- We’re still thinking it over…
- Can we get another demo?
- We need another referral…
- Send a similar case study to our situation
It’s tempting to provide more info…
But if this is “indecision,” try this:
Be a decision coach…e.g.,
“It seems like you’re still considering the value, am I reading you right?”
Yeah, that’s right…
“Got it. Typically, the best move at this point is to do x, how does that sound to you?”
Their answer will determine your next move…
Hat tip to The Jolt Effect