Failing to take control early on can lead to losing the sale later on. typically when we engage with this sort of solution we need certain key executives to be involved in the purchase decision. They cut it short if they don't get the extended dialogue and walk away because there time is spend better elsewhere.
Also challengers sniff out this situation and press the contact for expanded access in exchange for continued dialogue. Usually the junior reps are put on these cases, the best way to handle it by trying to converse the rep to be on their side because someday they will be in the corner office.
Such as customers already having a vender they do business with, but shop for others for do diligence to make sure they are getting the best deal.
