Most business owners think rejection is the worst part of selling.
But it’s not the clean “no” that hurts most. It’s the long silence, the client who says they’ll “think about it”, the follow-ups that drag on for weeks without ever reaching a decision, ...
You know the pattern. You follow up once. Then again. Then you start to wonder if you’re pestering... They haven’t said no, but they also haven’t said yes, and the longer it drags on, the more it drains your time, energy, and focus.
Indecision costs more than rejection.
It drains time, because you keep circling back.
It drains energy, because you replay the conversation in your head.
It stalls growth, because the space you hold for “maybe” could have been filled by a “yes”.
The good news is, indecision isn’t inevitable. There are ways to help clients move forward without pushing them.
Here are three places to start:
- End every conversation with a clear next step.
Not “I’ll send this over and you can get back to me”. Define what happens next and when. Even if the answer is no, at least it’s a decision. - Give decisions a time frame.
Not a deadline that feels pressured, but a simple frame like, “If we start this month, you’ll have results by…” helps clients connect the dots between acting now and getting what they want sooner. - Show the cost of waiting.
Not in a scare tactic way, but in a practical one. What will staying the same cost them in time, energy, or missed opportunities? When the difference is visible, action feels safer than staying stuck.
Indecision fades when the path feels simple and the stakes are clear.
Because in business, it’s not the “no” that drains you. It’s the never-ending maybe.
Your turn: When was the last time a “maybe” drained more from your business than a “no” and what could you have done differently?