20d • General discussion
You're Causing Decisions to Stall
Most deals don't fall apart; they simply stall in the "Decision Gap."
This happens when the professional stops leading and starts asking.
"What do you think?" is a deal-killer because it suggests that there is a reason to doubt.
Instead of asking what they think, tell them what happens next.
Certainty is the most attractive quality you can bring to a closing conversation.
Are you leading the dance, or waiting for them to pick the song?
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You're Causing Decisions to Stall
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