Sales Insight #889: Five MORE Phrases Prospects Use to Kill Your Sale

In my last newsletter, Five Phrases Prospects Use to Kill Your Sale, I showed you what’s really happening when your prospect says:

1. “I can’t afford it.”
2. “I need to think about it.”
3. “Let me talk to my partner.”
4. “This isn’t a priority right now.”
5. “We’re going to wait until things calm down.”

Each phrase sounds like a decision. It isn’t. It’s fear trying to sound logical.

If you accept those words at face value, argue with them, or retreat because you’re afraid of looking pushy, you help your prospect escape before the real conversation begins.

If you haven’t read that newsletter yet, stop here and read it first. You’ll find it in the previous edition of Selling When You Hate Selling. Then come back. These two newsletters belong together.

This week, I’m tackling five more phrases prospects use to kill your sale.

These are even sneakier because they don’t sound like objections. They sound like perfectly reasonable requests.

Your prospect wants distance, control, and relief from the possibility that you’ll push them. If you blindly give them what they ask for, the conversation ends without either of you admitting it ended. If you corner them or demand a commitment, you confirm every rotten thing they believe about salespeople.

So don’t do either.

Slow down. Respect their control. Then ask one question that turns their polite exit into an honest conversation.

Here are five more phrases prospects use to kill your sale—and exactly what you need to say when you hear them.

1. When Your Prospect Says… “Send Me Some Information”

Your prospect isn’t asking for information. They’re asking for a graceful way to end the conversation without saying no.

So you agree to send a brochure, a case study, a price sheet, a testimonial video, or a PDF. They promise to look everything over. Neither of you believes that’s going to happen, but at least the uncomfortable moment is over.

Congratulations. You’ve both escaped, and nobody moved an inch.

Don’t respond with, “If I send it, are you ready to buy today?” They asked for safety, and you answered with pressure. Now they know they were right to get away from you.

Say this:

“I’m happy to send it. To make sure it’s useful, what two or three questions do you want the information to answer?”

Then ask:

“Are you looking for proof, pricing, process, or examples?”

Now you know what they’re uncertain about. Send only what helps them resolve it. If they can’t tell you what they need the information to answer, they don’t need information. They need permission to say no.

Give it to them.

2. When Your Prospect Says… “I Don’t Want to Waste Your Time”

This means, “I’m worried you’ll push me, and then I’ll have to fight my way out of this conversation.”

Your prospect doesn’t trust you to accept their uncertainty. They’re trying to protect both of you from a sales conversation they don’t know how to leave.

Don’t answer with, “Then don’t waste my time. Are we doing this or not?” You’ve just proven their fear was justified.

You need to find out whether they’re serious about solving the problem or merely curious about what you do.

Say this:

“You’re not wasting my time. But let’s respect yours. Are you open to solving this, or are you mainly exploring right now?”

Then ask:

“On a scale of one to ten, how committed are you to changing this?”

Don’t use their answer as a weapon. If they say four, you’re not close to a sale. And no, that isn’t your cue to launch into an inspirational halftime speech.

Ask why they’re at a four. Find out what’s missing. If they’re only exploring, let them explore without pretending you have a buyer.

3. When Your Prospect Says… “We’re Already Working With Someone”

Switching providers is risky, awkward, and politically messy. Your prospect has a relationship with the person they’re working with. They don’t want to hurt their feelings, admit they made a bad decision, or gamble on someone new.

Familiar disappointment feels safer than an unfamiliar possibility.

Don’t say, “If they’re so great, why are you talking to me?” Now you’ve made the conversation combative, and your prospect has to defend the very person you want them to leave.

That’s an impressively stupid way to win their business.

Say this:

“That makes sense. What would need to be true for you to consider making a change?”

Then ask:

“What’s working well with them, and what still isn’t getting handled?”

Don’t tear down the other provider. Find the gap. If something important isn’t getting handled, you’ve found the reason for a real conversation.

If there’s no gap, there’s no sale. Be grown-up enough to accept that.

4. When Your Prospect Says… “I Need to Do More Research”

Research is where smart people hide when they want to feel productive without making a decision.

Your prospect doesn’t feel clear or confident, so they start collecting more websites, proposals, reviews, and opinions. Without knowing what matters most, more information won’t make them clearer. It’ll bury them.

Don’t tell them they’re overthinking or ask them to “just trust you.” Trust isn’t something you demand because their decision process has become inconvenient.

Make them define how they’ll decide.

Say this:

“That makes sense. What criteria will you use so the research actually leads to a decision?”

Then ask:

“What are your three most important decision factors, and where does my offer currently fall short?”

That last question takes courage because they’re going to answer it. Good. You need the answer more than you need another compliment about how wonderful your presentation was.

If you can resolve the concern, resolve it. If your offer falls short, improve it or step aside. Either way, you’ve replaced endless research with an actual decision.

5. When Your Prospect Says… “Just Email Me Your Pricing”

Your prospect wants distance and control. They don’t want to sit across from you while you react to their reaction.

Can you blame them? Nobody wants to ask for a price and get dragged into a hostage negotiation with a calendar link.

But a number without context is meaningless. Your prospect will judge what you cost before either of you has defined what they’re buying. You’ve reduced your entire offer to a number sitting alone in an email, waiting to be rejected.

Don’t refuse to share your price. That makes you look evasive. And don’t fire off a number without asking what outcome they’re trying to buy.

Say this:

“I can do that. Quick heads-up: the price only makes sense in context. Can I ask one question so I send you the right number?”

Then ask:

“What outcome are you trying to buy, and what’s it costing you not to have it?”

Your price only makes sense beside the future they want and the cost of staying where they are. Once you understand that context, send the number clearly.

Don’t make them perform seventeen circus tricks to get it.

Stop Helping Your Prospects Escape

Every one of these phrases lets both of you avoid discomfort.

Your prospect avoids saying, “I don’t trust this yet,” “I’m afraid to change,” or “I’m not serious enough to act.” You avoid the direct question because you’re afraid the answer will be no.

Then you send the information, email the price, or wait patiently while they “research.” You tell yourself you’re respecting their space while secretly hoping the decision will happen without you having to lead it.

It won’t.

Don’t chase someone who wants to leave. Don’t obediently disappear either. Hold your ground and ask the question underneath the words.

What information do they actually need? What are they afraid will happen? How will they decide? Are they solving the problem or merely exploring it?

Ask one clean question. Shut up. Listen without defending yourself.

If the answer is no, take the no with dignity.

But stop allowing polite ambiguity to impersonate a decision.

Want to Practice With Me?

If selling feels uncomfortable because you don’t want to pressure people, manipulate them, or sound like every salesy nightmare you’ve ever avoided, join me for the free weekly Selling Authentically Roundtable.

We practice how to lead sales conversations with courage, honesty, humor, and actual humanity.

Join here: https://gordon.coach/roundtable