TRP 37: Part 2: The Path to Closing a Deal with Deb Zahn

In this episode of The Rainmaking Podcast, host Scott Love continues his conversation with Deb Zahn, management consultant and host of the Craft of Consulting podcast, on the path to closing a deal. Deb shares actionable strategies for moving from a successful client meeting to a signed agreement. She emphasizes that the end of the meeting must include a clear next step—ideally leading to a proposal—and advises professionals to proactively manage time, identify decision-makers, and keep momentum going while interest is high.

Deb also explains her approach to proposal writing, recommending a three-tier pricing structure that emphasizes value and gives clients clear options. She shares how to handle objections with empathy, avoid discussing price prematurely, and reinforce your credibility by restating the client’s goals and aligning your services to their outcomes. By focusing on preparation, thoughtful follow-up, and creating high-value experiences, professionals can turn prospects into long-term clients and referrals.

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Deb Zahn is a sought-after consultant with 10 years of successful consulting under her belt. As a go-to source in her market, she routinely brings in 6- and 7-figures a year and has built a steady, reliable pipeline of work. Her consulting methods turn her clients into her biggest fans and best marketers. They come back to her again and again and continually send her new clients.

As a consultant, Deb is especially known for her ability to cure “decision-making disorders” with individuals and groups. She also has earned a reputation as “The Closer,” the consultant who can get high-value contracts with hard-to-get clients. Over the last decade, she has coached countless new consultants and helped them fast track their success. Recently, Deb helped a new consultant get their first contract—worth over $100,000—only three weeks after Deb started coaching them.

She is the host of the Craft of Consulting podcast, which features other successful consultants who share their strategies and insights about building their consulting businesses and delighting their clients as well as consulting clients who share what makes some consultants rise to the top of their hire list.

If you want to know more about how to become a consultant, price your services, and get more clients faster, Deb has a wealth of resources to help you, including tools, webinar trainings, online courses, and coaching with Deb: https://www.craftofconsulting.com. Go to “Start Here” for free tools and “Get Help” to dive in deeper and get more help. Also check out Deb’s podcast, the Craft of Consulting wherever you listen to podcasts or on her site: https://www.craftofconsulting.com/podcasts.

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