Sometimes, we as sales reps, tend to talk a client out of a sale or simply don't know when to shut up and let the client tell us precisely what they want.
Example:
The prospect never even mentions length of contract in your conversation. Somehow, the sales rep feels compelled to offer a 90 day trial period or 1 year amendment for no reason.
I have also heard sales reps offering 3 months free rental for equipment when the prospect never led us to believe that they had any concern about cost of equipment.
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