A major frustration for salespeople is dealing with prospects that can’t seem to make a decision. Perhaps the biggest of those frustrations is struggling with prospects who indicate the desire to make a decision (and to do so by a certain date), but when the date rolls around, they invariably need more time. How many times have prospects told you, “I need more time to make a decision”? Too many? In those situations, it’s easy to blame the prospect for being indecisive, uncommitted, and a procrastinator. But, does the prospect deserve all of the blame? Shouldn’t some of it fall on your shoulders? Perhaps, the major share?