Sales Incentives # 22: Expanded Scope

When encountering resistance when selling services, such as speeches or workshops, expand the value of your presence by offering to sit in on a panel--or moderate a panel. When appropriate, you could also offer to deliver a workshop or be available for a special question and answer session.

The more valuable you make yourself to the event organizer, or any other time of client, the more likely you'll close the deal. An incremental addition of time can be the incentive you've been looking for.