Your prospects biggest fear is you.
They’re afraid you’re going to pressure them into buying before they’re ready.
When people feel the push, they pull away.
What’s the way out?
Practice downshifting from 5th into neutral.
Here’s what selling in neutral sounds like:
“If you don’t sign by the end of the month, you’ll lose the discount.”
“Would it make sense for you to execute the agreement this month so you can go live in August?”
“Where would you like to go from here?”
“What next step if any would you like to take?”
People buy for their reasons and on their timeline, not yours.
Slow down there, cowboy.