So often, towards the end of the year in the final quarter, 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 pay for the new technology solution he needs with this year's budget.
You tell Bob he can defer his payments 90 days or into next year and still get the new solution he needs
You do the happy dance when you win more sales this quarter.