Q&A: How to create urgency on your sales calls

After someone has said they are interested in working with you, there can be a bit of a lag until they sign up. I’ve experienced this a couple of times where it’s taken a few weeks from initial call, outreach, sales call, to them officially saying yes and signing the contract. In both cases as I was moving into the second-week mark of feeling like they were MIA, even though they wanted to move forward, I had to put a deadline on their response time if they wanted to secure their spot. I did this in a kind but direct way, but both responded ASAP. Any tips on setting up the conversation from the front end to avoid that dragging energy or feeling like you have to chase someone down for a final answer.

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