Nobody is more eloquent than someone trying to explain why they're broke.
In this monologue, David Molina discusses the deceptive behaviors of sales prospects, arguing that while they may not be outright liars, they are often dishonest. He shares anecdotes about a client who repeatedly changes the intended start date for a service, illustrating how prospects make vague or shifting commitments. Molina introduces the term “prospectees” to describe prospects who speak without fully understanding what to say, leading to nonsensical or evasive language. He catalogs common excuses such as claiming they are “not liquid” (i.e., lacking cash) and more creative rationales like being in the “famine” phase of a business’s feast‑and‑famine cycle. The overall tone is conversational and critical, highlighting the challenges salespeople face when navigating these ambiguous signals.
