Here’s the scenario: Percolating in your brain is an idea for an interesting project or initiative that you are sure will benefit a good, stable customer organization. You anticipate that you can sell the concept to the decision maker and create a paid project for yourself.

He gets the support of an advocate, who gives him the green light to approach the decision maker. You make the appointment and make your proposal. The decision maker is pleasant, but nonetheless backs away from your proposal, even though they have verified its likelihood of acceptance through their influential advocate. How do you get to the heart of your customer’s objections, try to overcome them, save the sale, and collect?

The late great sales guru Zig Ziglar, motivational speaker and author of several sales training books, once said that every sale has five roadblocks:

• There is no need
• Penniless
• No hurry
• No wish
• Without confidence

The challenge for the Solopreneur consultant is to discover and overcome these objections and persuade the client that the proposal is worthwhile and will make the client look good to superiors and peers.

First, keep in mind that “no” does not always mean “never”. Sometimes clients say no when there is little time and energy available to evaluate what has been proposed. The need may be relevant, but other issues may take precedence and your proposal is not perceived as urgent. As a result, the decision maker will not be willing to address the problem in the near future and it is easier to reject it.

Alternatively, you may not offer a sales pitch that inspires desire or confidence (confidence). Homework may have been done to confirm the need and identify stakeholders, but there is still a need to deliver a narrative that will convince the decision maker to take that leap of faith and take a chance for you.

Budget constriction is another frequent objection, regardless of the state of the economy. When consulting with your project advocate, it is always important to find out if there is a budget available to support your proposal and also assess what will motivate the decision maker to apply for funding.

Finally, keep in mind that when selling, it is necessary to present only the details that the customer needs and wants to make the decision, no more, no less. Avoid giving too much information, which can potentially confuse the customer or open a can of worms that will turn against you. On the contrary, one should not be lazy. Provide all relevant information and express it clearly and concisely. Describe the benefits that you hope are important to the customer and paint a picture of what is in there for him / her.

Steve Strauss, a business attorney and columnist for Entrepreneur Magazine and USA Today newspaper, recommends that you diplomatically communicate to the client that you know your proposal is good for the organization because you have taken the time to verify its usefulness. Don’t immediately fold your tent if the customer doubts or declines.

Instead, ask if there is any additional information you can provide, or any other accommodations you can make, that may make you comfortable with approving the deal. Show the client that you are prepared to face and resolve doubts and doubts. You can save the sale and even if you don’t, you can position yourself to successfully get another proposal approved when time and funding are on your side.

Thank you for reading,

Kim