What do you use to evaluate which prospects in your pipeline are truly playing ball?

How do you know if they’re engaged—or just being polite?

We’ve all been there: the opportunity feels good, the customer sounds positive, and your notes say, “They’ll definitely order soon.” But weeks later, you’re left chasing callbacks that never come and staring at a website that no one has logged into.

Before we jump into five ways to tell where you stand, let’s take a quick detour to the playground.

Think Like a Kid for a Minute

A few weeks ago, one of my new facilitators, Marcy, shared a story about her daughter, Isabella, that perfectly sums up persistence and clarity in selling.

Isabella, Marcy’s daughter, wanted a pet—and not just any pet, but a dog.

Her first ask? Twelve dogs.

When that didn’t fly, she adjusted: “Okay, how about two cats?”

Denied again, she recalibrated once more: “Then how about a rabbit?”

The jury is still out on the rabbit, but here’s what’s brilliant about Isabella: she knows how to ask, adjust, and keep the conversation alive. She doesn’t walk away wondering where she stands.

If only more salespeople did the same.

Too often, representatives leave conversations thinking they’re “in the running” without ever confirming it. The best sellers don’t guess—they qualify engagement. They know who’s playing ball and who’s just holding the bat.

Here are five ways to know exactly where you stand:

1. Am I leaving this conversation knowing exactly where I stand?

Don’t let vague comments like “We’ll order when we need something” or “I’ll get you the list” end your conversation. Follow up with confidence:

• Can you see yourself placing your next order with us?
• Are there any concerns with what we put together?
• If it were only up to you, would you start working with us?
• Am I on the right track for how we can help your office?

We don’t know exactly where we stand unless we ask!

2. Interest is demonstrated by action! Has this customer shown interest through action, as evidenced by another meeting set with you?

A Next Set Time (NST) is tangible proof of interest. You’re not hoping they’re interested—you’re asking if they will talk or meet again to move to the next step. Time kills deals. Always ask for a Next Set Time, and you’ll get an immediate report card to gauge interest.

3. Are they giving me time and information to truly understand their needs?

Customers who make time for you—whether it’s ten minutes or an hour—are signaling interest. They’re investing their attention so you can ask better questions and tailor your approach.

4. Are they sharing specifics that show real engagement?

The more tangible the information, the better: product lists, measurements, specs, employee preferences.

When a customer offers details like these, it’s a clear sign they’re evaluating your solution seriously—not just browsing.

5. Are they giving me access to others—or keeping me at arm’s length?

Access equals opportunity. If your contact invites you to meet others or mentions additional decision-makers, the door is open.

If they block you, try pivoting your question:

“Who else cares the most about this?”

By asking “Who else cares about this?” rather than only “Who else makes the decision?” you’ll uncover others who could still say no.

Sales success isn’t just about having a full pipeline—it’s about knowing which opportunities are truly in play.

Be bold enough to ask where you stand. You may not get your “twelve dogs” every time—but you’ll walk away knowing who’s all in… and who’s just trying to take a quote and compare.