Moments of truth - those times when the future hinges on what happens next. Some are big, like a marriage proposal, while some are small, like certain questions in a sales call. The one thing I know for sure is that in the current economic environment, you can't waste a single moment of truth in your business.
Inexperienced sales people sometimes won't ask a question because they are afraid of the answer. If a prospect says "No, I am not going to make a decision this week/month/year," the sales person has to either follow up to understand why (and see if there is an opening to provide more info) or accept the answer and move on to someone else. Either way, it means more work for the sales person.
But don't you want to know where you stand? I know I do. That way I have a realistic pipeline and forecast rather than a hopeful one. Ask the question. Get the understanding. Find out where you really stand and what is really going on with your prospects. Time is the only part of your sales process that is truly in your control. And in today's new business reality, you need that time to find prospects and customers that really have a need that they want fulfilled. Don't waste your time. Don't waste a moment of truth.
What do you think? Let me know your thoughts on time wasters and moments of truth.