If the prospect responds 'We would do business with you for sure,' what should you do?

• A. Cancel meeting.
• B. Do not commit time and resources.
• C. Travel and perform the demo.
• D. Ask for references.

Answer: (C)

When a prospect says they would do business with you for sure, use that momentum to move forward with a concrete next step: a live demonstration tailored to their situation. Arranging and delivering the demo, and even traveling to their location if feasible, shows you’re invested in solving their exact needs, lets them see the real value in their own context, and brings the key decision-makers into the evaluation. This accelerates the decision and reduces uncertainty by turning their strong interest into a tangible experience.

Canceling would squander the momentum, and delaying time or resources would stall the sale. Asking for references is useful later, once there’s been a solid demonstration of value, but it doesn’t capitalize on the clear commitment they’ve already expressed.