“I’ve been nurturing this deal for months but it doesn’t seem to be going anywhere. What should I do?”
The sunk cost fallacy is a real thing, people.
You pour your energy into a deal that seems promising at the outset…
But as time goes on, the probability that it’ll close gradually declines.
The client assures you that everything is fine.
They’re still very interested in proceeding.
But as each obstacle is overcome, with a little less enthusiasm every time, you start to wonder just how serious they are.
No hard and fast rules here.
Sometimes there are genuine delays.
Sometimes they’re kicking the can.
Sometimes it’s out of their control.
But know this…
As the seller, your time and energy has an opportunity cost.
By investing time into one deal, you’re not investing time into another.
Choose wisely.