Yes, waiting for a buyer to decide, feels polite. It also quietly shifts responsibility away from you.
The main idea is: Do not present options. Present recommendations!
Options feel safe because they avoid commitment.
Here are three paths.
Here are the pros and cons.
Let us know what you think.
The problem is that buyers are already overloaded. When you give them choices without direction, you are asking them to do your job on top of theirs.
Leading a decision does not mean forcing one. It means bringing judgement to the table.
You earn that right by knowing what works.
By seeing patterns across customers.
By understanding the trade offs before the buyer has to discover them the hard way.
That is the value of experience, and it is what clients actually pay for.
The strongest conversations sound different.
This is what we recommend.
This is why.
This is what typically goes wrong if you choose the other route.
And this is how we would implement it in your situation.
Notice what changes. The buyer relaxes. The discussion moves from uncertainty to execution.
Even if they disagree, you have given them something concrete to react to.
In cybersecurity especially, indecision is risk. Buyers want someone who has seen this movie before. Someone who can say, given your environment, this is the safest path.
If you hide behind neutrality, you look interchangeable.
If you lead with informed conviction, you become a partner.
Do the thinking for them.
That is what professionals do.
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