Circumstantial evidence is defined as evidence that is presented in a civil or criminal trial that suggests a fact is true, but may not prove it directly. Again, the “fact” is suggested to be true, but it may not be proven directly.
That’s why I always say when you meet with someone for the first time, they are a Suspect not a Prospect yet.
Remember, “People seldom identify all of their needs directly.” It’s up to you to drill down and get all the facts.
You must always make sure that you are not moving forward based on circumstantial evidence. Conduct a thorough needs analysis first by asking questions and actively listening.
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