable moment when a question arises that breaks the inertia: “What if the problem isn’t the client?” For many professionals, this question is deliberately ignored. They fill out the calendar, insist a little more on the same old thing, and hope that the market will return to a supposed normality that no longer exists.

“The call usually takes very specific forms. A competitor enters the market better positioned without having an objectively superior product. A client values ​​the diagnosis more than the final proposal. A buying process demands strategic clarity and business understanding, not just quick quotes and immediate answers. Everything points in the same direction: the salesperson’s role is changing, even if it’s not always obvious.”

The question isn’t if the call will come, but what you’ll do when you can no longer ignore it

-At this point, there’s still no action. Only awareness. The salesperson perceives that continuing as before is an option, but begins to sense that it’s not the best. They start hearing new terms, different methodologies, or approaches they previously dismissed without much analysis. Not because they’re fully convinced, but because the previous approach no longer provides sufficient answers.

“This moment is key because it defines the tone of the subsequent journey. Those who recognize the call in time gain room to maneuver. They can experiment, adjust their approach, and learn without excessive pressure. Those who ignore it usually react later, when the urgency is greater, results have already suffered, and available options are fewer.”

-The call to adventure doesn’t force you to change everything immediately. It doesn’t demand a radical break with the past. It simply presents a simple and difficult-to-ignore truth: selling today requires something different from what got you here. Ignoring it doesn’t prevent change. It only postpones it.

“And, as in any good story, the question isn’t whether the call will come, but what you’ll do when you can no longer ignore it.”

Author’s bio

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.

He has been recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

(Main reference image source: Orbtal Media on Unsplash)

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La entrada There’s a call to adventure when the familiar tactics in sales no longer works apareció primero en Bitfinance.

In a previous article, I discussed the sales hero’s journey as a different way of looking at the sales profession. Starting with this installment, I’ll delve into each of its twelve stages to bring the concept to life in the daily reality of the B2B salesperson. Let’s begin with the first one; Carlos Rosales, postgraduate university professor and director of Consultores Neurosales, shares and explains it.

We value and recommend their useful content – available upon request – published across the various media outlets of the EL SUMARIO Digital Communication Group to our readers and users.

“Every story begins somewhere familiar. In B2B sales, that place is often a routine that works, but barely. Inherited processes, repeated speeches, and a full schedule don’t always translate into clear results. There’s no obvious crisis, but neither is there real growth. Activity is constant, movement is continuous, but progress is limited.”

The salesperson, in their ordinary world, does what they’ve always done. They pursue opportunities similar to those of previous years, use the same presentations, and trust that accumulated experience will be enough to sustain performance. The problem isn’t a lack of work or commitment, but a lack of review. They sell “as always” rather than as the client demands today.

“The salesperson sells ‘as always’ rather than as the client demands today.” “From the outside, everything seems reasonable. The pipeline is moving forward, some opportunities are closing, and the quarter is getting through without a hitch. However, something just doesn’t add up. Clients are requesting more internal meetings before making decisions, comparing suppliers more objectively, and shifting decision-making to departments like purchasing, legal, or finance. The salesperson feels they are investing more time and energy to achieve the same result as before, or even a lesser one.”

A problem of focus: not of market, price, or customer

-This is the ordinary world: comfortable, predictable, and, in a way, deceptive. It doesn’t hurt enough to force an immediate change, but it does hurt enough to wear you down gradually. Many professionals remain here for years, convinced that the problem is the market, the price, or the customer, and they rarely review their own approach.

“In B2B, this stage typically shows three clear signs. The first is a product-centric sales approach: features and functionalities are explained, but not the real impact on the client’s business. The second is a reactive dynamic: responding to emails and orders without providing a clear address. The third is a false sense of control: believing that knowing the sector equates to understanding today’s buyer.”

“The ordinary world isn’t negative. It’s necessary. It’s the starting point. But it’s also the place you need to be able to identify. As long as the salesperson doesn’t accept that their usual way of selling is no longer sufficient, there will be no journey or transformation.

“It’s not about judging where you are, but about deciding how much longer you want to stay there before taking the first step toward a more conscious sales approach, one that’s aligned with today’s buyer.”

Brief biographical sketch of the author, Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. Trainer of sales professionals throughout Latin America. High-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

Main reference image source: Jakub Zerdzicki on Unsplash           

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La entrada The ordinary world: when selling becomes automatic apareció primero en Bitfinance.

Carlos Rosales, a business expert with a focus on sales management, clarifies when this process begins and shares some valuable advice with our readers and users, specifically in the pursuit of more and better sales.

—”For a long time, I believed that success in sales depended on how well I wrote a message or how politely I introduced myself. I thought that if the first contact was impeccable, the response would come on its own. I was wrong.”

