This step in the sales process is by far the one that requires the most attention. It is the Achilles Heel for every sales person, professional or non, throughout the country and dare I say with a high degree of confidence, “throughout the world.”
It is an unwritten habit that “next” is always better than “here and now.” At least it seems to demand more attention from “everybody.” Finishing what we start is a rarity today and I can only blame it on short attention spans. The human need for instant gratification also might have a lot to do with it. Regardless of how you choose to label it, or excuse for it, it is perhaps the easiest way for you to differentiate yourself from the pack. Do what you say you will do, and … follow up.