Every salesperson has experienced a situation when a seemingly ideal prospective client rejects the salesperson's offer despite the fact that the solution was perfect. The salesperson then thinks about what mistakes were made, and what could have been done differently in order to close the deal successfully. Common reasons for failure are an excessively complex solution or the form in which the solution is presented, though it might not even cross the salesperson's mind. Very few businesspeople sufficiently appreciate how effective keeping it simple is as a sales tool.
