Introduction

Introduction

Many salespeople believe deals are lost because:

• The price was too high
• The product wasn’t a fit
• The customer changed their mind

In reality, most deals die for a simpler reason:

Momentum was lost, and no one noticed.

Deals rarely end with a clear “no.”

They fade through:

• Delays
• Silence
• “Internal discussions”
• “Next quarter”

This module will teach you how to:

• Recognize momentum early
• Define and protect next steps
• Prevent deals from stalling
• Follow up professionally (without chasing)
• Decide when to re-engage, reset, or disengage

Module Objective

By the end of this module, you will be able to:

• Understand what sales momentum really is
• Control the pace of a deal
• Define clear, mutual next steps
• Follow up with value, not desperation
• Identify stall signals early
• Recover or exit stalled deals professionally