REALITY: If there's a need, if there's an ability to buy, if there's not a hidden agenda (existing relationship, friend in the business, not the real decider) -- then the person who hesitates is doing so for one of the following reasons ... 1. Cold feet 2. Their "gut" says no 3. Fear of the unknown 4. Not enough information 4.5 Lack of confidence or trust in salesperson, company, or product. In short -- the potential risk of purchase outweighs the reward of ownership.
