When someone whom you thought was a great prospect then goes silent on you, that's the sign of a problem you could have avoided. It's actually the same problem that occurs when you take an easy order from someone who just volunteers to buy quickly.

It's not knowing WHY someone might, will, or does buy. In the former case, the result is evident. No sale. When they do buy, we potentially miss out on many more sales, and opportunities to help the customer.

You'll hear what to do in both situations, with specific messaging and questions to use.