I had a call today from a client who was struggling to keep a deal moving.

That’s not unusual if you’ve been in sales for longer than…say…3 hours, is it?

What was unusual is the prospect always agreed to see James when he called, BUT nothing moved.

Lots of social visits – but no movement. Been there?

And James was getting fatigued.

He had to keep telling his manager that the deal was still alive. But his manager was growing skeptical, as he should have been.

What He Did

With a little of my guidance, but most of all his ‘detachment’, he made the move. Here’s what he told his prospect: Read more