B2B Sales Part 5: How to Handle a Prospect’s “Just Browsing” and Close The Deal Fast

Ever had a prospect say, “No real problems here…just curious what you do”?

That’s where most sales calls fall apart.

In this final episode of the 5-part B2B Sales Training Series, we walk you through Full Circle Questioning—a 4-step framework designed to turn vague, surface-level responses into real, actionable problems and clear goals you can actually sell to.

You’ll learn how to navigate conversations when prospects are unclear, resistant, or “just browsing,” and how to bring the discussion full circle so that they tell you exactly what needs to change.

Whether you're selling to high-growth companies, impact-driven founders, or skeptical execs, this episode will give you a plug-and-play approach to move deals forward, even when there’s no obvious problem upfront.

Keypoints & Chapter Markers:

00:00 – Intro: What to do when a prospect gives vague answers
01:29 – The 4 Steps
09:37 – When to use Full Circle to dig into the real issue
10:28 – Why clarity of the problem = clarity in closing

New here? Start with Part 1 to MASTER the techniques of B2B Sales.

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About The Hosts:

• Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy: Instagram

About PEMA.io:

• PEMA.io is a Inc 5000 Outbound Marketing Agency specializing in Enterprise Sales & Appointment Setting. With over 7-years and 1,000+ clients served in the industry, PEMA is the leading agency for cold outreach appointments & systems. Learn more about PEMA.io here: www.pema.io/discover