Every salesperson has experienced the following situation at some point. A client expresses their interest and requests information to be sent to their e-mail. After a while, the salesperson calls the client, and learns that the prospect forwarded on the information and is waiting for their management/partner's decision. Time passes, and still no decision. In the end, the prospect requests the e-mail be sent again, and it starts all over again. What's going on? Most likely, the salesperson is guilty of not inducing a feeling of urgency in the client.
