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Gerry Weinberg & Associates, Inc. | Southfield, Michigan

More Time

Bert’s major frustration was dealing with prospects who couldn’t seem to make a decision.

During a weekly coaching session, he told his manager, Elaine, that one of his biggest difficulties was dealing with prospects who indicated the desire to make a decision, and who pledged to do so by a certain date. When the date rolls around, though, they invariably needed more time. “They’re driving me crazy,” Bert said.

Elaine asked: “Bert, are they driving you crazy? Or are you?”

THIS IS YOUR JOB!

How many times have prospects told you, “I need more time to make a decision?” Too many?

A major frustration for salespeople is dealing with prospects that can't seem to make a decision. Perhaps the biggest of those frustrations is struggling with prospects who indicate the desire to make a decision (and to do so by a certain date), but when the date rolls around, they invariably need more time.