A prospective client had agreed in principle to commission XYZ company to design, build & intall a software product. A fully developed proposal had been made supported by a huge amount of technical detail which had been agreed by both sides. The total cost to the client was $ 4.25 m and the client & his superiors had agreed that they were happy with this figure.
However, when it came to signing the document, the client would not sign the purchase contract & appeared to be hesitating over minor details.
Have you ever faced this? Have you ever felt that despite incorporating every tiny detail into your proposal, despite providing all the necessary guarantees, despite satisfying all of your client's queries including those from his/her superiors to complete satisfaction, your client is hesitating to sign on the dotted line?
The reason could be an imprint experience. Your client could have had an experience in his/her life that has left a deep impression and lies at the root cause of this hesitation.
Author - Anil D Dagia, ICF Credentialed Coach, NLP Trainer member of ANLP, UK, Foremost NLP Trainer in Mumbai & Pune (India).blog comments powered by Disqus