Selling hardware is never an easy game. The competition is often strong. The sales cycle can be laborious. And then there are numerous internal factors that are beyond your scope. This is typical of many sectors of commerce. My client often found themselves close to the finishing line, but never quite crossing it. What my client has learnt is to agree on specific terms early on in the selling cycle. These ensure that when the prospect is presented with a purchase deal, there are no more reasons to delay. As for my client, sales are growing from year to year.