Selling without selling is always the most effective approach.
Take the client on *your* journey, present your case, let them talk, pick some of the important points they're making, double-click on those, explain, make a couple of turns, and before you know it you're there discussing "the next steps".
Your ppt sits safe in your laptop... and you didn't even have to bring it up.
When we try to propose things to clients, putting together the information as a compelling story takes the most time. Have to zero in on the emotive moments and eliminate the information which isn't so relevant. We often practice and rehearse the story multiple times to get it tighter and more compelling.
Great post for both making recommendations and winning clients.
Selling without selling is always the most effective approach.
Take the client on *your* journey, present your case, let them talk, pick some of the important points they're making, double-click on those, explain, make a couple of turns, and before you know it you're there discussing "the next steps".
Your ppt sits safe in your laptop... and you didn't even have to bring it up.
Love the 'head, heart, hand' framework here.
When we try to propose things to clients, putting together the information as a compelling story takes the most time. Have to zero in on the emotive moments and eliminate the information which isn't so relevant. We often practice and rehearse the story multiple times to get it tighter and more compelling.
Great post for both making recommendations and winning clients.
The three layers of agreement are a great reminder of how to get buy-in. Thanks for spelling them out so clearly.