Did a customer suddenly ghost you? Did your case just stall?

Shouldn't we just remind the customer of the value of your solution? Or the cost of the problem?

No... in fact, hell no.

If you remind the customer of their problems in many of these situations, you end up making it worse.

"How would you like to proceed?" is it always a great way of taking the conversation forward with a potential client?

Short answer: Yes & No

Yes - When you can feel the customer's interest in Force, or preferably they've clearly stated it, then you using this is fine.

No - When the hair on your neck isn't tingling with excitement and you're more worried about whether they'll ask you to "get in touch with me next year" then I have a better alternative for you.

What do you think is the essential skill in #sales?

I bet some of you will say "being systematic."

And you're not wrong, since this has always been THE BIG FLAW that sellers have had since the dawn of time.

"If only Jack could be systematic, he'd close many more cases."

"She's amazing in meetings, but she always forgets to follow up."