The last words a salesperson wants to hear are “I need to think this over,” or “I think I will sleep on this,” or “Send me some references,” etc. These stalls from prospects are all too common and are absolutely worthless to the sales professional. In fact, they become a liability to the salesperson that takes them. The salesperson develops a case of the hope-a-hope-a’s believing there is still a chance to sell something and so they chases the prospect that didn’t have the guts to tell the salesperson the truth that he/she is not interested. Days, weeks, maybe even months are wasted by the salesperson chasing an opportunity that never was. This sales behavior is real, because I used to waste my time chasing maybe’s over and over again.