If you sense a competitor is likely to win a sale, an option you can use is to persuade your customer to delay their decision. Usually the “hook” you need to delay the decision is to plant seeds of doubt about the future. For customers, a common mistake made during a buying process is focusing in the present. Customers have evaluated solutions to determine which solution is the best option today, but often haven’t considered the future and how their needs may be different 6 to 12 months from now.
