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Overcoming a Client's Lack of Urgency to Close the Sale

By Mike Schultz, Publisher, and John Doerr, Contributing Editor

This Sale Is 99% Closed...

Good salespeople create and demonstrate strong value propositions for why their clients will want to engage their services. Sometimes the value proposition is so well crafted and communicated, the salesperson (or company president, or consultant) thinks, "This sale is in the bag...the value is so clear that it would be nonsensical if they didn't buy."

After the final sales meeting, the potential client says he will follow up with the sales rep on Tuesday with a decision. Tuesday comes and goes. Wednesday and Thursday come and go.

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