Sales people are taught to close as early as they can. They are also pressurised by management (especially in quoted companies) to hit quarterly figures as well as an annual target.
Prospects know that.
That’s why they’ll delay an order if they see you pushing to close it. Or it’s near your quarter or year-end. They know that a little stalling can yield a big discount.
Try to resist the pressure to close fast or now.
You’ll close at higher values if you can ignore the stalling.
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