Have you had a sales conversation that felt just “perfect?” The chemistry between you two was solid, their problem was clearly articulated, you helped them see that you can solve their problem and everything just felt “right”.
Then at the end of the call, they surprisingly say: “This has been really helpful, let me think about this and I’ll get back to you.” That’s when they fall into the “black hole” of follow-up, where you’re forced to “chase” them to get back in touch. What if you could avoid dropping your qualified prospects into the “black hole” of chasing?
This is the topic of our upcoming Stump The Guru show: “How To Create A ‘By-Appointment Only’ Sales Model”.
