It’s common that prospects ask for a little time before making a decision: perhaps they want to get more information; maybe they just need time for things to sink in; or they’re simply stalling in hopes of finding a better price.

This is eminently rational consumer behavior. While you obviously stand to benefit from a quick answer in your favor, it’s important to respect the universal desire to make a smart, unrushed choice.

If you display such respect, you’ll earn valuable credibility with your prospect. If you hurry and bully them, you’ll not only compromise your personal integrity, you’ll actually end up with lower-quality clients. Yes, bullying works, but it works at too great a cost. “The people you most need to spread the word, the people who are the best partners, the most loyal customers—they blanch in the face of bullying,” writes Seth Godin. “They walk out.”

Instead of applying pressure, you're better off acknowledging their prudence and giving a brief and warm closing pitch. (“I understand the need to think about this stuff. If you have any questions, feel free to call me anytime. I’d love to work with you in the future.”)

All too often, sales people get noticeably sulky when a prospect balks at making an on-the-spot decision. This kind of passive-aggression leaves a terrible final impression.