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:
Step 1:
You Meet No Budget Bob
Step 2:
Bob tells you that he can't buy the new telephone solution he needs with this years budget.
Step 3:
You tell Bob he can defer his payments into next year and still get the new solution he needs.
Step 4:
You do the happy dance when you win more sales this quarter.
