I sell, rent and repair medical equipment, so my customers are almost always in a vulnerable position when they come to me. We don't necessarily rely on reports to signal readiness. Our customers have experienced a medical emergency, are post-op, or are supporting a loved one who is recovering. I also have many customers who are just dealing with natural diminished mobility as a result of the aging process. Regardless, their cue to complete a sales or rental transaction is often precipitated by a stressful situation. As a result, we educate about options, and inquire about details that the customer might not have thought of so they are not making unclear decisions under duress. We try to make our transactions as streamlined as possible since our customers are often dealing with chaos. We know they are ready to take the next step when they express trust in our process, and knowledge, and have signed the itemized written quote that we have submitted to them. Much of our equipment (for sale) is not returnable, so clear, explicit communication and working to find the right solution at the beginning is key!