“Maybe next quarter.” “We'll have to pass.” “We focused on another direction right now.”

If you're hearing these phrases more often than you'd like, perhaps now is the time to take a look at your sales presentation. Are buyer needs being addressed? Is there motivation to act now? Consider these reasons why decision makers could turn down proposals and how to overcome their objections to become a person of influence.

#1: WIIFM Not Addressed. One of the key mistakes made by many well-intentioned (and well-trained) sales people is focusing on what makes them necessary and NOT on what's in it for the client. The proposal can be the best seen, but if it doesn't make the pain personal for the prospect it has no value. Read and reread proposals before sending ... Make sure to address what's in it for the prospect, NOT what makes your business great.

#2: Unclear Goals. Buyers buy for a specific outcome. They want results. If your presentation doesn't have details about the specific outcome they can expect, they may fear they are buying air in a box and turn you down without a second thought. Milestones and outcomes are essential parts of the presentation.

#3: They Don't Feel the Pain. To compel your prospect to act, you must lighten a burden, resolve a problem, or make a tough situation better for the buyer or others in their organization. Listen during the initial meetings for pain points and make sure that those pain points matter to your prospect. If the pain doesn't hurt them, it won't compel them to spend time, energy, or money solving the problem.

#4: Not A Priority. Your product may solve a problem. But that problem may not matter to your prospect. Address their high-priority problems then sell them on products or services that address lower priority needs.

#5: High Risk. If your solution carries a high risk to the buyer or their business, a no will be the result. Business decision makers don't expect guarantees but they want their efforts to have the best possible chance of success. Your proposal needs to show solid thinking, a sound plan, and be supported by data and facts that all-but-eliminate the possible risks.

#6: No Trust or Confidence. Has your prospect been burned by this type of recommendation in the past? If there's a trust or confidence issue, the yes won't come ... To overcome this type of objection, try to ferret out this information in your early interviews. Then include information in your plan to build the buyer's belief and confidence. Show proof of your track record for deliverability and offer a clear, well-planned process for achieving the desired outcome. Testimonials and references can be very important here.

#7: Hidden Agendas. Some decision makers say no because they believe they will lose something such as control, power, status, resources, etc. or they may have another hidden agenda that you will never know about.

Remember, prior preparation prevents pitiful performance. Increase the odds of getting to yes with some sound preparation before you make your presentation.