Have you ever had a situation where you're connecting with a prospective client, the opportunity is running smoothly—and suddenly you hit a speed bump and your client stalls? Maybe you've hit that bump because you unwittingly mishandled a situation, or because your client had conflicting feelings about a sale. Either way, how do you navigate those obstacles, seal the sale, and meet your client's needs?

Six Mistakes Providers Make When Clients Stall

1. Fearing The Client's Reaction.

When providers are afraid of what a client might say, they lose sales opportunities because they don't find out what she really wants. For example, you dread hearing clients say, 'Your price is too high.' It's almost a knee-jerk reaction to offer a lower price. Instead, be proactive and try to uncover the unique buying criteria important to your client so the price objection doesn't come up in the first place.

2. Taking It Personally.

Sure, in your head you know a client's bad attitude doesn't reflect on your worth as a human being. But our egos get in the way, and we internalize the client's negativity. When your client brings up a problem, don't get defensive and explain the problem away. Not only will she probably not be overjoyed with your response, but you will have failed to address the heart of the matter: how to fix your client's problem.

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