There is a troubling moment that haunts even the most resourceful and aggressive business developers. It’s the moment when it seems they’ve done everything right. They have assembled a skilled marketing and sales team. They have identified top prospects. They have nimbly initiated contact with those prospects. The conversations with those prospects have been useful, pleasant and, most important, client-focused.

Yet somehow or other the moment to close does not arrive. Or it does arrive — and the prospect demurs or delays. Something is missing. Some final solvent is needed.

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