# How to Handle the Prospect Who Keeps Changing Their Buying Criteria

Page: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-to-handle-the-prospect-who-keeps-changing-their-buying-criteria
Text version: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-to-handle-the-prospect-who-keeps-changing-their-buying-criteria.md
Podcast: [Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams](https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713)
Published: 2026-07-11T06:04:07+00:00
Episode link: https://audio.fexingo.com/business/sales-leadership/episode-0107.mp3
Audio file: https://audio.fexingo.com/business/sales-leadership/episode-0107.mp3
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Duration seconds: 553

## Resource

Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a set of requirements, and suddenly they add a new must-have feature that your product doesn't have. In this episode of Sales Leadership, Lucas and Luna break down a specific playbook for handling the 'moving target' prospect. Using a real case from a mid-market SaaS company that lost a $400,000 deal only to win it back six months later, they walk through the three-step framework: pause, re-qualify, and re-anchor. Lucas explains why the first instinct — to immediately promise a workaround — is almost always wrong, and why the real problem is rarely the new criteria itself but a shift in the prospect's internal politics. Luna shares a counterintuitive technique: asking the prospect to rank the old criteria against the new one in writing. The episode closes with a tactical checklist for sales leaders to coach their teams through scope creep, including a specific email template that one rep used to reset a stalled deal. No fluff, just a concrete tool you can use on tomorrow's call. #B2BSales #SalesLeadership #SalesStrategy #DealManagement #ObjectionHandling #Procurement #EnterpriseSales #SaaS #SalesTraining #Negotiation #PipelineManagement #SalesCoaching #BuyingProcess #DecisionMaking #ScopeCreep #Business #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo

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