Our seller says: It is difficult to get a sale when the client doesn’t know what they want.

Answer: Be careful not to waste your time on ‘maybe one day’ prospects. Find prospects who know what they want.

Or better… create a series of questions (as taught at Selling With Confidence) that will quickly identfy whether this prospect has potential for you – and whether you can help them.

Some prospects don’t know what they want because the buying situation is new. Or they aren’t sure how to make a decision. Or they don’t know what options are available.

These prospects may be good clients if they are ready to make  decision.

But many other prospects don’t know what they want because they are indecisive. Or they really just want to ‘look’ not to ‘buy’.

It’s OK to be nice to people and to help them out by providing answers and information. That is part of selling.

But make sure you aren’t wasting time on prospects who will never buy.