Why using consulting tools pre-sales is a winner.

It surprises me how few consultants apply everyday consulting tools in pre-sales situations.

For example, a consultant could use Force Field Analysis to help clients decide.

Here’s how:

1. Figure out what change the client wants to make, such as implementing a new system.
2. Find the drivers pushing the client towards this change, for example an aggressive competitor.
3. Identify any barriers to the change, such as internal resistance to change.
4. Make a plan to get past obstacles and use drivers to make the change, for example making changes bit by bit.

Force Field Analysis is just one tool of many that consultants have access to.

Using these tools you can show the client that you understand their business and challenges. They’re especially useful when you want to establish your expertise with new prospects.

Mini-mission

• Choose a consulting tool you like to use.
• Write down how you might use it in a pre-sales situation.
• Share this with a colleague and practice.