As we approach the final stages of the “sales hero’s journey,” Carlos Rosales, director of Consultores Neurosales and a specialist in business and sales management, joins us to explain the third-to-last and third-to-last stages of the twelve that make up this journey.

The reward is gaining authority, not just a contract

“After the ultimate test comes the reward. In B2B sales, this reward can take the form of a closed deal, but it doesn’t always happen that way. In many cases, it appears in less visible, yet much more valuable, ways for the salesperson’s professional development.”

-It can be the explicit trust of a client who recognizes the value of the conversation. It can be direct access to the true decision-makers in the process. Or it can manifest as the recognition that a question or approach changed the way the problem is understood. This reward isn’t measured solely in revenue or signed contracts.

“The salesperson gains authority. They begin to be perceived as someone who contributes sound judgment and perspective, not just as someone who answers requests or sends proposals. This authority isn’t imposed or demanded. It’s built conversation by conversation, especially in the uncomfortable moments that others prefer to avoid.”

-Internal perception also changes. The salesperson trusts their own judgment more and external formulas or rigid scripts less. They understand that they don’t need to force every opportunity to demonstrate value. They learn to let go of processes that aren’t progressing and focus on those where they can truly help make better decisions.

“This stage reinforces the change initiated at the beginning of the journey. It confirms that selling with clarity, even when it’s uncomfortable, fosters healthier relationships and more aligned processes. Not all sales close, but those that do tend to be more solid, with less friction and fewer surprises later on.”

The reward also manifests itself over time. Clients who contact you again. More qualified recommendations. Conversations that start from a different level of trust. The salesperson stops competing solely on price or speed and begins to compete on understanding and focus.

“In B2B sales, this accumulated authority becomes a real advantage. It reduces reliance on aggressive tactics and allows for building a more stable position. The salesperson no longer needs to constantly prove their value, because it becomes evident in the way they conduct conversations.”

The reward is a clear sign that the chosen path makes sense and that selling differently is not only possible, but sustainable in the long term.

The road back: Making learning a system

“After the reward, many assume the journey is over. In B2B sales, the opposite is true. The real challenge begins when you have to return to the day-to-day grind and maintain what you’ve learned without the adrenaline rush of a recent close or the immediate validation of success. That’s where you determine if the change was profound or just momentary.”

The road back represents that moment when the salesperson applies the new approach in less ideal contexts. New accounts, new contacts, and less room for maneuver. It’s no longer about a special opportunity or a particularly favorable situation, but about making learning a habit. About going from the exception to the norm, even when the environment isn’t supportive.

“The road back represents that moment when the salesperson applies the new approach in less ideal contexts. New accounts, new contacts, and less room for maneuver. It’s no longer about a special opportunity or a particularly favorable situation, but about making learning a habit. About going from the exception to the norm, even when the environment isn’t favorable.”

“The road back” represents that moment when the salesperson applies the new approach in less than ideal contexts. “Herein lies a dangerous temptation: to relax. To think that a good sale validates the entire process and that there’s no need to review anything else. But in B2B, what isn’t systematized quickly fades away. The salesperson who evolves revisits their questions, reviews how they opened conversations, analyzes their initial meetings, and observes more closely how they are measuring the actual progress of each opportunity.”

-At this stage, the focus shifts from closing a sale to repeating good decisions. Lessons learned are documented, criteria are refined, and previously overlooked patterns are identified. The salesperson begins to recognize early signs of stagnation and takes action before the problem grows, becomes chronic, or irreversible.

“The path back also involves managing internal expectations. Explaining why some opportunities are discarded sooner, why not all prospects qualify, and why the quality of conversations matters more than the volume of activity. It’s not always a comfortable conversation, but it’s necessary to sustain change without regressing or reverting to old shortcuts.”

-This step consolidates sales maturity. The salesperson stops depending on isolated moments and begins to build consistency. They no longer sell better based on inspiration or intuition, but rather on structure. Learning becomes a system, and the system becomes a solid foundation for growth without reverting to autopilot.

