Your prospect puts off purchasing your offering for "between six to nine months from now". But, how are you to know when exactly in that period of time they will make a purchase decision? What if they do so before, or say in between months six & seven? You would have lost out on the sale. This post provides sales leaders with one strategy to deal with this challenge.
P.S. This post was earlier titled 'How to Beat Your Sales Competition to the Discussion Table. I changed it at the insistence of a friend who felt that the earlier title was not an accurate description of the post)