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Prospects Who Can't or Won't Say No | Top Secrets
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Because those are really the two best answers. Those are the answers that allow everyone to move forward one way or another. When people just don’t respond or they can’t or won’t say no, they can’t bring themselves to say no, but they can’t bring themselves to say yes. Then where do you go with that? “Right? You’re scheduling out appointment after appointment. And I think at that point, it’s really important for us to understand what is causing that delay. What’s going to happen between now and two weeks from now that’s going to change the situation.” And sometimes you do that. And then it’s like, “oh, well now it’s going to be another month or two.” And they keep putting it out. And at some point you have to determine whether or not what they’re saying is even viable anymore, or if they just can’t say no, won’t say no, have no idea of what their cashflow is actually like.