How Many Times Have You Stopped at the Beginning of the Sales Cycle?

If you don't get any other information from the prospect, find out where their mind set is. A lot of times we jump to the conclusion that a prospect is at a certain place in the cycle because we never ask them. If some one says they have decided i have to do something, and i've decided to do it now, all i'm trying to figure out is, do i do it with company a, b or c? That's a whole lot different than a prospect saying, you non what? I don't know if i need this yet, i'm just exploring. So i like this idea of being clear where the prospect is as you begin with them, and that