Suppose your consultants want to sell a service that minimises the risk a client is exposed to. Transformation assurance is a typical example.
The problem is that in the early stages of a project, clients tend to be optimistic and want to believe that everything will be OK.
So, if your consultants try to tell the client about the risks of bad things happening, it can sound as if they are trying to undermine confidence in the client’s project, and they are likely to get pushback.
In this video, we demonstrate how to set up a meeting that avoids the client feeling defensive and pushing back.
If you found this tip useful and would like to know how consultants can win more business by structuring client conversations, why not compare notes with us and share your thinking.
Discover how we transform the way your consultants develop business from day one