Episode 7 - The 5 Key Stages from Prospect to Client - It's Not What You Think !

The Consulting Edge Podcast

SHOW NOTES
Welcome to Episode 7 of the Consulting Edge Podcast and today we are going to speak about the 5 stages from Prospect to Client – and how to handle each stage. But they are not what you think !
Firstly the Selling Cycle and Buying Cycle are not the same and they are not linear!
Most consulting businesses use a traditional long drawn out sequential approach to converting prospects into clients. There is a much faster and efficient approach that allows you to go through mini conversions cycles, what I call ‘Sales Sprints’ – it’s an iterative approach built for speed. It's agile in its nature, it's the process I use to pivot and flow with my prospects or clients changing needs, with ease and it leans into driving consensus quickly and brings it down into the everyday conversations that happen on the ground level.

There are five stages that you should navigate your clients through from prospect to client: Prepare - Target - Message - Engage - Advance. I'll take you each of these stages and show you how they work.
When you truly become sales agile, you’ll bring a differentiated buying experience to your prospects and clients. Becoming agile in the sales pursuit means meeting your clients and prospects where they are in the buying journey, putting them at the centre of all the selling actions, and working in a non-linear way. It enables greater insights, a structured way of messaging the value and a call to action with multiple mini closes that are fine tuned to better position you for success and give you The Consulting Edge.
I hope that you manage to get some real value and insight from this week’s show.

Any questions please email me on [e-mail] or connect with me on LinkedIn and share any of your thoughts or ideas for future topics to discuss on future episodes.