You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.
Considering that prospects are already wary of salespeople, a rep’s credibility is vital to making deals. If a rep missteps and loses that credibility, chances are the prospect won’t hesitate to move on.
By the negotiation phase of the sales process, you and the prospect both have a common goal: A sale! But, just because the prospect is buying from you, doesn’t mean you are at his or her mercy.