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.

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

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La entrada Neurosales Consultants discusses the reward and the path back in sales apareció primero en Bitfinance.

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.

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Continuing with “The Sales Hero’s Journey,” the director and founder of Neurosales Consultants (Carlos Rosales), a specialist in business and sales management, explains to readers and users another stage or phase of this journey.

“After crossing the threshold, the salesperson enters different territory. They no longer sell as before, but neither do they completely master the new approach. In B2B sales, this stage marks the beginning of the real work: fewer certainties, more tests, and a constant feeling of learning as they move forward.”

Meetings no longer follow a predictable script. Some questions generate awkward silences. Others force the client to think more than they expected. The answers aren’t always clear and often contradict what seemed to have been agreed upon. Here, the salesperson discovers that selling better doesn’t mean selling more easily, but rather having more demanding conversations.

“The tests are usually small, but cumulative. A key decision-maker who doesn’t show up. A process that drags on without explanation. A client who seems to move forward and then backs away. Each situation tests the salesperson’s conviction and their ability to maintain focus without resorting to improvisation or falling back into old habits.”

Along this path, allies emerge. Clients who appreciate the clarity, even if it’s uncomfortable. Internal contacts who share relevant information. Colleagues who confirm, from their own experience, that the new approach makes sense. They aren’t spectacular or visible supporters, but they serve as signals that the change is heading in the right direction.

“Enemies also emerge, and they aren’t always external. The rush to close, the ego that demands quick validation, and the temptation to return to the product when the conversation becomes uncomfortable. In B2B, these enemies are subtle and persistent because they present themselves as reasonable shortcuts.”

“This stage isn’t about immediate results. It’s about judgment. The salesperson begins to differentiate real opportunities from mere distractions. They learn to listen better, to intervene less, and to choose more carefully where to invest their time and energy.”

“This is where sales muscle is built. Not with spectacular closes, but with more conscious decisions and better-focused conversations. The salesperson stops measuring themselves solely by activity and begins to evaluate themselves by the quality of the dialogue they generate.”

“The tests, the allies, and the enemies don’t disappear. But from this point on, the salesperson no longer faces them based on pure intuition, but rather on experience that begins to take shape.”

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 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 Neurosales Consultants, a training and human development company with a presence throughout Latin America.

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La entrada Tests, allies, and enemies: Selling when the real work begins apareció primero en Bitfinance.

A new year has begun, full of challenges, obstacles, and, of course, goals to achieve in the realm of business and sales activities. Specialist Carlos Rosales, director and founder of Consultores Neurosales, with recognized expertise and an international reputation for his performance in this broad field, and more specifically in everything related to sales, begins his new cycle of contributions to our media group, making available to readers and users, and sparking their interest, a framework or path to consider. We will share these highly relevant and useful articles throughout 2026, illuminating the path to decision-making.

“Selling today is nothing like selling five years ago. Customers are better informed, cycles are longer, and old tactics no longer have an impact. Many experience it as an exhausting routine, a sequence of calls and presentations that no longer moves the needle. But this discomfort isn’t a problem; it’s an invitation to level up.”

– In my concept of the sales hero’s journey, I propose that every sales professional faces, sooner or later, the same twelve stages that heroes in their stories generally experience. It’s not a literary device, but a practical way to understand why we stagnate and how to move forward with greater clarity.

“Exactly, it all starts in the ordinary world: processes that run on autopilot, a lack of focus, and a market that demands more than we give. When the usual approach stops being enough, the call to adventure arises. The challenge lies in listening to it without falling into excuses like ‘my sector is different’ or ‘I don’t have time.’ These are comfortable barriers that prevent growth.”

