Matt Ryder explains why "sounds good" from a prospect usually means no. Sales reps mistake this polite response for agreement, missing hidden objections that kill deals. You need a structured approach to surface what they're really thinking.
If your prospect is saying like, yeah, it sounds good, send it over, then there's a good chance the deal is already dead. Like most reps hear that and they have relief, like they think they made a sale because like that feels good for their ego. But it sounds good is often just a polite way of saying no, I'm not actually sold yet. So you need to stop treating it like a yes and start treating it like a signal. It means that like there's an unspoken objection and the most difficult objection to overcome is the one that you actually don't get. There are so many people who are trying desperately to construct a pitch and a close that actually avoids objections, whereas in reality there's always going to be an objection. There's something, there's some sort of concern. If you don't have a structure that brings the concern to the surface, then you're going to constantly be getting these like nice polite platitudes that actually do nothing but stop you from getting a sale. So if you accept "sounds good," you're choosing a maybe over money.
