Pressure on prospects in the sales process, whether intended by the salesperson or not, is a leading source of stalling. After a meeting, a prospect may not want to say yes, but he may feel pressured not to say no - so instead, he'll say nothing. If salespeople remove that pressure when prospecting new business, and make it okay to say yes or no, one way or the other they will get resolution to deals. And that's better than wasting time.
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