So one of the things that salespeople are very vulnerable to is when somebody says, you know, sounds good. Let me think it over. Let me think about it. Call me in a few months, call me after my vacation, send me some information. All of those things that have to do with thinking it over as opposed to getting a next step, a close or a next step either way. And the next step has to be solid. Sales people are very, very vulnerable to this because they don't want to push too hard. They don't want to upset the person. Well, if the person serious, you're not going to upset them if you say, look, everything you've said today makes perfect sense. Why don't we make this our next step, blah, blah, blah, whatever that is. Does that make sense to you? OK, let's open up our calendar and find a time that we can get to that point and we can do a little homework and and deep dig this a little deeper. You know, something along that line. If they don't know how to do that, that's a problem. So vulnerable to thinking it over is an issue and a big one because you may have a lot of prospects in their sales funnel, but nothing's moving to the bottom. Because everybody's thinking about it.
