During the sales presentation, and immediately after, disagreements between decision makers can surface due to differences in opinion on what is important, different interpretations of the criteria, and different impressions of the various suppliers who made presentations.
The more decision makers who are involved in the sale, the more difficult it is for them to all agree, especially in business to business selling.
If you have been with the decision-making team throughout their buying process, I hope you helped them agree on the definition of the buying criteria.
