By Jeff Thull
On a list of the "Top 10 Things Business Developers Don't Want to Hear from Prospects," few rank as high as, "We'll need some time to think about it." For the business developer, this phrase signals a host of potential barriers to winning a deal: additional meetings, more people getting involved, requests for further detail and information, which prompt further questions, and more.
These frustrating and costly delays lengthen the sales cycle, put the sale at risk, permit competitors to gain a foothold, increase direct sales expenses, and deprive other opportunities of needed attention.
Given these costs, why does this continue to happen? Why do prospects seem to deliberately drag out their decisions? After all, it appears more logical for a buyer to quickly solve their problem as soon as a good solution is found.
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