It’s a story as old as our profession. You ask for and receive a commitment from your prospect to follow-through on some next step and they don’t do it. It could have been a commitment to read a proposal, set a meeting, speak with another member of the buying center, complete a questionnaire, gather important documentation, etc. The lists of possibilities and excuses are endless. Would it surprise you to learn that most of these delays, misunderstandings and lies can be prevented? After all, the easiest pain to prevent is the pain we cause ourselves.
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