Pocket Sized Pep Talks

The Polite Prospect Syndrome

Episode Summary

Isn’t it great when a prospect smiles, nods, and seems to love everything you’re saying? Be careful; that pleasant conversation may not be the good news you think it is. Sometimes, politeness masks hesitation, and that can create some misreads that are significant. In this quick, five-minute Pocket Sized Pep Talk, I’ll show you how to spot the warning signs of what I call, “The Polite Prospect Syndrome,” and share a few trial-close questions that can help you separate real interest from empty courtesy.

Episode Notes

In this Pocket Sized Pep Talk, you’ll learn:

• Why polite prospects can be some of the toughest to sell to.
• How to recognize when “That sounds great!” really means “I’m not interested.”
• The specific questions that help you uncover real commitment, and save yourself wasted time.

Don’t mistake niceness for progress. The right questions can turn politeness into clarity, and help you move on from prospects who were never really prospects at all.