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For example, you are running a trial phase for a new product. The client is offered a two months free trial, in order to convince himself and his management that your services are genuine. BUT, after the trial phase comes to an end, and the deal has to be closed, he keeps brining new issues on the table. He does not to cancel the trial, but avoids to sign the contract.
Never is a good time to be more aggressive in order to close a deal, most of the time more customer's questions mean, that your are more close to conclude the deal, the secret are in yours answer.
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