“Over time — and more than one ignored conversation — I learned that the difference isn’t in how you approach them, but in what you do beforehand. The real key is research.”

Let’s look at this suggested step-by-step guide that works

-When you understand who you’re talking to, you can connect from what truly matters to the other person. You no longer sound generic or forced. You’re relevant, and that makes all the difference.

“And you don’t need to spend hours researching. A well-spent 20 minutes is all it takes to achieve a more authentic connection from the start. How? Here, I share the step-by-step process I follow before writing to any prospect.”

1. Start with Google

Search for the company’s name. Have they been in the news? Did they launch a product? Are they growing or hiring? This information not only gives you context: it can be the perfect hook to start a purposeful conversation.

2. Review their LinkedIn profile, but with intention

It’s not just about seeing what company they work for. Read their “About” section, review what they post or comment on. There you can detect what topics they’re interested in, what achievements they highlight, or how they view their industry. This gives you valuable clues to speak to them in a more human way.

3. Look at their role, not just their title or job title.

The same position can involve different responsibilities depending on the company. Pay attention to how they describe their job. Do they lead a team? Do they manage key accounts? Do they develop commercial strategy? Knowing this allows you to better tailor your proposal to their real challenges.

4. Explore their website.

Visit their blog, press section, or “About Us” page. You’ll find phrases or values that you can then incorporate into your message. Even their tone of writing can tell you how to communicate with them.

5. Look for commonalities.

Did they study at the same place? Do they have contacts in common? Did they attend the same event? Sometimes, a shared detail—no matter how small—turns a cold message into a genuine conversation.

6. Make it stand out, without saying it.

There’s no need to write “I was researching you.” A well-phrased sentence is enough: “I saw you launched your new line of services in Latin America. How has the response been or is it going?” That demonstrates real interest and opens the door to a more natural exchange.

—When you apply this, you stop being “just another salesperson.” You become someone who took the time to understand before offering.

“And that, in B2B sales, shows. It’s a habit that generates better responses, stronger relationships, and, above all, more human conversations.”

Author Bio, Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. He is a high-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

(Main reference image source: Daoud Abismail on Unsplash)

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La entrada Carlos Rosales: Selling does not start with the first contact, it starts when you research apareció primero en Bitfinance.

Following suggestions and requests regarding content in the “Expert Opinion” section or category in Doble Llave, and always committed to providing accurate, interesting, and up-to-date information on valuable topics, we began publishing articles in the Grupo El Sumario media, specifically requested by specialist Carlos Rosales. He has a recognized expertise and international reputation in this field. We are extremely grateful for his collaboration and participation.

“One of the most decisive skills in B2B sales isn’t knowing how to speak, but knowing how to ask. Well-posed questions don’t just extract information: they open doors. They allow you to uncover real needs, identify hidden problems, and connect with the motivations that drive the purchase decision. In an environment where products look similar and competition is fierce, the way you ask can be your most strategic advantage.”

-It’s not about conducting an interrogation. The art lies in combining different types of questions depending on the moment and the type of customer. Below, I share five essential types of questions that you must master to sell intelligently and professionally.

1. Open-ended questions

They invite reflection and give the customer space to express themselves:

What would you like to improve in your current situation?

These questions are key to starting conversations and building trust.

2. Closed-ended questions

They seek specificity. They are answered with a “yes,” a “no,” or an option:

Are you satisfied with your current supplier?

They are useful for validating hypotheses or moving forward with specific decisions.

3. Probing Questions

They allow you to delve deeper into what the client has already said:

What makes you say that?

How does that affect your business?

They are used to clarifying, explore, and identify needs that the client may not have fully expressed.

4. Implication Questions

They help the client assess the cost of not acting:

What impact does that have on your profitability?

These questions are powerful for generating urgency and making the consequences of the problem visible.

5. Benefit Questions

They project a concrete solution and its advantages:

What would you think if you could reduce your costs (expenses) by 20 %?

They work well in the closing phase, by linking the value of your proposal to a desired outcome.

The key is in the order and listening

“Knowing what to ask is only part of the game. What makes the difference is the order in which you ask them and your ability to actively listen. Questions should flow naturally, guiding the customer from discovery to decision. And above all, each answer should become a clue that leads you to the next appropriate question.”

-Remember: the best sales are not closed with a speech, but with a conversation. One in which the customer feels understood, not pressured. One in which you don’t talk more, but better.

“Are we using questions as a value tool or just as a disguised form? Start practicing this skill and you’ll notice the change. Asking well is selling better.”

Bio of the author of these concepts

Carlos Rosales is a graduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. A high-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

BitFinance.News

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La entrada The power of a good question: How to master the art of conversational selling apareció primero en Bitfinance.