Bring In Non-Sales Colleagues To Help

Don’t do all of the heavy lifting yourself, BCM One's Wassenbergh advises. " Get in front of the client with a non-sales person, the [project manager], the operations lead and give them that extra level of comfort to commit quicker."

Also, you can offer your best project manager to the client, he adds. "Let them know that your best project manager is coming available because they just came off another project and you would like to get them assigned to this … then follow through on it."