The default reaction of sellers and sales reps is to lean in and get more "persuasive".

But that's just code for being pushy, so don't do that.

Do a pattern-interrupt, instead.
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The best way to lose a perfectly good sale? Go for the transaction, and watch your opportunity go poof.
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There's a real risk to your operations and your ability to find better buyers, if you take on the wrong clients.

And "I can't afford to lose this deal" is a red flag, a warning sign, that you just might be trying to land a deal that's going to throw you and your team into misery.

So the question is: Can you afford to win this deal?
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"Let's do it!" sounds great, but you want that to mean "I'll sign right now!".

Whereas your buyer might be meaning to say "I like this a lot, tell me more".

And if you don't verify you're reading the signals correctly, you lose the deal.
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Annoyance, frustration, avoidance... oh, and ineffective pipeline work that moves no needles. Such are the consequences of not getting rid of the duds. A pipeline full of ghosts.
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People generally worry and fret about a buyer saying no to the proposal, but if you think about it and you handle it well, you can actually treat it as an invitation to keep the conversation going.
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"Waiting for my buyer to reply" is the death knell of a healthy sales process. If you play the waiting game, you play the losing game.
Map out your buyer intel with the DDX process, identify an action you can take, and take that action.
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Not all deals are created equal, and a lot of frustration in your pipeline work is down simply to choosing the wrong deals to work on.
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