Posts Tagged ‘Momentum’

Why Doesn’t a Qualified Prospect Buy Now? It is not uncommon for a thoroughly qualified prospect to stall on making a buying decision after he has heard a perfectly delivered feature, advantage and benefit presentation on a correctly priced product/service that is exactly what he wants/needs.  Read on and find out why? Often after a prospect has heard a presentation and has been asked to buy, he puts up some resistance to buying at that time.  Very often what he says has a tendency to cause the salesperson to lose momentum and ultimately bring the sales process to a halt.  ...