While it appears to be an opportunity to start a new deal, there’s lots going on in the background —especially if you’re in a nuanced, expertise business.
It also means:
- I’m shopping for a price.
- I’m doing the assessment by myself.
- I’m already comparing other options.
- I’m checking features.
It also means your prospect has the upper hand. Your negotiation power is low and hope is more of your “strategy”.
There’s a simple fix though.
- Qualify your prospect.
- See if they’re the right ones for your offering.
- Know where you stand.
- Know what they’re *really* after.
It all starts with a conversation.