In this insightful episode of Sales [UN]Training, host Kelly Riggs is joined by James Muir, author of The Perfect Close, to tackle the challenges of stuck deals—a common pain point in sales. The conversation explores why traditional sales tactics often fail, particularly in complex B2B environments, and how sales training falls short in preparing reps for real-world scenarios. Muir emphasizes the importance of genuine engagement, proper discovery, and a shift from manipulation to facilitation, asserting that sales is about “helping clients make good decisions.” Listeners will learn why trust and intention outweigh competency and how adopting a consultative approach can unlock opportunities.

James also previews his upcoming book, which delves deeper into identifying and resolving stuck deals. Together, he and Kelly discuss actionable strategies, such as shifting focus to minimizing client fears and improving the “muchness, soonness, and sureness” of business cases. Muir’s advice to sales leaders includes redefining training paradigms, incorporating client-side internships, and emphasizing problem-solving over product pitching. Don’t miss this episode packed with practical advice and paradigm-shifting insights! For more about James, visit puremuir.com or connect with him on LinkedIn.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Pod About It Productions @dougbranson