The fact is, most prospects are not ready to buy at all.
I have counseled with and taught these skills to hundreds of people seeking ways of becoming more outgoing and assertive, more confident, and more able to develop close relationships with others-especially others in romantic situations.
At Fileboard we often talk about the sales follow-up process in terms of dating.
Because everyone has experience with dating, thinking about sales and sales follow-up in this way can greatly improve your results.
However, more interestingly, if you extend the analogy, your method or technique for finding partners both when you are dating and selling is significantly impacted by your intended outcome.
If you are looking for a lot of superficial relationships, then fishing in a big pond, generating lots of leads and playing the numbers game is a good idea.