Why deals stall has less to do with your product and more to do with what’s happening psychologically. Transactional Analysis gives you a map.

Every salesperson has experienced it.

The prospect is engaged. Discovery went well. Multiple demos have been completed. Everyone seems excited.

Most salespeople make the same mistake after a great first conversation: they wait too long, follow up too few times, and then quietly give up.

If you've ever introduced yourself at a networking event and watched someone's eyes glaze over, you already know the problem. Most salespeople lead with their job title, their company name, or a paragraph of backstory. None of that creates curiosity. None of it earns a next conversation.