What it usually means
The buyer is worried about being locked in if it doesn't work out. It's about risk, not commitment.
The approach
Find out what they're afraid of, and offer ways to reduce risk that don't give away your terms entirely.
What to say
1That's understandable. What's the concern: that it won't deliver, or that your needs might change?
2Would a shorter first term with an option to extend at today's price work for you?
3We could agree success measures for the first 90 days, with an exit if we don't hit them.
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Immediately dropping to monthly terms with no trade
- Hiding the term in the small print