Change on it's own is hard.

Let's face it, most of us have a hard time with change. We're creatures of habit and we get into a groove operating inside of our routines and most of us are just fine with that. 

So, when you show up with your new solution, your new shiny object, you are asking someone to change what they've been doing in order to take on whatever it is you have to offer. 

Change your approach and you will see results.

Rather than pitching your solution, ask questions that will surface challenges or things that could be better.  When you are able to create that dialogue with your prospect, you're on your way to motivating change. Now you can start offering solutions.