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