Consulting Success: The Proven Guide to Start, Run and Grow a Successful Consulting Business by Zipursky Michael
Author:Zipursky, Michael [Zipursky, Michael]
Language: eng
Format: epub
Publisher: Consulting Success
Published: 2018-10-17T16:00:00+00:00
Why Rush?
If there is no scarcity involved, then your prospective client has no reason to move quickly. Scarcity doesn't have to be a limited-time offer. It can be something as simple as, "We can only accept two new projects next month, so if you want to do this soon, it would be best to get moving quickly." Or scarcity can be focused more on the company. "How much is this issue costing your company each day it is not dealt with?" If it's a big problem, finding a solution and having it implemented ASAP becomes valuable.
By looking at your current sales cycle and your prospective client and referencing each of these points, you'll be able to uncover the current roadblocks in your path, remove them, and be well on your way to closing more sales.
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