I don’t believe this has to be as troubling as it sounds to many sales professionals. First, consider that this might just be stalls that prospects think they can use to hold you off, and secondly, remember that prospects just want your information and may never want to buy from you. The real issue here is about your probing skills and how well you can determine what kind of priority there may be for your product or service.
Try this statement and question. "Your response isn't unusual Mr. Prospect, but let me ask you this, if the economy was where it was several years ago, where would my service stand in terms of priorities?" And then, "And what happens if the economy stays soft for awhile, does your company just plan to sit still on all decisions?"
Asking tough questions during tough times is allowed. How many times can you go back and tell your manager that everything's on hold? Get to the truth and you'll stay in the game.
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