Skip to content

Are your potential clients struggling to reach a buying decision?

Clive Griffiths
Clive Griffiths
— 1 min read

Are your potential clients struggling to reach a buying decision?

Use a contrast conversation to highlight what they'll get by working with you on the project. Step by step, here's how to do it ...

1/ Highlight the contrast between the current “problem state” and a future “desired state”.

2/ Show the client how to resolve their current challenges or problems.

3/ Emphasise how value creation takes place during the process.

4/ Use real examples of how you've helped other companies in similar situations.

5/ Using a contrast conversation makes action more likely. Done well it increases the client's willingness to work with you. It makes your consulting services appealing.

That's how to help clients reach a decision.

Now, do you have an example of where you've used a contrast conversation to close the business?

LinkedIn PostsLI-2023
Clive Griffiths

Clive Griffiths

Related Posts

Members Public

Why do you write all this stuff?

“Why do you write all this stuff?” She asked. Fair question and a simple answer. I get clearer when I write my thoughts down. I’m not writing to persuade you. I’m writing to persuade myself. I’m writing to see things differently. Sometimes when the writing seems useful

Members Public

Does consultative selling work with public sector clients?

Does consultative selling work with public sector clients? In my last post, I recommended Consultative Selling by Mack Hanan. Reading the book, you’d be forgiven for thinking it’s all about commercial business. The language is all about profit improvement. Hanan puts that at the core of client conversations.

Members Public

Want to become a trusted expert? Start with this book.

Want to become a trusted expert? Start with this book. Most sales books are written for people selling products. But you face a different challenge. You need to demonstrate your expertise by adding value, offering insight into your clients’ priority situations and earning their trust. Consultative Selling by Mack Hanan