The prospect must believe your plan to meet their needs will be successful. If not, you will hear objections such as “I don't think this will work for me” or “It’s too much trouble to change.”
Having an experience (direct or indirect) with a bad implementation evokes an abundance of caution. Many of these are not inexpensive failures. You’ll need to make sure you’ve built strong corporate capability and credibility, along with strong personal trust and rapport.
Review the “Step-Based Closing Strategies” and the “Change Management” process. Build into your sales model the components from these processes you need to prevent this category of objections.
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