Look for yellow lights and be prepared for them - you are sellinng yourself. Examples below of how to handle yellow lights/objections and you can mould these into stock answers for any hard questions
CLIENT: I think you have this all wrong. This needs to be centralized at corporate and not driven by the field.
SALES PERSON: As you can well imagine, I’ve heard strong opinions on both sides of that issue. First, before we tackle the issue of centralized or decentralized, are you on board with what the initiative needs to accomplish, and it’s just a matter of the best way to do it?
CLIENT: We can’t take people off current jobs to implement this and we can’t have people try to implement it who don’t understand how we do business.
SALES PERSON: That’s a tough spot to be in. And unfortunately, not unusual. It seems like we could either give up, or at least explore some options. Are the challenges you are facing big enough that it would be worth at least a little discussion of some possible alternatives?