Sales Tip #571 Procrastination is the Enemy of Progress

I’m not sure who said this but they are absolutely correct. How many times have you heard the prospect say, “Let me think about it?”

Your response should never be, “when should I get back to you?”

You have three options to identify the real reason for not moving forward.

1. Silence first. Use awkward silence to your advantage to get clarity.
2. Use a direct question to get clarity. How come you are not ready to move forward?
3. Paraphrase their statement and then pause.

Never buy into your prospect’s procrastination. Turn it into an opportunity to clarify the reason for procrastinating, provide a solution, get acceptance, and then trial close.