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

(Main reference image source: Sebastian Herrmann on Unsplash)

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La entrada Carlos Rosales: Why do we sabotage ourselves before making a sale? 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

Taken from and with information from Doble Llave

(Reference image source: The Jopwell Collection on Unsplash)

Visit our news channel on Google News and follow us to get accurate, interesting information and stay up to date with everything. You can also see our daily content on X/Twitter and Instagram

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