The buyer who can't decide
Sixth week of talks with the MD of a food company in Surat; he keeps asking for more CVs and references.
They sayCan you send a few more references? I want to be completely sure before we go ahead.
Strong replies
Of course. Can I also tell you what I'd do in your place? I'd start with one role on the standard plan.
You don't need to decide on all six roles now. Let's do one and see how it goes.
And if the person leaves in the first 90 days, we replace them at no cost.
Why they work
A clear recommendation, a smaller first step and a guarantee reduce the fear of a wrong choice, which is what is really holding him back.
A weak reply
Sending ten more references and three more case studies. More information makes an anxious buyer more stuck.