Why Don’t They Just Say “No?”

How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing. You wish they would just tell you “No” rather than leave you hanging.  What went wrong?  Maybe it wasn’t what you presented, but what you didn’t know. Did you cover the following…  
 “Where” are they  in the buying process?
Where are they in their decision-making?  Are they doing initial research? Research done, now checking out field of vendors? Vendors identified, now deciding between
 top two/three? Prospects in different stages of decision-making require different sales strategies.
“Who” is impacted by a purchase?
Have you spoken to everyone impacted by the purchase of your product/services. Many people can’t say “Yes,” but many influencers can say “No” and kill your sale.
Does the prospect agree on the value