Wouldn’t it be nice if your potential clients – prospects – told you the truth?
It’d sure save a lot of wasted time, energy and mind-space if they said what they meant, instead of keeping you on the hook.
Imagine if instead of “That’s great. Let me have a think and get back to you”, they owned up and said:
1: I don’t think I can do this
2: I don’t believe this’ll work for me
3: I’m not ready to be successful yet
4: It’s comfortable playing small right here
5: This is who I am, and change is too scary
But they don’t and they probably won’t.
Not until you ask better questions, of course.