There an interesting dynamic many salespeople drop into when dealing 
someone who has come to them on the recommendation of someone else. They 
abandon their sales process.

Why We Don't Close More Referral Business

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Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Stop Making Decisions for People You Don’t Know

Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

Want to close more sales? – Start asking stupid questions.

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

Are you finished before you start?

The process was slowing down early on in the selling process… specifically in the initial communication phase.
 
Meetings, phone calls were ending without a specific next step to move forward.  

Who is Closest to Money

Call any office in America today get someone's voice mail and you will likely hear some version of:
 
"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."
 

Why We Don't Close More Referral Business

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