You offer a great solution. You give a great pitch and presentation. You handle and answer all the prospect’s objections.

Then why don’t prospects say Yes?

It’s not your pricing and it’s not that they can’t see the benefit. Simply put, business owners resist change. Actually, they’re afraid to change.

Until they realize the danger of not making a change is greater than the danger of making the change, they’ll be frozen in fear and indecision, and they’ll never say “Yes.”

Your first order of business is to help them handle their fear of change, their fear of the unknown, their fear of failure, their fear of the implemenation approach, and their fear of their lack of competency to change.