How often have we put a good plan in front of a prospective customer to hear the dreaded words "I'll think it over" to be followed by the prospect disappearing, going with a competitor or dropping the project all together.

Can this be avoided?

We know the scenario all too well as we are often on the other side. In our minds we have something in front of us we want but we have our reservations. Lying is okay because it is a salesperson between us and the object of desire. We don't want to hurt the guy's feelings because we do like him -- we tell him so -- and, more so, we don't like the feeling of telling someone "No" so we tell him we'll think it over.

Check out this super quick video from a sales hero of mine, a leading Sandler trainer from Achievement Dynamics.

What if we had the balls to fish out that "No" we know is there? Wouldn't it be nice to move on? We don't like such finality and we are more guilty than the prospect for playing along with the non-truth.

I like these words "With all due respect, Mr. Prospect, in my world a think it over is 99% of the time a slow no, but still a no. No, is okay."

Is there a downside to this approach?