Here’s something that I just recalled. I was reading some sales sage a while back and noted their tip that a salesperson only sells one of two things;
insurance or assurance
It’s a point in which I can see merit.
You are either going to receive the welcoming handshake for something you are helping to avoid, or that which you are shaping to guarantee will happen.
Of course, this doesn’t just relate to how we view a sale. Which of these does the prospect think applies? Have they explicitly stated this to you?
And finally, how do they frame it? What money or time or desire is attached to it that is likely to make sure it will go ahead?