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Why Making No Decision is a Decision


Benefits and features are helpful to highlight, but comfortably communicating the consequences of inaction is vital to your sales conversations.

  • Plan language to bring consequences of inaction into your sales dialogue.
  • Don’t hesitate to ensure your client understands the negative consequences of inaction.
  • Recognize people often are more responsive to avoiding the negative than pursing the positive.

Related: Advisors: Like It or Not, You’re a Public Speaker

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