Recently I noticed a growing trend in the business world that has me perturbed. People are no longer telling you “No”, they just tell you “Later”.

Has it become politically incorrect to say “No” to someone?  What memo did I miss where this practice became acceptable? Do we no longer respect black and white decision making but instead have chosen to string people along indefinitely wasting precious time and resources?

Look, I will be the first to admit that an organizations success can rest squarely on it’s ability to convince potential clients that they need and/or want what they are offering. I also understand that this is not a perfect world and not everyone is going to make a decision the first time you meet.

But C’mon!!

We are not talking about people who are still in the decision making process.  I am talking about people who have made the decision to buy, see the value in what you are offering, have agreed they need or want what you have and money is not the issue.   And yes before you ask, they are the decision maker.

But yet they refuse to pull the trigger.  Do any of these new “No’s” ring a bell:

1. After the 1st of the year.
2. Once we get into our new budget.
3. We have to finish up this current project.
4. When I get back from vacation.
5. After I hire someone.
6. Once we use up the current version of what we have.
7. We are moving.
8. The markets down, we’ll have to wait till sales pick up again. (this one blows my mind)

Are these legitimate delays or are they just veiled attempts at not having to say “No”?  They may be legitimate…if used once…but if a potential client keeps putting you off then there is something greater at work here.

Something has changed since they originally agreed with you to move forward and now they are not willing to tell you that they changed their mind. And here’s the rub, these aren’t the people who now won’t return or take your call. They don’t ignore your email or your requests to meet. They let you in time and time again only to delay the project once more. It used to be that you could spot these time wasters a mile away because they were the exception not the rule.  Now it is becoming more prevalent and a normal course of business.  And if you are a sales organization…it could be the kiss of death.

Next time…”So how do you combat these non-naysayers? If you spend more time trying to re-convince prospects that were already there then you have to make them feel their own pain…”