Three conditions for a successful conversation with a potential client
Business-development savvy consultants and professionals often say they have difficulty closing sales. But (nearly always) the problem is not about closing at all. It is about the way the conversation is set up.
By this I don’t expect people to stick to a rigid sequence when talking with a client. You really can’t listen to people if you are trying to push an agenda. I’m talking about what has to happen before the conversation makes the transition from being relatively unstructured to addressing a specific opportunity or problem… Read on