The more someone is interested, the lower their demands. The reverse always holds: the higher their demands, the lower their interest in the deal. When a client says all the right things but stalls on next steps, pay attention to the behavior instead of the words. Slow replies, hesitation, sudden changes to the financial parameters: these are signals, but the truth may not surface without a direct question.
“I’ve noticed you’re not getting back to me as quickly as before. Is something new on your mind?”
That one question can save weeks of chasing and keep your pipeline healthy.