“We just aren’t making a decision.”
Discouraging words from a prospect. But just the beginning of good things to come.
For sales professionals, a “no decision” isn’t a “no.”
In fact, when prospects say they aren’t ready to decide, they probably are a lot closer to a “yes” than you suspect. They give a lot of clues in what they otherwise do and say. And that’s when you want to shift strategies to get in line with where they are.
Here are 13 signs a prospect is close to a yes (despite claiming it’s a no):