How Decisiveness Slows Your Sales Process

Ari GalperAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Having your prospect commit to a paid-client relationship at the end of your first meeting requires decisiveness. Decisiveness on their part, not yours.

Ironically, many advisors allow their prospects to avoid being decisive.

After an extensive sales process consisting of multiple meetings (discovery, financial planning, etc.), when you finally ask where they stand with their decision, it’s common to hear: “I’d like to think about it.”

There goes hours or weeks of uncompensated value you invested, lost to the dustbin of indecisiveness.

Of course, the last thing you want to ever do is apply pressure to get commitment.

But there’s a flipside...