Do a lot of hand holding for demanding prospects. On average, this will be worth the cost and effort for you and will lead to future strong sales and referrals. If you can please the most demanding customers, then you can please the not so demanding ones even more.
Establish long-term personal relationships with targets and clients to the extent that it aligns with your goals. Make it easy instead of overwhelming or overly complex for clients to buy what you are offering. Then make sure to literally ask for the sale by saying, “What do you think?”, “Are you ready?” and “Can I bring you the contract?” Then sit quietly and let them answer; above all, listen to any objections you will have to overcome.
If the answer is “no,” you will have to accept the rejection and move on until your sales process suggests it’s time to call on that prospect later, if ever. Don’t be discouraged if your offer fails. However, when a customer is ready to sign up, do not give him the opportunity to change his mind—make the arrangements by phone, fax, and email ASAP or setup a meeting with the contract in hand.
