Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle the Prospect Who Keeps Changing Their Buying Criteria
Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a set of requirements, and suddenly they add a new must-have feature that your product doesn't have. In this episode of Sales Leadership, Lucas and Luna break down a specific playbook for handling the 'moving target' prospect. Using a real case from a mid-market SaaS company that lost a $400,000 deal only to win it back six months later, they walk through the three-step framework: pause, re-qualify, and re-anchor. Lucas explains why the first instinct — to immediately…
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