Present a specific solution for the prospect's challenges
It happens all the time: Salespeople get to the end of a seemingly successful meeting, and they just can't resist saying something like, "Oh, by the way, let me show you one more thing my product or service does!"
Source: Marc Wayshak, sales author
At that moment, they stray from presenting a solution focused solely on solving the prospect's challenges. This is a critical mistake. It gives the prospect a reason to pause, reassess and say, "You know what? I'm still not sure. I want to think it over."