Bert’s major frustration was dealing with prospects who couldn’t seem to make a decision.
During a weekly coaching session, he told his manager, Elaine, that one of his biggest difficulties was dealing with prospects who indicated the desire to make a decision, and who pledged to do so by a certain date. When the date rolls around, though, they invariably needed more time. “They’re driving me crazy,” Bert said.
Elaine asked: “Bert, are they driving you crazy? Or are you?”