How To Get The Indecisive Prospect To Be Decisive

As a sales professional we should always be looking for commitment on every call. Otherwise, it becomes a real time-waster.

Sometimes you have prospects that “string you along.” Other times you may have a customer who cannot or will not make a decision. Weeks turn into months — robbing us of time and money.

Do yourself a favor and set up customer’s expectations.

Ask the indecisive prospect point-blank:

“The next time we meet — all I ask is that you please give me an answer to either a:

YES, you’d like to move forward.


NO, it’s not a good fit.

Either a yes or no is fine and I will respect your decision. My only goal is to do what’s best for you and your company. Does that sound fair?”

By asking this simple question you can instantly clarify your customer’s true level of interest. And you’ll be able to focus your attention on the prospect that truly desires the sales relationship to continue.

Get commitment upfront, so you can move things along (or move them off your list) and close more sales.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).