Desirable results aren’t always enough to close a deal.

Desirable results aren’t always enough to close a deal.

Let's face it - we've all had enthusiastic conversations with clients that fizzle out when it's time to commit.

In their mind the client talks up the outcomes they want, then talks themselves down with fears of change. Even with clear value, those unvoiced concerns will undermine your efforts. So get them out in the open.

I know raising concerns sounds counterintuitive, but unvoiced fears will derail your project proposal. So, talk about risks and concerns up front and show how you'll address and mitigate them.

Be sure to explore these four common fears before submitting any proposal:

- Fear of mistakes and failure.
- Fear of stakeholder reactions.
- Fear of extra work and feeling overwhelmed.
- Fear of choosing the wrong option.

The bottom line:
Get real: Unvoiced fears derail even the best proposals.
Get prepared: Consider and plan for client concerns in advance.
Get savvy: Address concerns to close more business."