We all know how frustrating it is when a sales opportunity we’ve been working on suddenly stalls out. Our instinctive response is to begin thinking of ways to accelerate the prospect’s decision about the sale, usually by offering some financial incentive (a discount). Paradoxically, this often has the opposite effect. The prospect senses your eagerness, which may be perceived as desperation, making you less attractive, and causing a further delay in purchasing your product or service. Is there a better way?