Recognise blocks and stalls
Humă and Stokoe examined 159 real B2B cold calls. They distinguish blocks that resist an appointment from stalls that postpone arranging one. A request for information can therefore signal something different from an explicit refusal.
For sales practice: In coaching, classify the pattern first. For a stall, clarify a concrete next step; respect a clear refusal.
Evidence and limitations: A practice-based conversation analysis, not an experiment comparing responses. It does not establish that a particular response increases appointments.