1. Sell Higher. Get to the decision-maker. Don’t get stuck selling to a middle manager who has to consult higher-ups and committees. Middle managers are more concerned with not being wrong than going out of his way to take a risk. Find someone who is motivated to get the buying process going.

2. Influence The Scope Of The Project. You don’t want to sell too little because it might be six months to a year before they decide to buy more. And you don’t want to sell too much, because the buying decision can get bogged down or stopped altogether.

3. Neutralize Competition. Help your client come to the conclusion that other vendors can’t deliver the service, price or quantity needed to serve them.

4. Crystallize The Implementation And Utilization Process. The customer needs to clearly see how they move from point A to B to C with the help of your service. Make it simple for them to understand the how and when of implementing your service and how it relates to their needs.

5. Work Your Plan In Parallel Instead Of Serial. Determine how to accelerate the plan. Once your customer feels comfortable with our proposed process and your plan for helping them to get where they want to go, explore their interest in compressing the timeline to execute.

6. Keep Your Sales Opportunities Moving. Schedule the next meeting or time to speak to your customer. Otherwise, the process has stalled or stopped.

7. Make The Most Of Every Meeting Or Call. Have a pre-call plan and a post-call review. Analyze what you’re trying to accomplish and go through a checklist to see if you have gained the information you need to further discern the next course of action.

8. Mitigate The Perceived Risk Of Moving Forward. Rather than fueling the perceived risk of buying from a competitor, mitigate the perceived risk of buying from you. Risk, real or perceived, exists in every relationship.

9. Give Your Customers A Way Out. Any buyer is naturally more willing to take a risk if they can change their mind later. In fact, if we offer them a satisfaction guarantee or some other way out, we could eliminate the perception of risk altogether.

10. Shoulder Some Of The Risk Yourself. Another idea that can inspire a customer to move forward with you in the face of perceived risk is your willingness to shoulder some of the risk yourself.

Author's Bio: 

Buy Bill Stinnett's new book, Think Like Your Customer, anddownload hours of audio and video, as well exclusive articles and eBooksfrom some of the world's leading sales experts including: JeffreyGitomer, Brian Tracy, Tom Hopkins, and many others. Over $500 worth ofmaterials at no additional cost. Take advantage of this amazing specialoffer at: http://www.salesexcellence.com/offer.htm