Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

by Keenan

your emails didn’t get lost in the ether, and your voicemails didn’t disappear. Prospects know when they owe you a response. And most of the time, they feel bad that they haven’t gotten in touch. If they went so far as to tell you they were interested in going forward with the deal and now they’ve disappeared, you can bet they’re not purposely trying to be rude; something has happened on their end that they weren’t anticipating. But getting desperate and begging them to talk to you by “just checking in” isn’t going to prompt them to explain themselves. The next time this happens to you—and it will—don’t become desperate. Instead, be direct.