How to Get Prospects to Say Yes Risky Business: Addressing the Concerns That Can Stop Sales When Prospects 'Need to Think About' Buying Overcoming a Client's Lack of Urgency to Close the Sale

Fact: Information that has an objective reality.

Your competence, client relationships, and perceived value are, of course, essential to building a consulting practice. But to ensure your long-term success, you also have to get clients to accept and act on your recommendations. You might be surprised by how many consultants struggle with this aspect of client work—and then bemoan clients' resistance to implementing their expert recommendations.

Getting clients to move forward on your recommendations depends, in large part, on your skill in managing the facts of an engagement. That skill includes gathering, analyzing, identifying the most relevant, and communicating about those facts.

Clients may want to make a change, but that desire rarely becomes a client need (and a sale) until you offer a compelling case for change that you anchor with inarguable facts.

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