Why Indecisive Prospects Are Costing You Sales—And What to Do About It
Juanita was three months into her first sales role—and already feeling the pressure. Her closing ratio was the lowest on the team, and she was falling far behind her monthly quota. So, she did what many reps hesitate to do: she asked her manager, Cliff, for help.
After a productive 40-minute coaching session, Cliff presented her with one final challenge:
“What are you doing right now to clarify a prospect’s vague or indecisive response?”
Juanita paused. “What do you mean?” she asked.
Cliff explained, “Let’s say you ask a prospect if they’re planning to move forward this week, and they reply with something like, ‘I’m feeling pretty good about this.’ That sounds promising—but it’s not actually a commitment. So what do you do in that moment to find out what they really mean?”
After some reflection, Juanita admitted: “Honestly, I’ve been taking those kinds of answers at face value. I thought they were good signs—but now I’m not so sure.”
That moment was a turning point. Together, they spent the next half hour discussing one of the most underutilized but powerful sales techniques: reversing.
How to Clarify Vague Prospect Responses
Buyers often use noncommittal language—sometimes unconsciously—to avoid making a decision. Phrases like:
“We’ll probably be ready by the end of the month.”
“Funding isn’t a problem.”
“There’s a good chance we’ll move forward.”
These sound positive, but they’re intentionally vague. They let prospects stay in the comfort zone without committing. That’s where reversing comes in.
What Is Reversing in Sales?
David Sandler coined the term “reversing” to describe a technique where the salesperson responds to unclear prospect statements with thoughtful questions—flipping the conversation to clarify intent.
By reversing, you move from assumption to understanding. You replace wishful thinking with clear next steps. And most importantly—you avoid wasting time chasing “maybe” deals that never close.
Examples of Reversing in Sales Conversations
Let’s look at how a salesperson might use reversing in real scenarios:
Prospect: “We’ll be making our decision very soon.”
Salesperson: “Thanks for letting me know. When you say ‘very soon,’ could you be more specific—are we talking days or weeks?”
Prospect: “Funding isn’t a problem.”
Salesperson: “Got it. Just to clarify, when you say ‘not a problem,’ does that mean the funds are already allocated?”
Prospect: “We’re inclined to go with your solution this quarter.”
Salesperson: “I appreciate you sharing that. Can I ask—when you say ‘inclined,’ how close are we to a final decision?”
Why Reversing Works
Vague responses aren't rejections—but they aren’t green lights either. When left unchallenged, they lead salespeople down dead-end paths filled with false hope.
By using reversing as a closing technique, you:
Identify real intent
Uncover hidden objections
Accelerate the sales cycle
Improve forecast accuracy
Build mutual trust and clarity
In Juanita’s case, once she started using reversing consistently, her closing numbers dramatically improved—in just 30 days.
Final Thoughts: Don’t Assume—Ask
If you’re tired of vague maybes and stalled deals, it’s time to strengthen your questioning skills. Stop accepting unclear answers as progress. Instead, reframe indecision as an opportunity to engage, clarify, and move forward.
Let’s Talk—No Pressure, No Pitch
Want to help your sales team gain confidence with conversations like these?
We’d love to explore what that could look like in a stress-free, no-obligation conversation.
👉 Contact us today and let’s start a conversation that brings clarity—to your team and your pipeline.
