Last week, I was close to running out of foundation and knew there was no way I’d be able to get to Nordstrom’s before it was gone. As an avid online shopper, I have no idea why I insist on going to a department store to buy my makeup, but it’s just something I’ve always done. I Googled the exact color and name of my foundation (which is made by Chanel) to see which online stores might be offering the best deals. After a 30-second turbo search I gave up trying to read through all the fine print and just placed an order on Chanel’s main website.

How many times has someone told you that? (Of course you never hear back from them again.)

If you’re getting push back from your prospects about your prices, or stalling tactics – then this article is for you. The good news is that it likely has nothing to do with your prices or your abilities but it has everything to do about your actual sales process and how you market your business. It’s likely you either don’t have a good one, or you have gaping holes in the one you’ve got that are making people clamor to safety.