Better sales technique
I've known Bob Apollo for a while. He's an expert in improving sales as this blog demonstrates. In essence he is saying that you need to be realistic, listen to what the potential buyer is really saying and make sure that they understand the costs of alternatives, including the cost of doing nothing. Then you need to accept that it takes time to achieve a sale of any size because it requires buy-in from others in the buying organisation whom you won't meet and maybe don't even kniw about!