Knowing the Customer’s Timeline to Buy – How Can I Tell If I Have Qualified Prospects?

The number one competitor every salesperson faces is the “no decision.” This is the customer who despite everything you do chooses to not do anything. They might choose to stay with their current supplier or simply say no just to postpone making a decision. Either way, for you, it is time wasted.
More on this in my video below:
 
 
You know what can make the “no decision” even more painful? A prospect who was never inclined to make a decision in the first place; their intention was purely to gain more information. Don’t think for a moment this doesn’t happen. Many times, a prospect begins the process thinking they’re going to make a decision; but due to other factors, their thinking changes yet they remain engaged with the salesperson. When this happens, you lose out in two ways. First, you waste time dealing with the customer. Second, you waste time as the