I hear your frustration John.
When I go fishing, I am also frustrated when I do not catch every fish that chooses to strike.
FWIW, a peddler only has so much time. And, many other duties beyond glad handing tire kickers. The traditional approach is to ask poignant, clarifying questions, so as to determine if the prospect (having been transformed from "lead" by virtue of their having actually contacted you) is comfortable buying soon.
If they cannot say yes to any of the qualifiers, you have your answer. For today. Maybe not for tomorrow or next week.
All that said, people that have long term successful businesses have to invest in creating future customers. When dealers K-mart their wares (ie the many on GB) they are only interested in transactions, and create no longer term value.
So, when qualifying, be careful to not be off putting. Allow for a conduit to future business. A way out without losing face. Keep a "desires list", and when those items become available, get on your e-mail lists.
It's the cultivation that takes all the time.
I do not expect to land every fish. I expect a strong ratio of strikes/hook sets.
