Not Yet.

Any type of sales and business development in the association space requires a long-term perspective.  Associations don't tend to change readily - maybe because of its governance, lack of liquid capital or other factors.  That is the way this business is, so I have tried to remember even a lost sale is a "not yet" in my book. 

Your prospect requires a commitment of funds, a problem to fix, timing, and other factors.  A heckuva lot of "alignment" is required to get the deal moving.  That is why a "not yet" perspective can always help.

Sales guru Jeffrey Gitomer agrees in this recent article.