91% of salespeople seek validation from prospects, which kills deals. Asking "is that okay?" and apologizing for price signal desperation. Validation seekers give bigger discounts and prospects prefer confident experts instead.
91%
Here are five things you didn't know about validation seeking in sales. First, 91% of salespeople unknowingly seek validation from prospects, which immediately signals desperation. Second, they ask, is that okay after every proposal point instead of confidently presenting value? Third, they apologize for pricing before presenting it and over explain solutions because silence feels like rejection. Fourth, validation seekers get discounted more often because they signal they don't believe in their own value. Fifth, here's the mind blowing Prospects want to buy from confident experts, not people who need their approval to feel worthy.
