When it comes to any negotiation, deal or sale,
Make no mistake...
Time is the enemy.
Time allows people to second guess.
Time allows people to consider other options.
Time allows people to get inside their own heads or be influenced by outside forces.
Time allows people to take what was once a logical course of action and convince themselves otherwise.
Budgets can change...
Circumstances can change...
People can change...
So, the longer time goes by from the initial enquiry or handshake to a deal being closed or a sale being made, the greater the chances of it falling through.
This is why urgency can be your best weapon when it comes to closing any deal.
It allows you compress decision making and objections into a shorter window while minimising the chance that outside factors could cause a logical deal to go off the rails.
So, by introducing urgency into a negotiation, it doesn’t guarantee it will end favourably,
But it does mitigate the risk of time killing the deal.
And it ensures you will get to the final result as soon as possible.
Sale or no sale.
There are obviously a number of variables and reasons for losing deals,
Competition, pricing, poor selling, bad prospect, etc.
But the #1 killer of all deals is undeniably time.
The longer a deal takes to close, the less likely it will.
So, don’t continue putting off that email, phone call or meeting…
Flip that switch and get in the game,
Time waits for no one.
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