Most deals don't die because of bad products, bad pricing, or bad timing. They die because of what the seller did, or didn't do, in the room.

In this episode of Sales Tales, Josh Shirley and David Doherty break down five seller behaviors that make the buying process harder on buyers, drawing on a LinkedIn poll result that revealed something most salespeople already know but rarely act on: when a prospect says "sometime in Q3," they almost never mean it.

From failing to read the room to selling to the wrong people entirely, these five patterns show up in every sales environment, and they're more common than most sellers want to admit.

In this episode, you'll learn:

• Why reading the room isn't just about personality, and what DISC profiles tell you about how to actually show up
• How forcing your sales process onto buyers slows deals down and creates friction you can't see
• What "transferring pressure" really means, and how the pressure you feel becomes the obstacle your buyer creates
• Why presenting too much doesn't just overwhelm buyers, it invites competition and analysis paralysis
• How selling to the wrong people traps you in a loop of comfortable conversations with people who can never say yes

Josh and David bring real stories from the field, including a furnace sale that ended perfectly because one guy had zero stake in the outcome, a five-year dinner relationship that never became a deal, and a window salesperson who explained Argon gas to someone who just wanted new windows.

This is the Sales Tales episode for anyone who has ever left a meeting feeling great, and then watched the deal quietly disappear.

Sales Tales is the sales training podcast built on real sales stories, real tactics, and the Sandler selling methodology.