The prospect has the budget. They have the authority. They have the need. But timing? "Sorry, we'll have to push this project for six months." Overcoming this lack of urgency is tough – but not impossible, and Closing Time has got you covered. You've got to help them recognize the negative consequences of their current state. In this episode, we hear from Doug Landis, former Chief Storyteller and VP of Sales Productivity & Enablement at Box, on his game-changing tips to overcome a prospect's lack of urgency. You'll learn the skills to get your prospects to articulate why the status quo isn't working and is costly. You'll do this through connection, credibility, and empathy. Watch the episode on YouTube. Want to stock your bookshelf on us? Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. Connect With: • Doug Landis: LinkedIn • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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