I used to think consulting was all about logic and data – until I discovered the uncomfortable truth that's costing consultants millions in lost deals. Every consulting purchase is ultimately a leap of faith, no matter how rational your proposal seems. You can have perfect case studies, flawless logic, and obvious ROI, yet prospects still won't pull the trigger. The problem? You're trying to eliminate risk when you should be building confidence. I've cracked the code on what really makes clients say yes, and it has nothing to do with more data or better objection handling. In this episode, I reveal the invisible force that transforms skeptical prospects into committed clients – and how to authentically project the kind of unshakeable confidence that makes the sale inevitable.
Show Notes:
- Why every consulting sale requires a "leap of faith" – and why fighting this reality is killing your close rates
- The fatal flaw in relying on case studies and data to overcome client objections (and what works instead)
- How to project authentic confidence without becoming a sleazy salesperson – even if you're naturally analytical
- The difference between confidence in results vs. confidence in process (and why one builds trust while the other destroys it)
- Why prospects test your methodology by asking to skip steps – and how your response determines if they buy
- The "Canadian doctor analogy" that explains why client skepticism actually signals buying intent
- How to have the "what you need to contribute" conversation that builds massive trust with prospects
- Why working outside your expertise zone instantly telegraphs desperation to potential clients
- The positioning secret that naturally creates the confidence clients crave to see in you
