10 decisions clients make before buying consultancy

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?