So often, towards the end of the year, budgets begin to dry up. Thus, making it difficult to make sales happen. But, in case you did not know, 90-day deferral can counter that excuse and help account executives and solution sales professionals get in some great year-end sales. So how does it work? Often it is just as simple as these 4 steps:
You Meet No Budget Bob
Bob tells you that he can't buy the new telephone solution he needs with this years budget.
You tell Bob he can defer his payments into next year and still get the new solution he needs.
You do the happy dance when you win more sales this quarter.