When the client picks the wrong solution
Demonstrating credibility
Selling transformation assurance
Introducing 12boxes
The psychologist’s view
Personality and consulting
Leaving money on the table
Consultants not developing new business
Getting clients to pay for advice
Why sales training fails
When the client is wrong
Restrain yourself!
Should you write a proposal
What is it worth to find out?
Just one question
Make your client want you
Slow down to speed up
When the client picks the wrong solution
Demonstrating credibility
Selling transformation assurance
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