On a list of the "Top 10 Things Salespeople Don't Want to Hear from Customers," few rank as high as "We'll need some time to think about it."rnThis empty phrase signals a host of potential problems for salespeople: additional meetings, more people getting involved, requests for detail and information that raises the potential for more questions-all barriers to finally winning the deal. These frustrating and costly delays lengthen the sales cycle, put the opportunity at risk, permit competitors to get a foothold, increase direct sales expenses and allow other valuable opportunities to be left unattended and slip away.
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