This is probably the most common question and challenge I get from salespeople, and believe me, I've been there myself.  In fact, most of us continue to  deal with this situation on a regular basis.

This theme was raised in this weeks newsletter from Frank Rumbauskas of nevercoldcall.com fame.

This art of procrastination was also mentioned by others is recent podcasts. Our Sharon Drew Morgan podcast covered unique selling strategies that helps the buyer buy. The Mimeo executives' story last week about spending a fortune marketing a stunning new service, with virtually no takers, until they changed their sales strategy.

Here, it seems the challenge for salespeople goes beyond selling skills. It's first and foremost about gaining trust, then assisting the buying process associated with any change in product, service or vendor.

Often though, as Frank points out, in large organisations it may just mean you've not identified the real decision-maker and you're wasting your time with the wrong person...

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