5 reasons clients won't decide

A client asked me why they're not getting traction with a heavy ROI value proposition. They can demonstrate a profit improvement of between £0.5M - £1.0M for their prospect in just 90-days. That looks good, right?

So, why is their prospect hesitating to engage?

Here's the thing ... making buying decisions for consultancy work is tricky. And it's sometimes easier to delay, or do nothing, rather than make a decision. Showing a heavy ROI was a logical approach, but it's only part of the picture.

Their conversation was missing the emotional drivers that sit behind prospect's decisions. The slide, which I shared with my client, shows some areas where you might elicit and amplify these drivers.

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And, now my client can see the problem clearly, they're working on a new approach. (**By the way, these emotional drivers apply equally to decisions within consulting engagements as they do to sales situations.)

The mini-mission

Take a look at a client decision that's stuck. Run it through the framework on the slide.

What insights does this give you about the client deferring, or declining, to make the obvious decision?