On this solo episode, Stacey tackles one of the most common and costly mistakes in sales: failing to follow up. She argues that many business owners, entrepreneurs, and sales professionals mistakenly believe that prospects who say “let me think about it” will naturally reach back out when they are ready.

Key takeaways:

-They’re not saying no. They’re saying I’m not certain enough yet.

-Follow up is not chasing. It’s leading.

-It’s not a pipeline problem. It’s a programming problem.

Tweetable Quotes:

"You told yourself that if they were serious, they would reach out, and they didn’t. That sale is gone. And somewhere in the back of your mind, you already know what happened. You ghosted your own pipeline." -Stacey O'Byrne

"When somebody says, ‘Let me think about it,’ they’re not saying no. They’re saying, ‘I’m not certain enough yet.’ And uncertainty is not a closed door." -Stacey O'Byrne

"The people you are afraid of bothering, the ones who genuinely aren’t interested, will tell you. A quick no is a gift. It closes the loop and frees you both." -Stacey O'Byrne

Resources:

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Schedule a 15 minute call with Stacey: http://pivotpointadvantage.com/talktostacey

If you’re ready to take yourself and your business to the next level and are interested in a coaching program that will get you there check out: http://pivotpointadvantage.com/iwantsuccess

Join an interactive environment to help you build the success you’ve always wanted with other like-minded, success-driven entrepreneurs, business owners, and sales professionals: https://facebook.com/groups/sellwithoutselling