Short excerpt from a YouTube video (Mark Evans DM) arguing that salespeople often mirror buyers' behaviors and that passing a prospect to another person (asking to set another meeting) loses momentum. Evans advocates closing or advancing the sale on the call with the decision-maker rather than deferring to another meeting.
We sell how we buy. This must be how you buy. This is not how I buy. If I call and I need something solved and I'm talking to the person that can solve it, and they're like, mark, it sounds like you're interested. I'd love to set up another time to talk to you. I'm not buying from you. I'm calling the next person to talk to them, to close me.
