At the end of sales meetings, do prospects keep saying, "Give me a call in a few weeks" or "I'll get back to you", but then won't return your calls? We call these 'think-it-overs'.

When a prospect decides not to decide and gives you a 'think-it-over', in whatever form that takes - the odds are they are actually saying "No". Other forms of 'think-it-overs' include; "Send me some literature", "We have other suppliers to see", "Send me a quote" etc.

Think-it-overs corrupt pipelines and the minds of salespeople. Time is wasted chasing prospects that have effectively already said 'No', instead of calling new prospects. When would you like to know that a prospect does not want to do business with you, after 6 months selling or after the first meeting?

You should use an up-front contract to set verbal contracts with their prospects. Prior to a meeting, they inform the prospect that they will be asked to make a decision at the end of the meeting, whether they wish to take discussions any further or not.

Prospects are made aware that a "no" is perfectly acceptable. By giving prospects the option to say "No", they are less inclined to disguise what they tell you with some form of 'think-it-over'. Using this approach, they rid themselves of 'think-it-over' type opportunities and in there place have well qualified, serious prospects.

Remember, a "No" is OK, but any form of think-it-over is NOT!

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