Sometimes salespeople have a tendency to wait for deals to walk themselves in. They try to move from stage to stage without obtaining the commitments that are necessary to win the deal.
Instead of dealing with the real issue, that is, whatever is preventing them from asking for and obtaining the commitment, they instead try to let the deal come to them. They try to wait for the deal to walk itself in. Waiting isn’t an activity.
What is always as the root of this problem is an inability to link commitments together by moving from one value-creating event to a future value-creating event. The test is not whether the value created is good for the salesperson; the test is whether or not you have a way to make the future commitment valuable and meaningful for your dream client. If you have done so, you must ask for the commitment.