Here are some important signals to watch out for when chasing a prospect.
1. The prospect says that he or she is interested but has more pressing priorities to meet; or simply can't afford your service / product at present.
If a prospect is this sincere with you then you should see the situation as an excellent opportunity to build a mutually beneficial relationship. Forget about the sale for a few weeks and look for ways in which you can add value at no cost; thereby cementing trust.
2. Prospect keeps asking you to call next week.
Do this for a few weeks, but if it continues for more than three weeks then give it a rest for a month. A month is usually a long enough period for a prospect's situation to change. If after one month you try again and the prospect says the same thing then you're most probably being given the run-around. Stop, and focus your time and energy elsewhere.
