Risk is one of the major reasons why customers don't buy. Your client is not willing to take unnecessary risk. First it is a matter of establishing trust in your relationship and secondarily having them comfortable with the terms of the deal. It is your job in sales to minimise your customer's risk exposure. Figure out what you can offer. Can you give a money back guarantee or promise 100% satisfaction?
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Bottleneck Blog by Urban Gavelin © 2007-2011
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