The deal is closed-or so you thought. That’s usually when the nibbling starts.
“Oh, wait I also need [fill in additional request for something free or discounted here]
That’s when you know you did something wrong. You somehow inadvertently signaled to the prospect that they left money on the table.
But, there is an easy way to combat the “nibble.” Just call it out. That’s right: hit it head on.
“Wow-it feels like you are nibbling”
The prospect will be confused and surprised – especially in this market. But then you just explain what I’m explaining here and that’s usually the end of it.
If you don’t nip it here, then prepared for toad’s wild ride later-they’ll be nibbling you for the life of your relationship and you’ll hate it.
