Getting our prospects to make a change is tough. And, it's especially tough for us to bring up certain things that could possibly get in the way of doing business.
I'm talking about things like funding, buy-in and other show stoppers that prevent them from moving ahead. But just because we don't talk about them doesn't mean they go away. In reality, they just fester.
So, it's time for us to man up! Bring up the budget. For example, if your prospect likes what you're talking about -- say, "I know you really like this idea, but what is it going to take to get budget approval? And, what projects are you currently doing that are less important than this one?
Or talk about getting buy-in like this: My experience shows me that we typically need to get these types of people involved. What are your thoughts on this? And, who's not going to be happy with this change initiative?"
Or what if someone in their company had problems with your company five years ago? Better bring it up, because the issue is bound to be raised.
See what I mean? When you can talk about things, you can help solve them. But when stay underground, they can sabotage your entire sales initiative. Don't let it happen to you.