When a prospect keeps delaying after saying yes, call them directly and ask: "What's really holding you back from getting the funds together so you can [desired outcome]?" The caring, off-the-record tone gets them to drop their guard and reveal what's actually blocking the deal.
Do you ever have prospects who say they were going to buy months ago but then just keep dragging it out, delaying it, and you want to know how to speed it up? Simply call them or get on Zoom or in person, whatever you sell, and simply ask them like this with this tone: Um, can I ask you something, George? Sure, go ahead, Jeremy. And this is between, you know, you and I, it's, you know, officially off the record. What's really holding you back from getting the funds together so you're able to XYZ? See, I'm associating them getting the funds or money or funding with end result they wanted. Well, really what's going on is— and they will spill the beans. Now you got to learn how to have a concerned tone, a tone that shows empathy. But the next time you want to speed that up, do that and you're going to notice your prospect lets their guard down. You got to use that concerned tone though. You're welcome.