From the product to value

– Real change comes when we accept the guidance of a mentor, whether it’s a book, a trainer, or a role model: someone who shakes us up, challenges us, and pushes us to try something different. Crossing the threshold isn’t planning, it’s deciding. It’s moving from intentions to action: implementing a CRM properly, personalizing messages, or transforming a product-centric presentation into a value-centric one.

“On the way, challenges, allies, and enemies appear. Customer rejections weigh heavily, but they sharpen our judgment. Ego and routine become dangerous rivals. Discipline and data become our compass. And sooner or later, we reach the deepest cave, that point where everything gets dirty: stagnation, doubt, lack of results. That’s where it’s determined who retreats and who is reborn.”

– The great test often takes the form of a difficult negotiation or a goal that seems out of reach. Overcoming it depends not only on techniques, but also on composure and vision. The reward isn’t just the contract, but the internal authority gained by demonstrating our ability to withstand pressure.

“Then comes the journey back, where we apply what we’ve learned with greater confidence. And there’s always one last challenge that reinforces our evolution before we return with the elixir: experience, conviction, and the ability to inspire others.”

– Each sales cycle is a journey. What changes everything is how you choose to experience it: from fear or from purpose. What stage are you at today?

 About the author

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: Alex Hudson on Unsplash)

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La entrada C. Rosales / Neurosales analyzes and proposes “the sales hero’s journey” apareció primero en Bitfinance.

For years we’ve been taught that sales are won through persistence: more calls, more emails, more follow-ups. But what if the real secret wasn’t insisting, but connecting? Carlos Rosales, leader of Neurosales, an international company specializing in advising and training teams for businesses, explains and elaborates on this.

The difference may seem subtle, but it changes everything. Insisting is pushing; connecting is understanding. When you understand what motivates a client to say “no,” you stop pressuring them to change their mind and begin to guide them through their decision. Because the client doesn’t need to be convinced: they need to feel heard.

From Persistence to Trust

“Many salespeople believe that persistence is demonstrated by repeating the same message until they get a response. But what truly builds trust isn’t persistence, but consistency.”

Good follow-up isn’t about convincing, it’s about providing value: sending a useful article, sharing an idea that solves a problem, or showcasing a similar success story. That communicates genuine interest, not desperation.

“When someone feels that their need matters more than your sales quota, the relationship is transformed.”

Listening Changes the Conversation

Active listening isn’t about letting them talk; it’s about understanding what’s behind the words.

When a client says, “We already have a supplier,” the easy response would be, “Ours is better.” The smart response is: “Perfect, what do you value most about your current supplier?”

That question opens a door. And behind that door is the information that sets you apart from everyone else.

The buyer doesn’t remember who talked the most, but who listened best.

Personalizing is Connecting

Nothing creates a stronger bond than feeling understood. An email or a meeting where the person notices you’ve done your homework, that you understand their industry, their context, and their challenges, immediately earns respect.

“There’s no trick: just research, observation, and empathy.”

-Selling B2B isn’t about offering a product: it’s about demonstrating that you understand their business almost as well as the person you’re contacting.

Silence also speaks volumes

“The best salespeople not only master the spoken word, but also the power of silence. After a good question, pausing for a few seconds can be more powerful than filling the space with words.”

-That silence allows the other person to think, reveal information, and build trust. In sales, it’s not always the one who talks the most who wins, but the one who listens best and manages their time effectively.

Curiosity: the new close

“Genuine curiosity is the bridge to trust.”

-Asking questions not to close the deal, but to understand, changes the tone of the entire conversation: “How are you measuring that result?”, “What would happen if that process improved by 20%?”

When the other person senses that you’re learning from them, they begin to see you as an ally, not a salesperson.

Connecting is also a skill that can be learned.

– Connecting isn’t a gift, it’s a skill. It’s developed through empathy, observation, and practice.

“After each meeting, ask yourself: Did I interrupt? Did I really listen? Did I contribute anything useful?”

– Small daily adjustments transform an average salesperson into a humane, strategic, and memorable professional.

