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- What do you do when your potential clients they say, well, I dont like longterm contracts. A typical sales person would say something like, well, thats just our company policy, this is the way that it is. No, please dont say that. Or they might say, well, you know, all our clients, you know, sign up with us and they all have longterm contracts, just trust me on it. Thats not what you say either okay. You have to go a little deeper. What are they actually saying when they say I dont like long-term contracts. What is exactly going through their minds? It means one of these two things. Number one, they are afraid that they cannot afford what theyre paying you 12 months or 24 months or 36 months from now. Lack of cashflow. They dont know if they could afford to pay you. Thats the reality, thats what theyre thinking or theyre thinking, well, what if this doesnt work and Im locked in for one year, two years and three years. I cannot get out of this. I dont want that