Use excuses to your advantage. Here are three key considerations:
1. Have a good excuse for calling on a business owner in the first place.
2. Justify (have an excuse for) why you're calling on the merchant now.
3. Negotiate for time throughout the process.
Keep the business owner in a negotiating posture for as long as possible. Use lines like, “Well, one more thing, and then I’ll let you go," and, "Would tomorrow work for me to come back and provide a demo?”
