selling is difficult

We discussed the various challenges associated with all three milestones and when all was said and done, everyone agreed that the midpoint, that crucial point in time where compelling reasons to buy must be identified, is the most difficult for salespeople.

Why?  Well a quick look at the following list of mini-milestones, that must be accomplished in order to get to the point where compelling reasons will be shared, tells the whole story.  How many of your salespeople can do all of this in their first meeting?