There is a common trait among inquirers: they lie. They most often lie about not having an immediate need. Their untruth is based on self-interest to avoid being hounded and that is fair. But the lie allows a real prospect to hide and it allows sluggish in-experienced salespeople to not properly qualify or even follow-up.
In this SLMA radio program Ben Sardella from Datnyse tell us how to use science to develop qualified leads. This aids in avoiding lies and hesitant sales people.
Ben also answers the question: What are the three things that have made you a success!