Summary: When we think about how to handle indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I willing to wait? How much am I willing to sacrifice in terms of my own time and my own self-esteem? Right? And it's different at different stages of life.<br> <br> I spent so much time in the past just trying to accommodate people who, ultimately, it wouldn't have made sense to accommodate in the first place. And so for me, I've recognized that it's not always a good idea to just do that.<br> <br> <br> <br> David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will be discussing indecisive prospects. Welcome back, Jay.<br> <br> <br> <br> Jay: Hey, David. Thank you so much. This is the bane of the existence of so many salespeople because you think you have somebody, they see the benefits, but they just can't seem to make up their mind and you know that you can help them.<br> <br> You know that if they would just do this, they would be on their way to a better place, but you just can't get 'em over that finish line. It's so frustrating.<br> <br> David: Yeah, Jay, you know, I was really struggling to decide if we should do a podcast on this topic. It was weighing on me and I'm thinking, should we do it? Should we not do it? And I went back and forth and I spent eight months, and then I decided, yeah, maybe we'll do it. No. That approach it's brutal and we've all dealt with it.<br> <br> The term wishy-washy comes to mind where they just can't or won't make a decision and it's frustrating. But it's also kind of unnecessary because when you're dealing with someone who really is just not able to make a decision, it's almost a disqualifier for me. And it very often becomes a disqualifier for me. Because if we've laid out our best-case scenario for why it makes sense to move forward with something we're doing or not to move forward with something that we're doing.<br> <br> If we've done that and they're still sort of going back and forth and they don't know why or they can't put their finger on it, then they're probably not a good prospect. Because the problem with indecisive prospects is they go on to become indecisive clients, which means every time you want to sell something to them, they're going to have to think about it or go away and meditate on it or whatever it is they're going to have to do.<br> <br> Meanwhile, the clock is ticking for everybody. They're not getting the result of whatever it is that they were thinking about buying from you. You're spending a lot of time chasing them. They're spending a lot of time either being chased or avoiding being chased or dodging you.<br> <br> So for me, it can become a disqualifier pretty quickly.<br> <br> Jay: Yeah, and I think you've actually kind of zeroed in on a larger recognition, and that is, are we thinking about what type of customer this is going to be while we're talking about them initially?<br> <br> Because it may not just be that they're indecisive. We may through the conversation find out this client is going to be very hard to work with because they have a bazillion questions, or they seem so demanding or whatever. I think that kind of pre-assessment in the process can be very important.<br> <br> I also think with indecisive people, you know, you have to have your steps. Have I gone through every step of the process? Have I tried every skillset that I have in the book, and they're still waffling back and forth, then you're exactly right.<br> <br> Is this somebody that I want to be working with on a daily basis? Is it worth my time? And I think the answer is probably no.<br> <br> David: Yeah. And when you listen to what people tell you, if you're having some sort of interaction with someone who's considering working with you and you're actually paying attention to what they say,
