The 3 Commitments Every Prospect Should Make Before You Waste Another Minute

Some prospects are polite. They show up to your meeting, nod along, ask a few questions… and disappear.

You follow up. You wait. You wonder if they were ever serious.

In Conversations Made Easy, we call these “false starts.” They feel like momentum, but they’re just movement without meaning. And the fix? It’s not better pitches or clever closers, it’s early commitments.

The Rule: No Commitment, No Opportunity

Before you spend another hour building a proposal, doing research, or “checking back next week,” ask yourself:

Have they committed to anything? 

Because if they haven’t, even something small, they’re not really in.

Chris Jennings teaches that three commitments signal a real opportunity. Get these early, or risk chasing ghosts.

1.

Commitment of Time

Time is the first currency of seriousness.

If a prospect isn’t willing to put time on the calendar, they’re not going to put money on the table. Period.

Try this:

“If this looks like a fit, would you be open to blocking time for a follow-up next week?”

“Would it be helpful to walk your team through this together on a quick call?”

If they won’t give you time, stop assuming the deal is real.

2.

Commitment of Funding Conversation

We’re not talking about getting credit card numbers on the first call. But you do need to gauge financial reality.

Here’s how Chris frames it in the course:

“If we solve this, are you in a position to fund a solution like this within the next 30-60 days?”

Simple. Direct. Respectful.

It opens the door without pressure, and closes the door on tire-kickers.

3.

Commitment of Resources

A real deal often involves more than one decision-maker. If your contact isn’t willing to bring others in, you’re likely stuck.

Say this:

“Who else needs to be involved so we’re not missing anything important?”

“Would it be okay if we brought [relevant stakeholder] into the next conversation?”

If they dodge or delay, they might not have the pull—or the intent—to move forward.

Why These Commitments Matter

When a prospect makes even small commitments, you learn:

• They’re paying attention

• They’re prioritizing the problem

• They’re open to your leadership

When they don’t? You’re probably the third vendor they’ve talked to this month, and nothing’s changing.

That’s why Chris calls these “low-risk, easy-to-agree moments of truth.” They tell you if you’re chasing opportunity, or wasting effort.

The Bottom Line

Prospects who won’t commit to time, funding, or collaboration don’t need your proposal. They need space. Let them go.

And spend your energy where it counts.

Inside Conversations Made Easy, you’ll learn how to spot a real opportunity faster, ask better questions, and lead with confidence—without wasting time on deals that never had a chance.

Ready to stop chasing and start closing?

Enroll in Conversations Made Easy today.