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I usually ask a question such as, "What else do you need before you make a decision?"
Or, if I think the other person wants to get started but is anxious about taking action, I'll ask, "When do you want to get started?" If he or she replies that they are not ready to get started then that is valuable feedback for me and I can ask the first question. Otherwise, they'll usually reply, "Right now" or "On Friday," etc.
Mark
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