This is a really common problem!

The easiest way to overcome it is to reframe the problem.

Instead of asking "how do I go from yes to paid invoices", ask yourself "how do I change the default outcome from they don't buy my product to they buy my product".

This involves setting up a shared success plan with the customer.

Mark Fershteyn talks about how to do this in depth on a podcast episode we recorded last year: https://anchor.fm/sales-for-founders/episodes/How-to-close-y...