If your pipeline is full of “maybes” and stalled deals, you’re missing a crucial commitment strategy. Sales coach Andy Gole offers two high-leverage techniques to stop buyers from ghosting you and ensure every next step is real. This isn’t about pressure; it’s about clarity. We’re breaking down the steps to filter non-serious prospects and lock in real forward movement.
Use this sequence at the end of every high-value meeting to determine urgency and alignment:
- Ask for Takeaways: “What are your three biggest takeaways from our conversation today?” This uncovers misunderstandings and validates what truly resonated. If their takeaways are weak, the deal is already in trouble.
- Gauge Urgency: “Based on what you heard, do you want to learn more about this on a fast track basis or a back burner basis?” This binary choice forces the buyer to self-identify their interest level without the ambiguity of “I’ll let you know.”
- Secure the Next Step: If the answer is “fast track,” immediately transition to: “Great, let’s get our calendars out and lock in the next steps right now.” This converts stated interest into concrete action, eliminating the delay that often causes most deals to die.
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