Closing isn’t the end.

“Perhaps you don’t need more follow-ups, but rather more honest conversations.”

– It’s not about pushing to close, but about connecting to build lasting relationships.

“When you achieve that, sales come naturally.”

– And you, how well are you truly connecting with your clients?

About 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 Neurosales Consultants, a training and human development company with a presence throughout Latin America.

(Reference image source: Vitaly Gariv on Unsplash)

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La entrada What if selling was about connecting better, not insisting? apareció primero en Bitfinance.

In this second release, specialist and postgraduate professor Carlos Rosales continues with his contributions and comments on selling more and better.

“Long before a client says “no,” many salespeople have already lost the sale… in their own heads.”

-Sometimes it’s not about techniques, tools, or the product. It’s that inner voice that stops us with gentle but dangerous excuses:

“It’s not the right time,”

“Better tomorrow,”

“This client definitely won’t buy.”

“They seem like innocent phrases, but they’re signs of self-sabotage. And the worst part is that we don’t always notice them,” says the expert.

Sales are first lost in the mind

-Procrastinating in sales is almost never laziness. It’s emotional protection.

In the face of rejection, objections, the fear of not knowing what to say,

“That’s why we postpone key calls or get caught up in tasks that don’t move the needle. It’s easier to demand discipline, but what’s really needed is to ask ourselves: What am I avoiding and why?”

-Detecting that emotion is the first step to acting with greater clarity.

The fear of “no” paralyzes more than “no” itself

-Sometimes we prefer silence to hearing a refusal. But “no” doesn’t invalidate, it only informs.

“It says it’s not the right time, not the right person, not the right proposal… and that’s also progress. When you stop looking for approval and start looking for compatibility, everything changes. Because compatibility isn’t always mutual. And that’s okay.”

You’re not unmotivated, you’re just drained

– There are low days, of course. But often it’s not a lack of ability, but a lack of focus. We confuse tiredness with lack of motivation, when we actually need structure.

“Time blocks, microtasks, a clear agenda. Simple tools that help you stay on track, even when there’s no inspiration.”

Self-talk also sells (or sabotages)

“I’m not good at this.”

“I’m sure it’ll go badly.”

“They’re going to hang up on me.”

– These aren’t truths, they’re opinions. And they’re pretty malicious. No one would sell something by saying it’s useless. But many sell themselves that narrative.

“One way to turn off that voice is with more useful questions”:

— What can I try differently this time?

— How do I prepare better?

“You don’t need to silence your mind, just make it work in your favor.”

LinkedIn doesn’t show rejections

-On social media, you only see closings, achievements, and records. What you don’t see are the ignored emails, failed calls, and proposals that don’t move forward.

“Comparing yourself to that isn’t real. Compare yourself to yourself instead.”

– What did I do better this week?

– What difficult conversation did I have?

“Improvement isn’t always external. It often starts with ceasing to be your own obstacle.”

Selling better also means taking better care of yourself

– A balanced salesperson sells more.

– Not because of luck, but because of well-managed energy.

“Sleep better, unplug when you need to, celebrate small advances. That’s also part of the sales system.”

– Not everything is solved by working harder. Sometimes it’s about working more consciously.

We all have an inner “villain”

“That voice that appears just before you dial, before you make contact, that sows doubt, that repeats that you’re not ready.”

Identifying it is key to prevent it from taking control. It’s not about eliminating it, but rather recognizing it and deciding not to obey it.

“Self-sabotage is not combated with pressure, but with clarity. And the sooner you detect it, the faster you can move forward with focus, energy, and confidence.”

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.

Distinguished 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.

Sourced with information from Doble Llave

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La entrada Carlos Rosales: Why do we sabotage ourselves before making a sale? apareció primero en Bitfinance.

Apple has maintained its privileged position in China with the iPhone, its flagship product, as it is the best-selling phone so far this year and with a particular increase last May.

