Sometimes, when you’re working on an opportunity, buyers hesitate. Give them a reason to move past the obstacle without diminishing the deal value. Create a few offers — we recommend three — with different value propositions, aligned to the size of the opportunity. You might offer more flexible payment terms, adjustments to contract duration, additional licenses, or “buy one, get one free” offers for another product. Choose the offer that best fits the need or size of the deal. The goal here is to hold firm on price and deliver more value.
- Opportunities above a certain dollar amount stuck in a certain stage or involving buyers who need an incentive or concession to move forward.
- Initiate follow-up sequence with best tailored offer.