Sales Qualification Questions

The sales person walked the prospect through a series of questions. The prospect cooperated fully and expressed that the problem was real, and was affecting revenues. The sales person then asked? 

"Is doing nothing an option?"

Many projects, in small, medium businesses, hit a wall and never start. The coach or internal sponsor may leave or move on to another proejct or executive sponsorship dries up or never rises to pull the project over the line. The option of doing nothing is real and needs to be explored. 

If the response is muted, look out. Look out because the project lacks key drivers to get done.