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Episode 64 – Timeline Trouble: How Vague Dates Kill Deals (and What to Do Instead)
Serious sellers — vague timelines feel harmless… until they quietly kill your deal.
In this episode of Sales Tales, Josh and Dave tackle one of the most common (and costly) breakdowns in sales conversations: accepting date ranges instead of real decisions. Using real stories and principles rooted in Sandler methodology, they explain why timelines are not administrative details — they’re a critical part of qualification.
This conversation breaks down how sellers get trapped waiting at the “restaurant” for months, how assumptions creep into the pipeline, and how to regain control using better…
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