Want to make it easier for your prospects to give you the go-ahead? If so, here are some strategies you can use to make it easier for them to say yes.
The first thing I'd suggest is that you propose fewer options because the more decisions a prospect has to make, the tougher it is to get them to move. In the past, people have said, "Give 'em at least 3 choices". With today's crazy-busy prospects, I'd suggest one -- but one that you have a solid justification for.
Here's something you can do when your prospects don't have enough money in the budget till next year or next quarter. Instead of invoicing the whole works at one time, suggest they get started now (with a small initial investment), and then they can pay the rest when it comes due. This helps them get going -- which they really do want to do -- and it's good for you too!
And finally, here's one last idea if your prospect is balking about the price. Instead of cutting costs, consider adding more value for the same investment. For my prospects, I've sometimes offered a follow-up teleseminar for their salespeople. It's a bonus that doesn't cost me a lot. But, it does make it easier for them to say "Yes" -- which is exactly what we want. 