How to Handle the Prospect Who Keeps Changing Their Buying Criteria

Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a set of requirements, and suddenly they add a new must-have feature that your product doesn't have. In this episode of Sales Leadership, Lucas and Luna break down a specific playbook for handling the 'moving target' prospect. Using a real case from a mid-market SaaS company that lost a $400,000 deal only to win it back six months later, they walk through the three-step framework: pause, re-qualify, and re-anchor. Lucas explains why the first instinct — to immediately promise a workaround — is almost always wrong, and why the real problem is rarely the new criteria itself but a shift in the prospect's internal politics. Luna shares a counterintuitive technique: asking the prospect to rank the old criteria against the new one in writing. The episode closes with a tactical checklist for sales leaders to coach their teams through scope creep, including a specific email template that one rep used to reset a stalled deal. No fluff, just a concrete tool you can use on tomorrow's call. #B2BSales #SalesLeadership #SalesStrategy #DealManagement #ObjectionHandling #Procurement #EnterpriseSales #SaaS #SalesTraining #Negotiation #PipelineManagement #SalesCoaching #BuyingProcess #DecisionMaking #ScopeCreep #Business #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo