Most prospects communicate as my baby girl does.

Zara turned nine months today, but she still has only one mode of communication when she wants something – crying.

Having spent quality time with her (day and night), I can distinguish her needs based on:

1. The tone of her crying
2. The time of day or night
3. What happened in the preceding hours

Even though she cries for all her needs, these nuances help me differentiate her need to be:

1. Fed
2. Held
3. Burped
4. Hugged
5. Changed
6. Played with
7. Rocked to sleep
8. Around us than alone

Most prospects are the same. They might have many reasons for not buying our offering or engaging further, such as:

1. Not the right time
2. Not the right price
3. Not a good fit to work with us
4. Need to know more information
5. Need to think it over a lot more
6. Need to be reassured more
7. Need to compare us with other alternatives
8. Decision-making process duration

But instead of telling us the actual reason, prospects might just not respond. 

What you see might be inaction, indifference, or plain ignorance of your messages and follow-up.

But what they really want could be something else. 

And where they’re stuck could be somewhere else.