What concern about selling comes up most for consultants?

This is a question I get asked by clients ... curious to know if they’re all in the same boat.

I always answer with the concern that comes up least.

You may be thinking that’s an odd response. But it isn’t. You see the concern that comes up least is the one my clients avoid most. So much so they usually won’t raise it as a concern.

So, I hear you ask, “what is it?”

CLOSING

a.k.a.

Asking for a commitment, a decision, an order, a conclusive action from the client.

Why is this a concern for consultants?

The answer isn’t what you might think. But before we get to that ...

The mini-mission

It’s an awareness exercise. Think of a time when you had a great meeting with a client. Go back to that time in your minds eye and replay the meeting. Which bits were the most rewarding for you?

Part 2: Why is closing a concern for consultants?