It doesn’t matter what the rules say

When you’re pitching to a potential customer, remember this: It doesn’t matter what the rules say.

If the customer wants to do the deal, she will figure out a way around the rules.

If the customer doesn’t want to do the deal, she will blame the rules.

The rules/contracts/policies are irrelevant.

The only thing that matters is whether the customer wants to do the deal.

Focus on that.

The customer will figure everything else out.