A seemingly “hot prospect” asks you a question that seems to signal interest in
working with you. (For example: “How strict are you with quantity discounts?”) You’ve
been taught to respond immediately to “buying signals,” and you’re sure you just got
one. So you answer the question – at length and with sufficient thoroughness to
resolve all past, present, or future ambiguity on the subject. Your contact nods and
smiles. Then, for some mysterious reason, your “hot prospect” disengages.