Remember it’s just a game and many times a game of chicken.  Whoever takes control of the process will dictate the pace of the process so the objective is to take control of the process.

I was speaking to someone this week who asked for 3-6 months of trial access…First of all, you have to be out of your mind or have no confidence in what you are selling to even consider a trial that long.  I said 1 week is normal and that should be enough to see the value of the service – that establishes a new benchmark and a much shorter process – if we need to extend the trial we can but there has to be a good reason to do so.

It sounds easy, but when you are trying to close business you are inclined to bend and give the potential buyer whatever they want….don’t feel bad, we all do this but as I say often; remember it’s a game and a 2 way street and your counterpart needs a solution and you have the answer so don’t give in so easily.

Confidence is the name of the game!  Buyers can smell confidence and are attracted to your passion so stay in control.

Have fun with this wonderful game of sales.

Brick