18/06/2026
"Not now” can be one of the most useful things your sales team hears.
Not because it is good news.
Because it tells you where the hesitation lives.
In this month’s Pulse, we look at why face-to-face sales conversations stall and what strong teams do differently.
The answer is rarely more pressure.
It is usually a tighter explanation, clearer next steps and a customer who feels in control of the decision.
What is the most common hesitation your team hears?