Every day, somebody tells me, "We had a great conversation" or "They had huge pain" or "I did a great demo" and we established next steps, but they didn't follow through, they won't return my calls or they went dark.

Every freaking day!

Friday was no different.

So, I coached my client on the call and followed up with two articles that might help them understand.

These are the articles.

http://www.rickroberge.com/stop-fixing-them

http://www.710studios.com/blog/the-only-acceptable-time-to-start-your-sales-pitch

Enjoy!

BTW, coaching involves helping you to understand, like with the articles, but more importantly it helps you to do and that may take a while. Look at your CRM. How many opportunities went dark or didn't close for some other reason in the past year? One? Cool! More than one? What if I could help you close them in 4Q18? Would that make your year? What if we could close one 'lost' deal a week for the rest of the year? Is that worth talking about?