Final answer:
Choosing the right approach after a buyer defers a purchase decision post-presentation is crucial and depends on the specific sales situation and relationships. Maintaining a good relationship by agreeing to a follow-up can be advantageous, but offering a discount might be necessary if immediate sales are critical due to fiscal deadlines.
Step-by-step explanation:
In the scenario where a buyer is not ready to proceed with a purchase immediately after a presentation in August, and requests a follow-up in October, the appropriate course of action would depend on several factors including the sales strategy, the urgency for the salesperson to close deals before the end of the financial year, and the potential long-term value of the relationship with the buyer.
Agreeing and scheduling a follow-up meeting in October may be beneficial for maintaining a positive relationship and trust, and it also acknowledges the buyer's timeline. However, if there's an urgency to close deals before the financial year ends in September, offering a discount could incentivize the buyer to make an immediate purchase. It's also critical to clearly state what you would like from the listener to avoid misunderstandings and set clear expectations for the next steps.