This dominance of the device in the Chinese market marks “a feat that reaffirms the brand’s power in one of its most challenging territories.” Global sales in the Asian country during April and May increased 15% year-over-year, “marking Apple’s best performance in that period since the most difficult times of the pandemic.” Additionally, the technology company recorded double-digit increases in Japan, India, and the Middle East.

It is speculated that one of the driving forces behind Apple’s favorable market is its efforts to adapt to the current global market dynamics and thus maintain its position in China, where competition with Huawei, Xiaomi, and Vivo is fierce.

Apple has lowered prices as a bold strategy that has paid off. On the other hand, “shipments of foreign-brand phones to China also showed slight growth: 3.52 million units in April, just above the 3.50 million units for the same month in 2024,” according to the China Academy of Information and Communications.

M.Pino

Source: fayerwayer

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La entrada iPhone remains at the top of sales in China apareció primero en Bitfinance.

The digital age changed the way of promoting products and providing customer service, as phone calls were almost entirely replaced by messages through social networks, especially WhatsApp.

Good customer service is a fundamental pillar for commercial success. Those who buy from electronic catalogs want to know the specifications of the product, warranty, shipping. In this sense, companies now have personnel connected through WhatsApp to answer these concerns.

Thanks to the instant messaging of this platform, in addition to commercial promotion on Instagram, customer service has improved significantly worldwide.

The digitalization of information about each product facilitates its distribution to large masses. Brands reach the customer directly through social networks. It can be defined as a personalized service. Of course, consumers appreciate that attention is provided by a real person and not by a bot, since the kindness and total understanding of each message is crucial in this communication process.

Nowadays, mobile is the main means of communication in all segments of society. Brands take advantage of this, in addition to email, for sending promotions to increasingly demanding customers.

M.Pino

With information from international media

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La entrada WhatsApp gains ground in the digital age as a means of customer service apareció primero en Bitfinance.

Sales at fast food giant McDonald’s have seen a 1.0 % drop in the second half of 2024 as customers now avoid more expensive products.

In fact, McDonald’s customers have reiterated that the dishes have increased their value excessively. For this reason, now they do not buy Big Macs, for example, according to a report published this Monday by the company.

With this unfavorable trend in consumption, McDonald’s shares, “which have fallen 15 % this year, rose almost 4% after company executives announced that the $5 menu offer launched at the end of June in the US sold above expectations.”

External factors, such as inflation, slowdown in the fast food business and the war in the Middle East, affect the price of the products that McDonald’s offers. In a first attempt to maintain the business, they began to raise prices, but the change in customer consumption patterns has ended up affecting sales around the world.

M.Pino

Source: actualidad.RT

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La entrada McDonald’s sales experience a 1.0 % drop apareció primero en Bitfinance.

According to a report by the U.S. Securities and Exchange Commission (SEC), Jeff Bezos sold Amazon shares for approximately $2 billion between February 13 and 14. Specifically, the sale consisted of 12 million shares at an average price of $169.50 each.

This process began on February 7 and 8, when Bezos disposed of another 12 million shares. It continued its sales frenzy on February 9 and February 12, liquidating another 12 million shares. These transactions coincide with a 13% increase in Amazon’s stock value since the beginning of the year.

Bezos could continue to move chips, as it has sold a total of $6 billion in shares during this month of February, reducing its stake in the company by 2%.

However, it seems that the sales have not yet been completed. According to a previous report, Bezos proposed to sell 50 million shares of Amazon, with an estimated value of $8.4 billion.

This stock sale could also boost Bezos’ net worth, allowing him to regain his position as the richest person in the world.

Recall that Jeff Bezos ranked first in Forbes’ ranking of the world’s billionaires from 2018 to 2021. It currently ranks third on this prestigious list, with an estimated net worth of $168.4 billion for January 2024.

K. Tovar

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La entrada Jeff Bezos sold a large portion of Amazon stock apareció primero en Bitfinance.