In a recent post, my coaching partner Rick said that people tell him “I had a great conversation with my prospect. Totally did a great job getting them to share. Got everything that I needed. Put together the best proposal of my life and now I can't get them on the phone to close them. What should I do?”
Rick says 'Stop fixing them." and he is right. But there is another twist to that, and that's to stop getting everything you need. Find out first everything that they, the prospect (a real live person!) wants and needs.