Consultants often say this: “If I land a meeting, I can close the sale.”
Many consultants feel their big challenge is landing new meetings. Closing the sale is easy.
While that may be true for some of you, “closing” doesn’t necessarily mean you:
🎯 Get a chance to solve the core problem the buyer faces (as opposed to a surface-level one).
🎯 Build trust so they see you as the right consultant/firm to solve their problem.
🎯 Create value during the conversation so you charge high fees.
For that, you need great discovery.
Discovery is the art of asking the right questions to uncover the real issues behind the symptoms presented by your prospects.
Common symptoms might include low sales, loss of key employees, decreased productivity, stuck supply chains, etc. These are not the root problems but indicators of deeper issues.
Effective discovery involves:
🔍 Asking insightful questions to uncover core problems
🔍 Exploring what has been done to address these issues so far
🔍 Understanding how these problems impact business operations
By mastering discovery, you can uncover core problems from the symptoms and provide valuable solutions.
But beyond that, mastering discovery will help you build trust during buyer conversations and land lucrative engagements.
✍ What’s your best question to ask a potential client?
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
