Apply everyday consulting tools to pre-sales situations.

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

For example, you might use Force Field Analysis. Here's how:

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

And, Force Field Analysis is just one consulting tool of many you can use during the sales process.

By using these 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.