let’s deal with that head-on. What would you have to see, hear, or experience from us that would be so compelling that this would be at least a tough choice? With some time and skill, the consultant was able to elicit the details that would make a difference, demonstrate them, and win the account. The rule with yellow lights is: If you see it, hear it, or feel it, find a way to say it—tactfully.
tip- if you feel the client has competetion in mind, ask the question what do you see, hear or experience from our firm which tells you that the decision would be a tough choice?
