I just finished an interview with the great folks at EyesOnSales. Their lead editor, Leah Rust, talked with me about the sales prospecting process and how to deal with sales prospects that never seem to make a decision during the selling process. Of course, we’d all prefer sales prospects to say “yes,” but at least when they say “no,” we can move on. Sales prospecting closure, so to speak. The interview is entitled, How to Get the Stuck Sale Moving — the podcast is available at the EOS website.

Fence-sitters and dead-enders can take up inordinate amounts of your sales prospecting time and energy, often with little to show at the end. A big problem is — some of your best customers may also be slow to decide — especially in the early stages of the customer relationship. How do you differenciate?