Agreeing to the next step
Now is the time to obtain a final commitment.
During this phase, the client might still have some
objections to your suggestions.
Objections
don't necessarily mean a definite "no". Often,
the client has a concern or a problem that has not yet
been uncovered. Use your questioning skills to find out
about this underlying problem.
An
objection can also be a smokescreen for something else.
The client may simply be looking for reassurance that
the decision is right. They might want to consult with
someone else before finally committing. If this is the
case, give them time to respond.
In
most cases, structuring your consultation according to
the Consultative Method will help you achieve client
satisfaction.
Sometimes
you will have difficulty meeting your client's needs. In
cases like this, only you can judge whether it is worth
trying to investigate further, or whether you should
acknowledge that what you offer will not satisfy the
client at this particular time.
