Well, let's talk about that. Reluctance to get commitment . Even if prospects are leaning in your favor, they may not make the decision to buy unless you make it easy by inviting them to do business with you. Be prepared to ask for the sale more often. Opening statements that build resistance, not interest .
Most callers create resistance.
Introduce yourself and your organization. Get them involved in the conversation. Remember, you have to do more listening than talking. Tell them that to deliver the potential benefit you alluded to, you need to get information. I understand that your division is now looking at upgrading your finishing process on ultra-magnetic components.