The Harvard Business Review ran an excellent article by marketing researchers Matthew Dixon and Ted McKenna about, what they believe is the #1 impediment to closing sales—and it’s not getting past the prospect’s status quo—which is what most sales people tend to think. Rather it’s the prospect’s indecision. In the article, they make a strong case, which goes something like this: · Research by the authors and others shows that indecision has a more powerful grip on the