“When you leave a sales meeting, it shouldn’t only be you who has an action item. The customer needs to have an action item too.”
This statement came from a salesperson in one of my training sessions. Though early in her sales career, she had already realized that you need the prospective customer to buy-in to the process and work with you to create a mutually agreed path to a decision.
When you work with the buyer to create a Mutual Action Plan, you will find your forecast is spot on.