For Consultores Neurosales ants and its director, Carlos Rosales, it is of paramount importance that both individuals and organizations become aware of “the sales hero’s journey,” which we began publishing and discussing at the beginning of this year. This journey, stage by stage, guides us and informs us about the methodology and processes that can influence and enhance the effectiveness of our sales management. In this installment, Rosales focuses on and explains the chasm:

-There comes a point when several important opportunities seem to be progressing, but none are fully defined. In B2B sales, this point is known as the chasm: the place where complexity increases and visibility decreases significantly.

“There are meetings, there is interest, and there are open conversations. However, there are no clear decisions. The stakeholders change, deadlines shift, and the answers become ambiguous. The salesperson feels close to closing the deal, even though they don’t know exactly what or who it really depends on.”

-The chasm is dangerous because it fosters illusion. Movement is confused with progress. A full schedule is interpreted as a sign of advancement. It’s assumed that the close will come through the accumulation of interactions. But this point demands something else: stopping and looking squarely at what isn’t being said.

Clarity is worth more than persistence

“This is where the tough questions arise. Who really decides? What risks are going unrecognized? What happens if the client does nothing? What are the consequences of inaction? These conversations are uncomfortable because they expose internal tensions, hidden priorities, and fears that no one wants to voice.”

Many salespeople back down at this point. They prefer not to make things uncomfortable and to go with the flow. Others react by pressuring with discounts, artificial urgency, or short-term promises. Both approaches usually worsen the situation and prolong the process even further.

“Facing the chasm means accepting that not all progress is real and that some opportunities need to be redefined or even discarded. In sales, this moment separates those who guide processes from those who merely follow them. The salesperson matures when they understand that not all sales are won by pushing and that clarity is worth more than persistence.”

The chasm is not the end of the journey. It is the prelude to the most demanding test. The point at which the salesperson must decide whether to delve deeper or remain on the surface, even if it means not making progress.

About the author, 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.

Main reference image source: Juan Davila on Unsplash

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