They doubt the solutions presented will accomplish their objectives. Taking time to perform an adequate situational analysis creates customer confidence. It's the best way to let the customer know that you understand them. It follows that if you are on target with your analysis, the solution is too. Respond to the customer's issues.
Most prospects have their antenna up when meeting with a salesperson.
If the customer isn't comfortable with the answer, there's no sale. The test of the competent salesperson is whether or not the individual has the ability to grasp what the customer needs to accomplish. The buyer of telecommunications services expressed concern about possible service interruptions when making a change. The company that made the sale responded with a plan to phase in the various services over a 60-day period to make certain the customer would be satisfied with each step before moving forward to the next one. Prepare personalized proposals.