On Forbes.com – When Prospects Go Radio Silent: Creating Urgency Vs. Facing The Commodity Buyer

Published on Forbes.com

You just left a first sales call. You didn’t walk out, you floated out. The meeting was fantastic. The chemistry? Unbelievable. You couldn’t wait to share the experience with your peers.

But then, you couldn’t reconnect with the prospect. He wouldn’t take your calls or respond to your emails even though he promised to talk to you the next week. You were devastated.

What went wrong?

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