Never again accept a stall or put off from your prospect.
That’s a courage issue.
Have the courage to tell people
“That’s not acceptable. If you need more information to make a decision, I’ll be glad to give you more information. But you can’t think it over.”
Now, you can’t say that to them after you’ve given them a presentation and they want to think it over. Because then it becomes adversarial.
You have to defuse that bomb before it goes off by having the conversation
“If I give you a presentation, there are three things that you can do.
You can tell me yes.
You can tell me no.
But you can’t tell me you want to think it over.”