Consultant, you have a good conversation with a prospect but they ghost you later. Or they say “Let’s circle back in 6 months” or “Let me think about it”.
Why?
It’s because they aren’t ready to change…yet.
In sales, you’re always selling change, and most people resist it. To succeed, you need to make a compelling case for why change is necessary.
This goes beyond business reasons and taps into emotional motivations.
Whether it’s a small business owner who wants to send their daughter to college or a corporate executive aiming to climb the career ladder, understanding these emotional drivers is crucial.
During discovery, you want to ask probing questions to uncover why the desired results are important to your prospects. I’ve seen that if you build trust and rapport, people will reveal their true motivations.
When they emotionally connect with the need for change and how important it is to them, they’re more likely to make the decision to buy from you.
Your job as a seller is to ask the right questions so they are able to see for themselves why change is necessary now.
Check out the video below 👇
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P.S. – If you’d like to start having better discovery conversations with your buyers so they buy fast and pay you high fees…
..schedule a call using the link below to see how I can help. ☎ 👇
Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: Dalle-3
