AI Snips
Chapters
Transcript
Episode notes
Clients Buy Desired Future States
- Clients buy future states, not products or services themselves.
- Understanding what progress clients want to make is key to meeting their needs.
Clients Don’t Wake Needing Consultants
- Clients never wake up needing a consultant; they wake up with problems.
- Selling consulting means showing how it solves problems to help clients reach goals.
Consultants Aren’t The Only Solution
- Clients have many options beyond consultants, like internal hires or other solutions.
- Assuming clients are already seeking consultants risks misalignment in sales conversations.