Inadvertently, we tend to apply pressure on our prospects as we’re focused on our own needs, priorities and timelines. We must always put the client first, and do so via discovery of the decision making process.

How does this show up within our opportunities?

* Opportunity lacks urgency

* The close date is dictated by our timeline

* Contact is easily stalled, doesn’t do as committed

What can I do to prevent this from happening?

* Clarify sense of urgency

* Mutually agreed upon close date

* Avoid deals stalling, pushed or ultimately lost

Time Stamps:

1:29 -What’s the Challenge??

5:15 - How does it manifest? Forecasting: Supervisor vs Coach

8:05 - CIGAR Coaching Matrix Applied to Closing Dates

11:19 - Navigating the Decision Step

13:30 -'Why Now?' Questions