Procrastination Leads to Missed Opportunities
You work hard to find the right customer at the right time. But if you don’t act while the interest is high, that opportunity can fade fast.
The reality is most deals aren’t lost to a competitor — they just die from inactivity.
Here’s the stat that should scare you: Over 50% of B2B sales cycles end up with no decision. Not a loss — just a slow death.
Good questions that prompt the prospect to tell you …
- How long has this been an issue?
- What happens or what will this cost you, if the decision is delayed 30-60 days?
- Is anything stopping you from pushing this forward faster?
Before ending a call or meeting, it’s essential to determine a mutually agreed upon next step.
Don’t let a great lead go cold because you didn’t have a follow-up plan.
Now, go close something!
