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10 decisions clients make before buying consultancy

Clive
— 1 min read

Here's a list of different sales conversations you'll want to master, so you can guide client decision making:

  1. ‘Know, like, trust’ decision - the marketing conversation (even when you’re not there in person).
  2. 'Shall I meet them’ decision - the outreach conversation (email or phone).
  3. 'Area where I need help’ decision - the project conversation.
  4. 'Is the impact worth the risk and investment’ decision - the impact assessment conversation.
  5. 'Is this project important enough’ decision - the qualification conversation.
  6. 'Do they have a way to help and do I like what they have to offer’ decision - the solution conversation.
  7. 'Who else do I need to involve’ decision - the stakeholder conversation.
  8. 'How do I (or my organisation) make my (our) mind up’ decision - the making decisions conversation.
  9. 'Next steps to take’ decision - the action conversation.
  10. ‘Shall I engage them to work on this’ decision - the commitment conversation.

Each decision and sales conversation has a different structure, components, and language. How well do you practice these, and which need to be more deliberate and skilled?

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