Here is a nice little newsletter talking about how to respond to a prospect who asks you a question that seems obscure.
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.
Click here for more: http://www.absolute.sandler.com/content/show/122873