Jake Burhans argues that sales flows work better when they feel like natural conversations. Model your process after dialogue instead of a rigid sequence, and you'll likely see better results.
The only thing I want you to take away from it is just to have in the back of your head as you're going through your process is keep in mind the flow, right? How can I make this flow as much like a conversation as possible? That's the only takeaway from this. So, okay, overall, and maybe if you did a flow of a conversation, it would have been the same outcome, right? I'm not saying this is the reason, I'm just saying from what I saw, this could be a likely reason and just something to keep in mind.
